>>The Cube is live with three different stages here at AW S Reinvent in fabulous Las Vegas, Nevada. My name's Savannah Peterson, and I gotta tell you, even though the cube has been at AW w s reinvent for over a decade, this is my first year and wow, is it just buzzing in here? >>It's >>Busy, it's crowd, it's loud. >>So exciting to be here with you all. >>We're hearing north of 50,000 people, and I'm hearing hundreds of thousands online. >>No, it's going great. There's lots of buzz, lots of excitement this year, of course, three times a number of people, but it's fantastic. >>Everyone at the same place at the same time. Energy is just pretty special. So it's >>Fun. >>I mean, AWS is a friendly place for security companies and I'm excited to talk about that. >>Let's be here. We have a lot coming for you. We're super excited and if you think about it, it's price, performance, it's data, it's security, and it's solutions for purpose-built use cases. >>Great job. Congratulations. I love the mess. I love how you guys had the theme. I thought his keynote was great and it's great to see Amazon continue to innovate. >>My name is Savannah Peterson. We are the Cube and we are the leading source for high tech coverage.

>>The Cube is live with three different stages here at aws Reinvent in fabulous Las Vegas, Nevada, and wow, is it just buzzing in here? It is absolutely overwhelming, but also thrilling to be here in Las Vegas.

(upbeat music) >> Hello, fellow cloud nerds and welcome back to AWS re:Invent here in a beautiful sin city. We are theCUBE. My name is Savannah Peterson, joined by my dear colleague and co-host Paul Gillon. Paul, last segment. >> Good thing too. >> Of our first re:Invent. >> A good thing too 'cause I think you're going to lose your voice after this one. >> We are right on the line. (laughter) You can literally hear it struggling to come out right now. But that doesn't mean that the conversation we're going to have is not just as important as our first or our middle interview. Very excited to have Ganesh from Uptycs with us today. Ganesh, welcome to the show. >> Savannah and Paul, thank you for having me here. >> It's a pleasure. I can tell from your smile and your energy. You're like us, you've been having a great time. How has the show been for you so far? >> Tremendous. Two reasons. One, we've had great parties since Monday night. >> Yes. Love that. >> The turnout has been fantastic. >> You know, honestly you're the first guest to bring up the party side of this. But it is such, and obviously there's a self-indulgence component of that. But beyond the hedonism. It is a big part of the networking in the community. And I love that you had a whiskey tasting. Paul and I will definitely be at the next one that you have. In case folks aren't familiar. Give us the Uptycs pitch. >> So we are a Boston based venture. What we provide is cloud infrastructure security. I know if you raise your hand. >> Hot topic. >> Yeah, hot topic obviously in given where we are. But we have a unique way of providing visibility into workloads from inside the workload. As well as by connecting to the AWS control plane. We cover the entire Gartner acronym soup, they call it as CNAP. Which is cloud native application protection platform. That's what we do. >> Now you provide cloud infrastructure security. I thought the cloud providers did that. >> Cloud providers, they provide elements of it because they can only provide visibility from outside in. And if you were to take AWS as an example they give you only at an account level. If you want to do things at an organization where you might have a thousand accounts. You're left to fend to yourself. If you want to span other cloud service providers at the same time. Then you're left to fend to yourself. That's why technologies like us exist. Who can not only span across accounts but go across cloud and get visibility into your workload. >> Now we know that the leading cause of data loss in the cloud or breaches if you'll call them, is misconfiguration. Is that something that you address as well? >> Yes. If you were to look at the majority of the breaches they're due to two reasons. One, due to arguably what you can call as vulnerabilities, misconfigurations, and compliance related issues. Or the second part, things related to like behavioral nature. Which are due to threats. Which then result in like some kind of data loss. But misconfiguration is a top issue and it's called a cloud security posture management. Where once you scope and assess what's the extent of misconfigurations. Maybe there's a chance that you go quickly remediate it. >> So how do you address that? >> Oh, yeah. >> How does that work? So if you were to look at AWS and if you were to think of it as orchestration plane for your workload and services. They provide a API. And this API allows you to get visibility into what's your configuration looking like. And it also allows you to like figure out on an ongoing basis. If there are any changes to your configurations. And usually when you start with a baseline of configuration and as a passage of time. Is where misconfigurations come into play. By understanding the full stream of how it's been configured and how changes are occurring. You get the chance to like go remediate any kind of misconfigure and hence vulnerabilities from that. >> That was a great question Paul. And I'm sure, I mean people want to do that. 23 billion was invested in cybersecurity in 2021 alone, casual dollar amount. I can imagine cybersecurity is a top priority for all of your customers. Probably most of the people on the show floor. How quickly does that mean your team has to scale and adapt given how smart attacks and various things are getting on the dark side of things? >> Great question. The biggest bigger problem than what we are solving for scale is the shortage of people. There's the shortage of people who actually know. >> I was curious about that. Yeah. >> So a shortage of people who understand how to configure it. Let alone people who can secure it like with technology like ours, right? So if you go in that pecking order of pull. It's people and organizations like us exist. Such that at scale you can identify these changes. And help enable those people to quickly scope and assess what's wrong. And potentially help them remediate before it really goes out of control. (metal clinking) >> This is the so-called XDR part of your business, right? >> Yes. So there are two parts. One is around the notion of auditing and compliance and getting visibility. Like the first question that you asked around misconfiguration. And that's one part what we do from the control plane of the cloud. The second part is more behavioral in nature. It results from having visibility into the actual workload. For example, if there's been a misconfiguration. If it's been exploited. You then want to reduce the type well time to figure out like. What really is happening in case there's something potentially nefarious and malicious activity going on. That's the part where XDR (metal clinking) or CWPP comes into play where it's basically called as detection and response of cloud workload protection. >> And how is, it's a fairly new concept, XDR. How is the market taking to it? How popular is this with the customer? >> XDR is extremely popular. So much so that thanks to Gartner and other top analysts. It's become like a catchall for a whole bunch of things. So it's popularity is incredibly on the rise. However, there are elements of XDR the last two part detection and response. Which are like very crucial. X could stand for whatever it is it's extended version. As applied to cloud there's a bunch of things you can do as applied to like laptops. There's a bunch of things it can do. Where we fit into the equation is. Especially from a AWS or a cloud-centric perspective. If the crown jewels of software are developed on a laptop. And the journey of the software is from the laptop to the cloud. That's the arc that we protect. That's where we provide the visibility. >> Mm. >> Wow, that's impressive. So I imagine you get to see quite a few different trends. Working with different customers across the market. What do you think is coming next? How are you and your brilliant team adapting for an ever-changing space? (nails tapping) >> That's a great question. And this is what we are seeing especially with some of our large barrier customers. There's a notion of what's emerging what's called a security as infrastructure. >> Mm. >> Unlike security traditionally being like an operational spend. There's a notion investing in that. Look, if you're going to be procuring technology from AWS as infrastructure. What else will you do to secure it? And that's the notion that that's really taking off. >> Nice. >> You are an advocate of what you call shift up the shift up approach to security. I haven't heard that term before. What is shift? >> Me either. >> I sure have heard of shift left and shift right? >> Yes. >> But what is shift up? >> Great question. So for us, given the breadth of what's possible. And the scale at which one needs to do things. The traditional approach has been shift left where you try to get into like the developer side of laptops. Which is what we do. But if you were to look at it from the perspective that the scale at which these changes occur. And for you to figure out if there is anything malicious in there. You then need to look across it using observability techniques. Which means that you take a step up and look across the complete spectrum. From where the software is developed to where it's deployed. And that's what we call as shift up security. Taking it up like one level notch and looking at it using a telemetry driven approach. >> Yeah, go for it. >> So telemetry driven. So do you integrate with the observability platforms that your customers are using? >> Yeah, so we've taken a lot of cues and IP from observability techniques. Which are traditionally applied to like numerical approaches to figuring out if things are changing. Because there's a number which tells you. And we've applied that to like state related changes. We use similar approach, but we don't look at numbers. We look at what's changing and then the rate of change. And what's actually changing allows us to figure out if there's something malicious. And the only way you can do it at scale by getting the telemetry and not doing it on the actual workload. >> I'm curious, I'm taking, this is maybe your own thought leadership moment. But I as we adapt to nefarious things. Love your use of the word nefarious. Despite folks investing in cybersecurity. I mean the VCs are obviously funding all these startups. But not, but beyond that it is a, it's a huge priority. Breaches still happen. >> Yes. >> And they still happen all the time. They happen every day, every second. There's probably multiple breaches happen. I'm sure there are multiple breaches happening right now. Do you think we'll get to a point where things are truly secure and these breaches don't continue to happen? >> I'd love to say that (crowd cheering) the short answer is no. >> Right? (laughing) >> And this is where there are two schools of thought. You can always try to figure out is there a lead up? With a high degree of conviction that you can say there's something malicious? The second part is you figure out like once you've been breached. How do you reduce the time by like figuring out your dwell time and like meantime to know. >> Nice. So we have a bit of a challenge. I'm going to put his in the middle of this segment. >> Oh, okay. >> I feel like spicing it up for our last one. >> All right. >> I'm feeling a little zesty. >> All right. >> We've been giving everyone a challenge. This is your 30 seconds of thought leadership. Your hot take on the most important theme for, for you coming out of the show and looking towards 2023. >> For us, the most important thing coming out of the show is that you need to get visibility across your cloud from two perspectives. One is from your workload. Second, in terms of protecting your identity. You need to protect your workload. And you need to protect your identity. And then you need to protect the rest of the services. Right? So identity is probably the next perimeter in conjunction with the workload. And that is the most important theme. And we see it consistent in our customer conversations out here. >> Now when you say identity are you referring to down to the individual user level? >> At a cloud level, when you have both bots as well as humans interacting with cloud and you know bringing up workloads and bringing them down. The potential things which can go wrong due to like automated accounts. You know, going haywire. Is really high. And if some privileges are leaked which are meant only for automation. Get into the hands of people they could do inflict a lot of damage, right? So understanding the implications of IAM in the realm of cloud is extremely important. >> Is this, I thought zero trust was supposed to solve for that. How, where does zero trust fall short? >> So zero trust is a bigger thing. It could be in the context of someone trying to access services from their laptop. To like a, you know email exchange or something internal >> Hm. >> on the internet. In a similar way, when you use AWS as a provider. You've got like a role and then you've got like privileges associated with the role. When your identity is asserted. We need to make sure that it's actually indeed you. >> Mm. >> And there's a bunch of analytics that we do today. Allow us to like get that visibility. >> Talk about the internal culture. I'm going to let you get a little recruiting sound bite. >> Yes. >> Out of this interview. What, how big is the team? What's the vibe like? Where are you all based? >> So we are based in Boston. These days we are globally distributed. We've got R and D centers in Boston. We've got in two places in India. And we've got a distributed workforce across the US. Since pre-pandemic to now we've like increased four X or five X from around 60 employees to 300 plus. And it's a very. >> Nicely done. >> We have a very strong ethos and it's very straightforward. We are very engineering product driven when it comes to innovation. Engineering driven when it comes to productivity. But we are borderline maniacal about customer experience. And that's what resulted in our success today. >> Something that you have in common with AWS. >> I would arguably say so, yes. (laughter) Thank you for identifying that. I didn't think of it that way. But now that you put it, yes. >> Yeah, I think. One of the things that I've loved about the whole show. And I am curious if you felt this way too. So much community first, customer first, behavior here. >> Yeah. >> Has that been your take as well? >> Yes, very much so. And that's reflected in the good fortune of our customer engagement. And if you were to look at our. Where has our growth come from? Despite the prevalent macroeconomic conditions. All our large customers have doubled on us because of the experience we provide. >> Ganesh, it has been absolutely fantastic having you on theCUBE. Thank you so much for joining us today. >> Yes, thank you. And if I may say one last thing? >> Of course you can. >> As, a venture, we've put together a new program. Especially for AWS Re:Invent. And it allows people to experience everything that Uptycs has to offer up to a thousand endpoints for a dollar. It's called as the Uptyc Secret menu. >> Woo. >> Go to Uptycsecretmenu.com and you'd be available to avail that until the end of the year. >> I'm signing up right now. >> I know. I was going to say, I feel like that's the best deal of reinvent. That's fantastic Ganesh. >> Yes. >> Well again, thank you so much. We look forward to our next conversation. Can't wait to see how many employees you have then. As a result of this wonderful recruitment video that we've just. >> We hope to nominally double. Thank you for having me here. (laughter) >> Absolutely. And thank all of you for tuning into our over 100 interviews here at AWS re:Invent. We are in Las Vegas, Nevada. Signing off for the last time with Paul Gillon. I'm Savannah Peterson. You're watching theCUBE, the leader in high tech coverage. (upbeat music fading) (upbeat music fading)

(gentle music) >> Good afternoon, cloud community and welcome back to fabulous Las Vegas, Nevada. We are at AWS re:Invent. It's our fourth day, it's in the afternoon. We've got two more segments left. This is a serious marathon, but it's so exciting, it's kept my brain super curious. I'm Savannah Peterson, joined by Paul Gillan today. Paul- >> Hello Savannah. >> Are you as excited about how much we've learned this week as I am? >> I am. It's just taking, my mind is just bursting with all the new information I've absorbed over the last three days. Amazing talking to all these smart people. >> It has really been so cool. >> And learning about all the permutations that we to think about cloud but there are so many businesses that have been built around the cloud, around making the cloud easier to use, supporting cloud as our next guest can talk about, that there's this whole ecosystem element that we don't hear about so much, but it's very much the foundation of the people who are here. >> Speaking of ecosystem, our next guest, please welcome Garrett to the show. Runs Ecosystem for Console Connect. How you doing Eric? >> I'm doing very well. >> Savannah: Garrett, sorry. Excuse me. >> No worries. >> Few names on the show today. >> Garrett: I'm sure. >> I do know your name, my mouth just doesn't want to, just doesn't want to participate today. Have you had a great show so far? >> It's been fantastic. You know, the AWS re:Invent show has always been a fantastic event, so. >> You're a veteran. You're also a CUBE alumni, which is great. >> Yes. Thank you for having me back. Thank you for your time. I most appreciated it. >> Yeah. We love having you. It's going to be great. We'll, we'll try and do even better each time we have you on the show. So just in case those listening are unfamiliar with Console Connect, give us the pitch. >> Okay, so Console Connect is our software defined interconnect platform. We also provide what we call network as a service. This allows our customers and partners to take advantage of our global private network on a pay as you go basis. Scalable and flexible. When you're not using the service, you can turn it off. So you only pay as you go. >> What a novel idea. >> Yes, yes. In the past you would have to have a year or multi-year contract. So we're making our services match cloud offerings around the world. The platform itself is in more than a thousand data centers all around the globe. >> Savannah: Just a couple. >> Yes, just a few. We have about 45 terabits of network behind it. It's all on our private network, so none of it's accessible via the public internet and we have a meeting place which allows our existing customers and partners to reach out across the platform and share services. So one customer needs to subscribe to another customer services, they can do so right across the platform on a pay as to go basis. So it's been very exciting for us. It's been very fast, it seems to me, for the past five or six years that we've had the service. >> At what point in their cloud journey do customers typically realize they need a service like yours? If the bandwidth they're getting, their native bandwidth they're getting is insufficient. >> Yeah, and I think that's a great question. I think the customers themselves have seen a serious disconnect between their direct connections to the cloud service providers where the cloud service providers are billing by the minute. And a traditional telecommunications connection is built by the year or multi years and then you really lose control over your cloud connection when you forget about it, right? Because service is always up. The connection's always up. >> Yeah. >> And a lot of individuals in a company may have access to the cloud, that cloud service, provider service. And next thing you know, you have a runaway group of services that are running that you're paying for and you don't really realize it 'cause the connection's up, you've already paid the connection the cloud service is up, you've already paid for it. >> So how do businesses get better control over that spend or how do you help them? >> Yeah, so how we help them is our service is able to be turned off when it's not in use. So in the event that you don't need the service over a weekend or over a month, you can just turn it off and you're not paying for that. >> It sounds so simple but it actually is kind of revolutionary in the industry which is why I keep coming back to it. It's great. So we've heard a lot about hybrid cloud, multicloud. How is this increasing the complexity for customers? >> Well I think the complexity for customers has increased due to the fact that you have a multicloud requirement or you have multiple teams accessing your cloud service provider and there's no one really managing it from a central perspective. >> Savannah: They can definitely get siloed really easy. >> Yeah, and then it runs away from you and the next thing you know, you start to look at the monthly bills. But generally that happens on an annual basis. If any companies like mine, you're doing your annual reconciliation of your bills and that's when you notice something's not right. >> Yeah, definitely. I can actually see a Slack message I got once, multiple times probably. Is anyone using this service? Why does it cost us that? That's exactly what you're talking about. >> Do you integrate with the Amazon Management Console or is it a separate service? >> It's, our service is a separate service. We are APId in with AWS. You do have a single console from our platform to manage your connections to the cloud. And then once you are connected in, you would still need to use the AWS console to manage your service. They're very, let's just say no one is offering a remote console third party console yet for AWS or any other cloud service for that matter. >> How about for hybrid cloud is obviously the way, you know, the way the industry is going. How do you enable companies to manage their hybrid cloud environments more intelligently? >> Yeah, and that's another great question. We allow that, you know, we're a global company. We have global access around the world. It includes not only traditional telecommunication services but also includes satellite service as well as 5G and LTE capability to the platform. So in the event that someone is in a hyper cloud situation, they have a lot of capability to enable their services. >> You talked about network as a service, and I, we haven't had a chance to dig into it. So tell me a little bit more. How does, how can this help reduce egress charges? How, are people excited when they hear network as a service? Where are we off at on that hype curve? >> Yeah, I think it's low on the excitement scale. >> Savannah: Yeah. >> You know, network has become somewhat of a commodity in the world, like electricity or water, you know, for the most of the world. And so network as a service, what it has enabled is it has enabled the customers more control over what they're doing. 'Cause in the past, you would need weeks, if not months to get services installed. And then if you needed to make a change to that service to increase it or decrease it in accordance to your requirements, that might take a couple of days at the soonest and you know, the Console Connect platform now changed that down to a few minutes. So within a few minutes, you can enable services, turn it up, turn it down, scale up, scale down. >> Savannah: Talk about time to value. >> There's no equipment installation required? >> No, it is our private network and so there must be a direct connection to it. It's not available over the public internet. Generally, a customer will connect to us via a cross connect at a data center or they can bring in a local loop. Or our existing customers, we just flip a little switch, so to speak, software wise, and we give them access to the platform from their existing services. >> Do you work with co-location interconnects as well? >> Exactly, yes. And in fact, you can purchase those services across our platform with a lot of the co-location service providers. >> So if I'm already using a co-lo, I can deploy your service directly from that co-lo. >> Yes. Yes. >> That's very convenient. >> That is very convenient. (laughs) >> You also mentioned the ability interconnect between customers. So your customers can actually connect to each other and conduct transactions or integrate their applications. Talk about how that works. >> Yeah, so for instance, let's say you are a customer that's taking advantage of our platform and you find your network is under a DDoS attack. You can go into our meeting place, connect to one of our cloud service providers who specializes in DDoS mitigation, spin up a connection to them within a few minutes, and immediately, you can start taking care of your DDoS problem. And once it's taken care of, you turn it down. Now those types of services that are subscription based are via API into our platform so we can settle the bill for our customer on behalf of that service provider or the service provider themselves can bill that customer depending on how they want to set it up. So it's very flexible. >> It's really clever, too. I mean, especially in an instance like you just mentioned in that example, that's a moment of panic and high stress and high tension. The last thing you want to be thinking about is what's the right service provider? How quickly can I get this up and running? If I can just couple clicks, couple lines of code perhaps, or even just through the portal, be able to do it, it's pretty powerful. You mentioned that Console Connect, and I want to talk about this 'cause it's clear you care about the user experience, the community and Console Connect came out of LinkedIn DNA and you mentioned there's a social component to the platform as well. Can you tell me a little bit more about that? >> Yes, thank you for that. Yeah, so you can, as a customer or a partner, you can market directly to others on the platform using our meeting place. And you have the ability to reach out directly to people across the platform, send them a message. You have the ability to post articles, blog in one of our sections. And then the other one, you can actually go in and see all the latest activity in the platform. You can see who's the newest companies to join Console Connect. >> Savannah: Oh wow, cool. >> How do I reach out to them? And then that gives you the ability to begin either marketing across the platform or direct marketing to someone or directly just reach out and connect with them and say hey, we want to set a bilateral partnership with you. You know, how do we do that? So it's very flexible. >> Savannah: Yeah. >> Can I connect my systems to others? So if I want to plug into their eCommerce system so I can fulfill orders taken through their eCommerce system, can I enable that kind of connection? >> Oh, we're not there yet. It is coming, but we're just not there yet. >> What are the complexities? >> A lot of that is a trust issue. >> Yeah. >> You know, when you're dealing with across the globe, there are regulations in every location that must be adhered to. A lot of that is security and privacy related. And we must make sure that we are adhering to all the local regulations wherever we are. >> So it's not the technology, it's a problem, really. It's the- >> It's a regulatory issue, yeah. So the technology is there and I would say that the rest is following, it's just, it's slow when you're dealing with permits and with compliance. >> I also want to ask you, our notes here mention egress charges, which are a niggling pain point for a lot of customers. They have to pay to get their data of the cloud. How do you help with that problem? >> So how we help with this is first, we get a discount from our partners, our cloud partners, including AWS, and we pass that on to the customers. The other way is you have a full visibility of which connections you have live into those partners and you can manage that much easier through the single, I would say view. Of all of your connections. >> Savannah: Yeah. >> You can see all of your cloud connections right in the one view. And then you can do a little more digging and say are we using these, you know? Because a lot of times, you have projects that spin up and then someone forgets to spin them back down. So this helps give you that single view. But again, we get the discount that we are happy to pass on as well. >> Which is a win-win for everyone. I've using a tab analogy all show, we all we want it in one place, one tab, not all the tabs. >> Yes. I think network management and service management in any enterprise or partnership company is a real drain on resources. >> Oh yeah. And it's a waste of money. >> Garrett: Yeah. And if you're not managing correctly, yeah, you get the thing on the money. >> Are you an alternative to the direct connect services from the major cloud providers or are you a compliment to them? >> We're not competing with them, we're partnered. And so we don't see ourselves as an alternative. A lot of times, our customers come to us and they want to direct connect in a location where perhaps AWS isn't. >> Paul: Doesn't have a point of presence. >> Exactly. Right. We give them that flexibility of, yes you can directly connect here. And then the other approach that we like to take is we like to give our customers the choice of not only data center, but also region. So a lot of times egress charges are can be calculated across regions as well and that can really add up for our customer. Whereas if you have multiple egress locations, you're not transferring data across a region on the AWS platform or another cloud service platform. You can egress at that location and then take it across your own network or take it across our network and then your egress charges will be more reasonable. >> That's, it's convenient. Smart! You're making people's jobs optimized and easier as well as their stack and all the tools that they're using. It's fantastic. All right Garrett, we've got a new challenge here on theCUBE at re:Invent. >> Garrett: All right. >> It's probably different from the last time you were on theCUBE. We're looking for your 30 second hot take, your thought leadership moment. What's the biggest theme coming out of the show or for you as we look into 2023? >> Well, for in 30 seconds- >> Savannah: Yeah, casual, right? >> No pressure. >> Savannah: No big deal. >> No, so with Console Connect, you know, we are around the globe. I know that a lot of companies at AWS are, some are regional, some are global. And we have the ability to cover both. We can do either regional or global or a hybrid of those. We also have a hybrid approach on different types of services. And so the flexibility, scalability, reliability, and the lowered cost of egress with Console Connect is a win all around. You can't lose with it. >> I love it. You're meeting customers where they are. Garrett, it was fantastic to have you back on theCUBE. We look forward to your third cameo. >> Thank you very much. I appreciate your time. Thank you for having Console Connect on. >> Hey, absolutely. We look forward to continuing to watch and hopefully tell that story as well. And thank all of you for tuning in to day four of AWS's re:Invent coverage in Las Vegas, Nevada. I'm starting to forget my own name. I am with Paul Gilland. I'm Savannah Peterson. This is theCUBE. We are the leading source for high tech coverage. (gentle music)

(bright music) >> Hello everyone and welcome back to AWS re:Invent, here in wonderful Las Vegas, Nevada. We're theCUBE. I am Savannah Peterson. Joined with my co-host, Dave Vellante. Day four, you look great. Your voice has come back somehow. >> Yeah, a little bit. I don't know how. I took last night off. You guys, I know, were out partying all night, but - >> I don't know what you're talking about. (Dave laughing) >> Well, you were celebrating John's birthday. John Furrier's birthday today. >> Yes, happy birthday John! >> He's on his way to England. >> Yeah. >> To attend his nephew's wedding. Awesome family. And so good luck, John. I hope you feel better, he's got a little cold. >> I know, good luck to the newlyweds. I love this. I know we're both really excited for our next guest, so I'm going to bring out, Lena Smart from MongoDB. Thank you so much for being here. >> Thank you for having me. >> How's the show going for you? >> Good. It's been a long week. And I just, not much voice left, so. >> We'll be gentle on you. >> I'll give you what's left of it. >> All right, we'll take that. >> Okay. >> You had a fireside chat, at the show? >> Lena: I did. >> Can you tell us a little bit about that? >> So we were talking about the Rise, The developer is a platform. In this massive theater. I thought it would be like an intimate, you know, fireside chat. I keep believing them when they say to me come and do these talks, it'll be intimate. And you turn up and there's a stage and a theater and it's like, oh my god. But it was really interesting. It was well attended. Got some really good questions at the end as well. Lots of follow up, which was interesting. And it was really just about, you know, how we've brought together this developer platform that's got our integrated services. It's just what developers want, it gives them time to innovate and disrupt, rather than worry about the minutia of management. >> Savannah: Do the cool stuff. >> Exactly. >> Yeah, so you know Lena, it's funny that you're saying that oh wow, the lights came on and it was this big thing. When when we were at re:Inforced, Lena was on stage and it was so funny, Lena, you were self deprecating like making jokes about the audience. >> Savannah: (indistinct) >> It was hilarious. And so, but it was really endearing to the audience and so we were like - >> Lena: It was terrifying. >> You got huge props for that, I'll tell you. >> Absolutely terrifying. Because they told me I wouldn't see anyone. Because we did the rehearsal the day before, and they were like, it's just going to be like - >> Sometimes it just looks like blackness out there. >> Yeah, yeah. It wasn't, they lied. I could see eyeballs. It was terrifying. >> Would you rather know that going in though? Or is it better to be, is ignorance bliss in that moment? >> Ignorance is bliss. >> Yeah, yeah yeah. >> Good call Savannah, right? Yeah, just go. >> The older I get, the more I'm just, I'm on the ignorance is bliss train. I just, I don't need to know anything that's going to hurt my soul. >> Exactly. >> One of the things that you mentioned, and this has actually been a really frequent theme here on the show this week, is you said that this has been a transformative year for developers. >> Lena: Yeah. >> What did you mean by that? >> So I think developers are starting to come to the fore, if you like, the fore. And I'm not in any way being deprecating about developers 'cause I love them. >> Savannah: I think everyone here does. >> I was married to one, I live with one now. It's like, they follow me everywhere. They don't. But, I think they, this is my opinion obviously but I think that we're seeing more and more the value that developers bring to the table. They're not just code geeks anymore. They're not just code monkeys, you know, churning out lines and lines of code. Some of the most interesting discussions I've had this week have been with developers. And that's why I'm so pleased that our developer data platform is going to give these folks back time, so that they can go and innovate. And do super interesting things and do the next big thing. It was interesting, I was talking to Mary, our comms person earlier and she had said that Dave I guess, my boss, was on your show - >> Dave: Yeah, he was over here last night. >> Yeah. And he was saying that two thirds of the companies that had been mentioned so far, within the whole gamut of this conference use MongoDB. And so take that, extrapolate that, of all the developers >> Wow. >> who are there. I know, isn't that awesome? >> That's awesome. Congrats on that, that's like - >> Did I hear that right now? >> I know, I just had that moment. >> I know she just told me, I'm like, really? That's - >> That's so cool. >> 'Cause the first thing I thought of was then, oh my god, how many developers are we reaching then? 'Cause they're the ones. I mean, it's kind of interesting. So my job has kind of grown from, over the years, being the security geek in the back room that nobody talks to, to avoiding me in the lift, to I've got a seat at the table now. We meet with the board. And I think that I can see that that's where the developer mindset is moving towards. It's like, give us the right tools and we'll change your world. >> And let the human capital go back to doing the fun stuff and not just the maintenance stuff. >> And, but then you say that, you can't have everything automated. I get that automation is also the buzzword of the week. And I get that, trust me. Someone has to write the code to do the automation. >> Savannah: Right. >> So, so yeah, definitely give these people back time, so that they can work on ML, AI, choose your buzzword. You know, by giving people things like queriable encryption for example, you're going to free up a whole bunch of head space. They don't have to worry about their data being, you know harvested from memory or harvested while at rest or in motion. And it's like, okay, I don't have to worry about that now, let me go do something fun. >> How about the role of the developer as it relates to SecOps, right? They're being asked to do a lot. You and I talked about this at re:Inforce. You seem to have a pretty good handle on it. Like a lot of companies I think are struggling with it. I mean, the other thing you said said to me is you don't have a lack of talent at Mongo, right? 'Cause you're Mongo. But a lot of companies do. But a lot of the developers, you know we were just talking about this earlier with Capgemini, the developer metrics or the application development team's metrics might not be aligned with the CSO's metrics. How, what are you seeing there? What, how do you deal with it within Mongo? What do you advise your customers? >> So in terms of internal, I work very closely with our development group. So I work with Tara Hernandez, who's our new VP of developer productivity. And she and her team are very much interested in making developers more productive. That's her job. And so we get together because sometimes security can definitely be seen as a blocker. You know, funnily enough, I actually had a Slack that I had to respond to three seconds before I come on here. And it was like, help, we need some help getting this application through procurement, because blah, blah, blah. And it's weird the kind of change, the shift in mindset. Whereas before they might have gone to procurement or HR or someone to ask for this. Now they're coming to the CSO. 'Cause they know if I say yes, it'll go through. >> Talk about social engineering. >> Exactly. >> You were talking about - >> But turn it around though. If I say no, you know, I don't like to say no. I prefer to be the CSO that says yes, but. And so that's what we've done. We've definitely got that culture of ask, we'll tell you the risks, and then you can go away and be innovative and do what you need to do. And we basically do the same with our customers. Here's what you can do. Our application is secure out of the box. Here's how we can help you make it even more, you know, streamlined or bespoke to what you need. >> So mobile was a big inflection point, you know, I dunno, it seems like forever ago. >> 2007. >> 2007. Yeah, iPhone came out in 2007. >> You remember your first iPhone? >> Dave: Yeah. >> Yeah? Same. >> Yeah. It was pretty awesome, actually. >> Yeah, I do too. >> Yeah, I was on the train to Boston going up to see some friends at MIT on the consortium that I worked with. And I had, it was the wee one, 'member? But you thought it was massive. >> Oh, it felt - >> It felt big. And I remember I was sitting on the train to Boston it was like the Estella and there was these people, these two women sitting beside me. And they were all like glam, like you and unlike me. >> Dave: That's awesome. >> And they, you could see them like nudging each other. And I'm being like, I'm just sitting like this. >> You're chilling. >> Like please look at my phone, come on just look at it. Ask me about it. And eventually I'm like - >> You're baiting them. >> nonchalantly laid it on the table. And you know, I'm like, and they're like, is that an iPhone? And I'm like, yeah, you want to see it? >> I thought you'd never ask. >> I know. And I really played with it. And I showed them all the cool stuff, and they're like, oh we're going to buy iPhones. And so I should have probably worked for Apple, but I didn't. >> I was going to say, where was your referral kickback on that? Especially - >> It was a little like Tesla, right? When you first, we first saw Tesla, it was Ray Wong, you know, Ray? From Pasadena? >> It really was a moment and going from the Blackberry keyboard to that - >> He's like want to see my car? And I'm like oh yeah sure, what's the big deal? >> Yeah, then you see it and you're like, ooh. >> Yeah, that really was such a pivotal moment. >> Anyway, so we lost a track, 2007. >> Yeah, what were we talking about? 2007 mobile. >> Mobile. >> Key inflection point, is where you got us here. Thank you. >> I gotchu Dave, I gotchu. >> Bring us back here. My mind needs help right now. Day four. Okay, so - >> We're all getting here on day four, we're - >> I'm socially engineering you to end this, so I can go to bed and die quietly. That's what me and Mary are, we're counting down the minutes. >> Holy. >> That's so sick. >> You're breaking my heart right now. I love it. I'm with you, sis, I'm with you. >> So I dunno where I was, really where I was going with this, but, okay, there's - >> 2007. Three things happened. >> Another inflection point. Okay yeah, tell us what happened. But no, tell us that, but then - >> AWS, clones, 2006. >> Well 2006, 2007. Right, okay. >> 2007, the iPhone, the world blew up. So you've already got this platform ready to take all this data. >> Dave: Right. >> You've got this little slab of gorgeousness called the iPhone, ready to give you all that data. And then MongoDB pops up, it's like, woo-hoo. But what we could offer was, I mean back then was awesome, but it was, we knew that we would have to iterate and grow and grow and grow. So that was kind of the three things that came together in 2007. >> Yeah, and then Cloud came in big time, and now you've got this platform. So what's the next inflection point do you think? >> Oh... >> Good question, Dave. >> Don't even ask me that. >> I mean, is it Edge? Is it IOT? Is there another disruptor out there? >> I think it's going to be artificial intelligence. >> Dave: Is it AI? >> I mean I don't know enough about it to talk about it, to any level, so don't ask me any questions about it. >> This is like one of those ignorance is bliss moments. It feels right. >> Yeah. >> Well, does it scare you, from a security perspective? Or? >> Great question, Dave. >> Yeah, it scares me more from a humanity standpoint. Like - >> More than social scared you? 'Cause social was so benign when it started. >> Oh it was - >> You're like, oh - I remember, >> It was like a yearbook. I was on the Estella and we were - >> Shout out to Amtrak there. >> I was with, we were starting basically a wikibond, it was an open source. >> Yeah, yeah. >> Kind of, you know, technology community. And we saw these and we were like enamored of Facebook. And there were these two young kids on the train, and we were at 'em, we were picking the brain. Do you like Facebook? "I love Facebook." They're like "oh, Facebook's unbelievable." Now, kids today, "I hate Facebook," right? So, but social at the beginning it was kind of, like I say, benign and now everybody's like - >> Savannah: We didn't know what we were getting into. >> Right. >> I know. >> Exactly. >> Can you imagine if you could have seen into the future 20 years ago? Well first of all, we'd have all bought Facebook and Apple stock. >> Savannah: Right. >> And Tesla stock. But apart from, but yeah apart from that. >> Okay, so what about Quantum? Does that scare you at all? >> I think the only thing that scares me about Quantum is we have all this security in place today. And I'm not an expert in Quantum, but we have all this security in place that's securing what we have today. And my worry is, in 10 years, is it still going to be secure? 'Cause we're still going to be using that data in some way, shape, or form. And my question is to the quantum geniuses out there, what do we do in 10 years like to retrofit the stuff? >> Dave: Like a Y2K moment? >> Kind of. Although I think Y2K is coming in 2038, isn't it? When the Linux date flips. I'll be off the grid by then, I'll be living in Scotland. >> Somebody else's problem. >> Somebody else's problem. I'll be with the sheep in Glasgow, in Scotland. >> Y2K was a boondoggle for tech, right? >> What a farce. I mean, that whole - >> I worked in the power industry in Y2K. That was a nightmare. >> Dave: Oh I bet. >> Savannah: Oh my God. >> Yeah, 'cause we just assumed that the world was going to stop and there been no power, and we had nuclear power plants. And it's like holy moly. Yeah. >> More than moly. >> I was going to say, you did a good job holding that other word in. >> I think I was going to, in case my mom hears this. >> I grew up near Diablo Canyon in, in California. So you were, I mean we were legitimately worried that that exactly was going to happen. And what about the waste? And yeah it was chaos. We've covered a lot. >> Well, what does worry you? Like, it is culture? Is it - >> Why are you trying to freak her out? >> No, no, because it's a CSO, trying to get inside the CSO's head. >> You don't think I have enough to worry about? You want to keep piling on? >> Well if it's not Quantum, you know? Maybe it's spiders or like - >> Oh but I like spiders, well spiders are okay. I don't like bridges, that's my biggest fear. Bridges. >> Seriously? >> And I had to drive over the Tappan Zee bridge, which is one of the longest, for 17 years, every day, twice. The last time I drove over it, I was crying my heart out, and happy as anything. >> Stay out of Oakland. >> I've never driven over it since. Stay out of where? >> Stay out of Oakland. >> I'm staying out of anywhere that's got lots of water. 'Cause it'll have bridges. >> Savannah: Well it's good we're here in the desert. >> Exactly. So what scares me? Bridges, there you go. >> Yeah, right. What? >> Well wait a minute. So if I'm bridging technology, is that the scary stuff? >> Oh God, that was not - >> Was it really bad? >> It was really bad. >> Wow. Wow, the puns. >> There's a lot of seems in those bridges. >> It is lit on theCUBE A floor, we are all struggling. I'm curious because I've seen, your team is all over the place here on the show, of course. Your booth has been packed the whole time. >> Lena: Yes. >> The fingerprint. Talk to me about your shirt. >> So, this was designed by my team in house. It is the most wanted swag in the company, because only my security people wear it. So, we make it like, yeah, you could maybe have one, if this turns out well. >> I feel like we're on the right track. >> Dave: If it turns out well. >> Yeah, I just love it. It's so, it's just brilliant. I mean, it's the leaf, it's a fingerprint. It's just brilliant. >> That's why I wanted to call it out. You know, you see a lot of shirts, a lot of swag shirts. Some are really unfortunately sad, or not funny, >> They are. >> or they're just trying too hard. Now there's like, with this one, I thought oh I bet that's clever. >> Lena: It is very cool. Yes, I love it. >> I saw a good one yesterday. >> Yeah? >> We fix shit, 'member? >> Oh yeah, yeah. >> That was pretty good. >> I like when they're >> That's a pretty good one. >> just straightforward, like that, yeah yeah. >> But the only thing with this is when you're say in front of a green screen, you look as though you've got no tummy. >> A portal through your body. >> And so, when we did our first - >> That's a really good point, actually. >> Yeah, it's like the black hole to nothingless. And I'm like wow, that's my soul. >> I was just going to say, I don't want to see my soul like that. I don't want to know. >> But we had to do like, it was just when the pandemic first started, so we had to do our big presentation live announcement from home. And so they shipped us all this camera equipment for home and thank God my partner knows how that works, so he set it all up. And then he had me test with a green screen, and he's like, you have no tummy. I'm like, what the hell are you talking about? He's like, come and see. It's like this, I dunno what it was. So I had to actually go upstairs and felt tip with a magic marker and make it black. >> Wow. >> So that was why I did for two hours on a Friday, yeah. >> Couldn't think of another alternative, huh? >> Well no, 'cause I'm myopic when it comes to marketing and I knew I had to keep the tshirt on, and I just did that. >> Yeah. >> In hindsight, yes I could have worn an "I Fix Shit" tshirt, but I don't think my husband would've been very happy. I secure shit? >> There you go, yeah. >> There you go. >> Over to you, Savannah. >> I was going to say, I got acquainted, I don't know if I can say this, but I'm going to say it 'cause we're here right now. I got acquainted with theCUBE, wearing a shirt that said "Unfuck Kubernetes," 'cause it was a marketing campaign that I was running for one of my clients at Kim Con last year. >> That's so good. >> Yeah, so - >> Oh my God. I'll give you one of these if you get me one of those. >> I can, we can do a swapskee. We can absolutely. >> We need a few edits on this film, on the file. >> Lena: Okay, this is nothing - >> We're fallin' off the wheel. Okay, on that note, I'm going to bring us to our challenge that we discussed, before we got started on this really diverse discussion that we have had in the last 15 minutes. We've covered everything from felt tip markers to nuclear power plants. >> To the darkness of my soul. >> To the darkness of all of our souls. >> All of our souls, yes. >> Which is perhaps a little too accurate, especially at this stage in the conference. You've obviously seen a lot Lena, and you've been rockin' it, I know John was in your suite up here, at at at the Venetian. What's your 30 second hot take? Most important story, coming out of the show or for you all at Mongo this year? >> Genuinely, it was when I learned that two-thirds of the customers that had been mentioned, here, are MongoDB customers. And that just exploded in my head. 'Cause now I'm thinking of all the numbers and the metrics and how we can use that. And I just think it's amazing, so. >> Yeah, congratulations on that. That's awesome. >> Yeah, I thought it was amazing. >> And it makes sense actually, 'cause Mongo so easy to use. We were talking about Tengen. >> We knew you when, I feel that's our like, we - >> Yeah, but it's true. And so, Mongo was just really easy to use. And people are like, ah, it doesn't scale. It's like, turns out it actually does scale. >> Lena: Turns out, it scales pretty well. >> Well Lena, without question, this is my favorite conversation of the show so far. >> Thank you. >> Thank you so much for joining us. >> Thank you very much for having me. >> Dave: Great to see you. >> It's always a pleasure. >> Dave: Thanks Lena. >> Thank you. >> And thank you all, tuning in live, for tolerating wherever we take these conversations. >> Dave: Whatever that was. >> I bet you weren't ready for this one, folks. We're at AWS re:Invent in Las Vegas, Nevada. With Dave Vellante, I'm Savannah Peterson. You're washing theCUBE, the leader for high tech coverage.

(upbeat music) (air whooshing) >> Good afternoon, cloud nerds, and welcome back to beautiful Las Vegas, Nevada. We are at AWS re:invent day four. Afternoon of day four here on theCUBE. I'm Savannah Peterson, joined by my fabulous cohost, Paul Gillin. Paul, you look sharp today. How you doing? >> Oh, you're just as fabulous, Savannah. You always look sharp. >> I appreciate that. They pay you enough to keep me buttered up over here at- (Paul laughing) It's wonderful. >> You're holding up well. >> Yeah, thank you. I am excited about our next conversation. Two fabulous gentlemen. Please welcome Sam and Monty, welcome to the show. >> Thank you. >> And it was great. Of the PR 2%, the most interesting man alive. (Paul and Savannah laughing) >> In person. Yeah, yeah. >> In the flesh. Our favorite guests so far. So how's the show been for you guys? >> Sam: It's been phenomenal. >> Just spending a lot of time with customers and partners and AWS. It's been great. It's been great. >> It is great. It's really about the community. It feels good to be back. >> Monty: Eating good food, getting my steps in above goals. >> I feel like the balance is good. We walk enough of these convention centers that you can enjoy the libations and the delicious food that's in Las Vegas and still not go home feeling like a cow. It is awesome. It's a win-win. >> To Sam's point though, meeting with customers, meeting with other technology providers that we may be able to partner with. And most importantly, in my role especially, meeting with all of our AWS key stakeholders in the partnership. So yeah, it's been great. >> Everyone's here. It's just different having a conversation in person. Even like us right now. So just in case folks aren't familiar, tell me about Talend. >> Yeah. Well, Talend is a data integration company. We've been around for a while. We have tons of different ways to get data from point A to point B, lots of different sources, lots of different connectors, and it's all about creating accessibility to that data. And then on top of that, we also have a number of solutions around governance, data health, data quality, data observability, which I think is really taking off. And so that's kind of how we're changing the business here. >> Casual change, data and governance. I don't know if anyone's talking about that at all on the snow floor. >> Been on big topic here. We've had a lot of conversations with the customers about that. >> So governance, what new dynamics has the cloud introduced into data governance? >> Well, I think historically, customers have been able to have their data on-prem. They put it into things like data lakes. And now having the flexibility to be able to bring that data to the clouds, it opens up a lot of doors, but it also opens up a lot of risks. So if you think about the chief data officer role, where you have, okay, I want to be able to bring my data to the users. I want to be able to do that at scale, operationally. But at the same time you have a tension then between the governance and the rules that really restrict the way that you can do that. Very strong tension between those two things. >> It really is a delicate balance. And especially as people are trying to accelerate and streamline their cloud projects, a lot to consider. How do you all help them do that? Monty, let's go to you. >> Yeah, we keep saying data, data, what is it really? It's ones and zeros. In this day and age, everything we see, we touch, we do, we either use data, or we create data, and then that... >> Savannah: We are data quite literally. >> We literally are data. And so then what you end up with is all these disparate data silos and different applications with different data, and how do you bring all that together? And that's where customers really struggle. And what we do is we bring it all together, and we make it actionable for the customer. We make it very simple for them to take the data, use it for the outcomes that they're looking for in their business initiatives. >> Expand on that. What do you mean make it actionable? Do you tag it? Do you organize it in some way? What's different about your approach? >> I mean, it's a really flexible platform. And I think we're part of a broader ecosystem. Even internally, we are a data driven company. Coming into the company in April, I was able to come in and get this realtime view of like, "Hey, here's where our teams are." And it's all in front of me in a Tableau dashboard that's populated from Talend integration, bringing data out of our different systems, different systems like Workday where we're giving offers out to people. And so everything from managing headcount to where our AWS spend is, all of that stuff. >> Now, we've heard a lot of talk about data and in fact the keynote yesterday that was focused mainly on data and getting data out of silos. How do you play with AWS in that role? Because AWS has other data integration partners. >> Sam: For sure. >> What's different about your relationship? Yeah. >> Go ahead. >> Yeah, we've had a strong relationship with AWS for many years now. We've got more than 80 connectors into the different AWS services. So we're not new to the AWS game. We align with the sales teams, we align with the partner teams, and then of course, we align with all the different business units and verticals so that we can enact that co-sell motion together with AWS. >> Sam: Yeah. And I think from our product standpoint, again, just being a hyper flexible platform, being able to put, again, any different type of source of data, to any type of different destination, so things like Redshift, being able to bring data into those cloud data warehouses is really how we do that. And then I think we have between bringing data from A to B, we're also able to do that along a number of different dimensions. Whether that's just like, "Hey, we just need to do this once a day to batch, all the way down to event driven things, streaming and the like. >> That customization must be really valuable for your customers as well. So one of the big themes of the show has been cost reduction. Obviously with the economic times as we're potentially dipping our toes into as well, is just in general, always wanting to increase margins. How do you help customers cut cost? >> Well, it's cost cutting, but it's also speed to market. The faster you can get a product to market, the faster you can help your customers. Let's say healthcare life sciences, pharmaceutical companies, patient outcomes. >> Great and timely example there. >> Patient outcomes, how do they get drugs to market quicker? Well, AstraZeneca leveraged our platform along with AWS. And they even said >> Cool. >> for every dollar that they spend on data initiatives, they get $40 back. That's a billion dollars >> Wow. >> savings by getting a drug to market one month faster. >> Everybody wins. >> How do you accelerate that process? >> Well, by giving them the right data, taking all the massive data that I mentioned, siloed in everywhere, and making it so that the data scientists can take all of this data and make use of it, makes sense of it, and move their drug production along much quicker. >> Yeah. And I think there's other things too like being very flexible in the way that it's deployed. Again, I think like you have this historical story of like, it takes forever for data to get updated, to get put together. >> Savannah: I need it now. And in context. >> And I think where we're coming from is almost more of a developer focus where your jobs are able to be deployed in any way you want. If you want to containerize those, you want to scale them, you need to schedule them that way. We plug into a lot of different ecosystems. I think that's a differentiation as well. >> I want to hang out on this one just for a second 'cause it's such a great customer success story and so powerful. I mean, in VC land, if you can take a dollar and make two, they'll give you a 10x valuation, 40. That is so compelling. I mean, do you think other customers could expect that kind of savings? A billion dollars is nothing to laugh at especially when we're talking about developing a vaccine. Yeah, go for it, Sam. >> It really depends on the use case. I think what we're trying to do is being able to say, "Hey, it's not just about cost cutting, but it's about tailoring the offerings." We have other customers like major fast food vendors. They have mobile apps and when you pull up that mobile app and you're going to do a delivery, they want to be able to have a customized offering. And it's not like mass market, 20% off. It's like, they want to have a very tailored offer to that customer or to that person that's pulling open that app. And so we're able to help them architect and bring that data together so that it's immediately available and reliable to be able to give those promotions. >> We had ARP on the show yesterday. We're talking about 50 million subscribers and how they customize each one of their experiences. We all want it to be about us. We don't want that generic at... Yeah, go for it, Paul. >> Oh, okay. >> Yeah. >> Well, I don't want to break break the rhythm here, but one area where you have differentiated, about two years ago you introduced something called the trust score. >> Sam: Yeah. >> Can you explain what that is and how that has resonated with your customers? >> Yeah, let's talk about this. >> Yeah, the thing about the trust score is, how many times have you gotten a set of data? And you look at it and you say, "Where did you get this data? Something doesn't look right here." And with the trust score, what we're able to do is quantify and value the different attributes of the data. Whether it's how much this is being used. We can profile the data, and we have a trust score that runs over time where you can actually then look at each of these data sets. You can look at aggregates of data sets to then say... If you're the data engineer, you can say, "Oh my, something has gone wrong with this particular dataset." Go in, quickly pull up the data. You can see if some third party integration has polluted your data source. I mean, this happens all the time. And I think if you sort of compare this to the engineering world, you're always looking to solve those problems sooner, earlier in the chain. You don't want your consumer calling you saying, "Hey, I've got a problem with the data, or I've got a problem- >> You don't want them to know there was ever a problem in theory. >> Yeah, the trust score helps those data engineers and those people that are taking care of the data address those problems sooner. >> How much data does somebody need to be able to get to the point where they can have a trust score? If you know what I'm trying to say. How do we train that? >> I mean, it can be all the way from just like a single data source that's getting updated, all the way to very large complex ones. That's where we've introduced this hierarchy of data sets. So it's not just like, "Hey, you've got a billion data sources here and here are the trust scores." But it's like, you can actually architect this to say like, "Okay, well, I have these data sets that belong to finance." And then finance will actually get, "Here's the trust score for these data sets that they rely on." >> What causes datasets to become untrustworthy? >> Yeah. Yeah. I mean, it happens all the time. >> A of different things, right? >> In my history, in the different companies that I've been at, on the product side, we have seen different integrations that maybe somebody changes something. In upstream, some of those integrations can actually be quite brittle. And as a consumer of that data, it's not necessarily your fault, but that data ends up getting put into your production database. All of a sudden your data engineering team is spending two days unwinding those transactions, fixing the data that's in there. And all the while, that bad data that's in your production system, is causing a problem for somebody that is ultimately relying on that. >> Is that usually a governance problem? >> I think governance is probably a separate set of constraints. This is sort of the tension between wanting to get all of the data available to your consumers versus wanting to have the quality around it as well. >> It's tough balance. And I think that it's really interesting. Everybody wants great data, and you could be making decisions that affect people's wellness, quite frankly. >> For sure. >> Very dramatically if you're ill-informed. So that's very exciting. >> To your point, we are all data. So if the data is bad, we're not going to get the outcomes that we want ultimately, >> I know. We certainly want the best outcomes for ourselves. >> We track that data health for its entire life cycle throughout the process. >> That's cool. And that probably increases your confidence in the trust score as well 'cause you're looking at so much data all the time. You got a smart thing going on over here. I like it. I like it a lot. >> We believe in it and so does AWS because they are a strong partner of ours, and so do customers. I think we mentioned we've had some phenomenal customer conversations along with- >> What a success story and case study. I want to dust your shoulders off right now if I wasn't tethered in. That's super impressive. So what's next for you all? >> Yeah, so I think we're going to continue down this path of data health and data governance. Again, I kind of talked about the... you're talking about data health being this differentiator on top of just moving the data around and being really good at that. I think you're also going to have different things around country level or state level governance, literal laws that you need to comply with. And so like- >> Savannah: CCPA- >> I mean, a long list- >> Oodles. Yeah. Yeah, yeah, yeah. >> I think we're going to be doing some interesting things there. We are continuing to proliferate the sources of data that we connect to. We're always looking for the latest and greatest things to put the data into. I think you're going to see some interesting things come out of that too. >> And we continue to grow our relationship with AWS, our already strong relationship. So you can procure Talend products to the AWS marketplace. We just announced Redshift serverless support for Talend. >> All their age. >> Which sounds amazing, but because we've been doing this for so long with AWS, dirty little secret, that was easy for us to do because we're already doing all this stuff. So we made the announcement and everyone was like, "Congratulations." Like, "Thanks." >> Look at you all. Full of the humble brags. I love it. >> Talend has gone through some twists and turns over the last couple of years. Company went private, was purchased by Thoma Bravo about a year and a half ago. At that time, your CEO said that it was a chance to really refocus the company on some core strategic initiatives and move forward. Both of you joined obviously after that happened. But what did you see about sort of the new Talend that attracted you, made you want to come over here? >> For sure. Yeah. I think, when I got a chance to talk to the board and talk to Chris, our chair, we talked about there being the growth thesis behind it. So I think Thoma been a great partner to Talend. I think we're able to do some things internally that would be I think, fairly challenging for companies that are in the public markets right now. I think especially, just a lot of pressure on different prices and the cost capital and all of that. >> Right now. >> That was a really casual way of stating that. But yeah, just a little pressure. >> Little bit of pressure. And who knows? Who knows how long that's going to last, right? But I think we've got a great board in place. They've been very strong strategic partner for us talking about all the different ways that we can grow. I think it's been a good partner for us- >> One of the strengths of Thoma's strategy is synergy between the companies they've acquired. >> Oh, for sure. >> They've acquired about 40 software companies. Are you seeing synergy? You talk to those other companies a lot? >> Yeah, so I have an operating partner. I talk with him on a weekly, sometimes daily basis. If we have questions or like, "Hey, what are you seeing in this space?" We can get plugged in to advisors very quickly. I think it's been a very helpful thing where... otherwise, you're relying on your personal network or things like that. >> This is why Monty was saying it was easy for you guys to go serverless. >> And we keep talking about trust, but in this case, Thoma Bravo really trusts our senior leadership team to make the right decisions that Sam and I are here making as we move forward. It's a great relationship. >> Sam: A good team. >> It sounds like it. All the love. I can feel the love even from you guys talking about it, it's genuine. You're not just getting paid to show this. That's fantastic. >> Are we getting paid for this or... >> Yeah. (Savannah giggling) (Paul laughing) I mean, some folks in the audience are probably going to want your autograph after this, although you get that a lot- >> Pictures are available after- >> Yeah, selfies are 10 bucks. That's how I get my boos budget. So last question for you. We have a challenge here on the theCUBE re:invent. We're looking for your 32nd hot take. Think of it as your thought leadership sizzle reel. Biggest takeaway, key themes from the show or looking forward into 2023? Sam, you're ready to rock, go. >> Yeah, totally. >> I think you're going to continue to hear the tension between being able to bring the data to the masses versus the simplicity and being able to do that in a way that is compliant with all the different laws, and then clean data. It's like a lot of different challenges that arise when you do this at scale. And so I think if you look at the things that AWS is announcing, I think you look at any sort of vendor in the data space are announcing, you see them sort of coming around to that set of ideas. Gives me a lot of confidence in the direction that we're going that we're doing the right stuff and we're meeting customers and prospects and partners, and everybody is like... We kind of get into this conversation and I'll say, "Yeah, that's it. We want to get involved in that." >> You can really feel the momentum. Yeah, it's true. It's great. What about you, Monty? >> I mean, I don't need 30 seconds. I mentioned it. >> Great. >> Between Talend and AWS, we're aligned from the sales teams to the product teams, the partner teams and the alliances. We're just moving forward and growing this relationship. >> I love it. That was perfect. And on that note, Sam, Monty, thank you so much for joining us. >> Yeah, thanks for having us. >> I'm sure your careers are going to continue to be rad at Talend and I can't wait to continue the conversation. >> Sam: Yeah, it's a great team. >> Yeah, clearly. I mean, look at you two. If you're any representation of the culture over there, they're doing something great. (Monty laughing) I thank all of you for tuning in to our nearly... Well, shoot. I think now over 100 interviews at AWS Reinvent in Sin City. We are hanging out here. Paul and I've got a couple more for you. So we hope to see you tuning in with Paul Gillin. I'm Savannah Peterson. You're watching theCUBE, the leader in high tech coverage. (upbeat music)

(lively music) >> Good afternoon cloud community and welcome back to beautiful Las Vegas, Nevada. We are here at AWS re:Invent, day four of our wall to wall coverage. It is day four in the afternoon and we are holding strong. I'm Savannah Peterson, joined by my fabulous co-host Paul Gillen. Paul, how you doing? >> I'm doing well, fine Savannah. You? >> You look great. >> We're in the home stretch here. >> Yeah, (laughs) we are. >> You still look fresh as a daisy. I don't know how you do it. >> (laughs) You're too kind. You're too kind, but I'm vain enough to take that compliment. I'm very excited about the conversation that we're going to have up next. We get to get a little DevRel and we got a little swagger on the stage. Welcome, Austin. How you doing? >> Hey, great to be here. Thanks for having me. >> Savannah: Yeah, it's our pleasure. How's the show been for you so far? >> Busy, exciting. Feels a lot like, you know it used to be right? >> Yeah, I know. A little reminiscent of the before times. >> Well, before times. >> Before we dig into the technical stuff, you're the most intriguingly dressed person we've had on the show this week. >> Austin: I feel extremely underdressed. >> Well, and we were talking about developer fancy. Talk to me a little bit about your approach to fashion. Wasn't expecting to lead with this, but I like this but I like this actually. >> No, it's actually good with my PR. You're going to love it. My approach, here's the thing, I give free advice all the time about developer relations, about things that work, have worked, and don't work in community and all that stuff. I love talking about that. Someone came up to me and said, "Where do you get your fashion tips from? What's the secret Discord server that I need to go on?" I'm like, "I will never tell." >> Oh, okay. >> This is an actual trait secret. >> Top secret. Wow! Talk about. >> If someone else starts wearing the hat, then everyone's going to be like, "There's so many white guys." Look, I'm a white guy with a beard that works in technology. >> Savannah: I've never met one of those. >> Exactly, there's none of them at all. So, you have to do something to kind stand out from the crowd a little bit. >> I love it, and it's a talk trigger. We're talking about it now. Production team loved it. It's fantastic. >> It's great. >> So your DevRel for Lightstep, in case the audience isn't familiar tell us about Lightstep. >> So Lightstep is a cloud native observability platform built at planet scale, and it powers observability at some places you've heard of like Spotify, GitHub, right? We're designed to really help developers that are working in the cloud with Kubernetes, with these huge distributed systems, understand application performance and being able to find problems, fix problems. We're also part of the ServiceNow family and as we all know ServiceNow is on a mission to help the world of work work better by powering digital transformation around IT and customer experiences for their many, many, many global 2000 customers. We love them very much. >> You know, it's a big love fest here. A lot of people have talked about the collaboration, so many companies working together. You mentioned unified observability. What is unified observability? >> So if you think about a tradition, or if you've heard about this traditional idea of observability where you have three pillars, right? You have metrics, and you have logs, and you have traces. All those three things are different data sources. They're picked up by different tools. They're analyzed by different people for different purposes. What we believe and what we're working to accomplish right now is to take all that and if you think those pillars, flip 'em on their side and think of them as streams of data. If we can take those streams and integrate them together and let you treat traces and metrics and logs not as these kind of inviolate experiences where you're kind of paging between things and going between tab A to tab B to tab C, and give you a standard way to query this, a standard way to display this, and letting you kind of find the most relevant data, then it really unlocks a lot of power for like developers and SREs to spend less time like managing tools. You know, figuring out where to build their query or what dashboard to check, more just being able to like kind of ask a question, get an answer. When you have an incident or an outage that's the most important thing, right? How quickly can you get those answers that you need so that you can restore system health? >> You don't want to be looking in multiple spots to figure out what's going on. >> Absolutely. I mean, some people hear unified observability and they go to like tool consolidation, right? That's something I hear from a lot of our users and a lot of people in re:Invent. I'll talk to SREs, they're like, "Yeah, we've got like six or seven different metrics products alone, just on services that they cover." It is important to kind of consolidate that but we're really taking it a step lower. We're looking at the data layer and trying to say, "Okay, if the data is all consistent and vendor neutral then that gives you flexibility not only from a tool consolidation perspective but also you know, a consistency, reliability. You could have a single way to deploy your observability out regardless of what cloud you're on, regardless if you're using Kubernetes or Fargate or whatever else. or even just Bare Metal or EC2 Bare Metal, right? There's been so much historically in this space. There's been a lot of silos and we think that unify diversability means that we kind of break down those silos, right? The way that we're doing it primarily is through a project called OpenTelemetry which you might have heard of. You want to talk about that in a minute? . >> Savannah: Yeah, let's talk about it right now. Why don't you tell us about it? Keep going, you're great. You're on a roll. >> I am. >> Savannah: We'll just hang out over here. >> It's day four. I'm going to ask the questions and answer the questions. (Savannah laughs) >> Yes, you're right. >> I do yeah. >> Open Tele- >> OpenTelemetry . >> Explain what OpenTelemetry is first. >> OpenTelemetry is a CNCF project, Cloud Native Computing Foundation. The goal is to make telemetry data, high quality telemetry data, a builtin feature of cloud native software right? So right now if you wanted to get logging data out, depending on your application stack, depending on your application run time, depending on language, depending on your deployment environment. You might have a lot... You have to make a lot of choices, right? About like, what am I going to use? >> Savannah: So many different choices, and the players are changing all the time. >> Exactly, and a lot of times what people will do is they'll go and they'll say like, "We have to use this commercial solution because they have a proprietary agent that can do a lot of this for us." You know? And if you look at all those proprietary agents, what you find very quickly is it's very commodified right? There's no real difference in what they're doing at a code level and what's stopped the industry from really adopting a standard way to create this logs and metrics and traces, is simply just the fact that there was no standard. And so, OpenTelemetry is that standard, right? We've got dozens of companies many of them like very, many of them here right? Competitors all the same, working together to build this open standard and implementation of telemetry data for cloud native software and really any software right? Like we support over 12 languages. We support Kubernetes, Amazon. AWS is a huge contributor actually and we're doing some really exciting stuff with them on their Amazon distribution of OpenTelemetry. So it's been extremely interesting to see it over the past like couple years go from like, "Hey, here's this like new thing that we're doing over here," to really it's a generalized acceptance that this is the way of the future. This is what we should have been doing all along. >> Yeah. >> My opinion is there is a perception out there that observability is kind of a commodity now that all the players have the same set of tools, same set of 15 or 17 or whatever tools, and that there's very little distinction in functionality. Would you agree with that? >> I don't know if I would characterize it that way entirely. I do think that there's a lot of duplicated effort that happens and part of the reason is because of this telemetry data problem, right? Because you have to wind up... You know, there's this idea of table stakes monitoring that we talk about right? Table stakes monitoring is the stuff that you're having to do every single day to kind of make sure your system is healthy to be able to... When there's an alert, gets triggered, to see why it got triggered and to go fix it, right? Because everyone has the kind of work on that table stake stuff and then build all these integrations, there's very little time for innovation on top of that right? Because you're spending all your time just like working on keeping up with technology. >> Savannah: Doing the boring stuff to make sure the wheels don't fall off, basically. >> Austin: Right? What I think the real advantage of OpenTelemetry is that it really, from like a vendor perspective, like it unblocks us from having to kind of do all this repetitive commodified work. It lets us help move that out to the community level so that... Instead of having to kind of build, your Kubernetes integration for example, you can just have like, "Hey, OpenTelemetry is integrated into Kubernetes and you just have this data now." If you are a commercial product, or if you're even someone that's interested in fixing a, scratching a particular itch about observability. It's like, "I have this specific way that I'm doing Kubernetes and I need something to help me really analyze that data. Well, I've got the data now I can just go create a project. I can create an analysis tool." I think that's what you'll see over time as OpenTelemetry promulgates out into the ecosystem is more people building interesting analysis features, people using things like machine learning to analyze this large amount, large and consistent amount of OpenTelemetry data. It's going to be a big shakeup I think, but it has the potential to really unlock a lot of value for our customers. >> Well, so you're, you're a developer relations guy. What are developers asking for right now out of their observability platforms? >> Austin: That's a great question. I think there's two things. The first is that they want it to just work. It's actually the biggest thing, right? There's so many kind of... This goes back to the tool proliferation, right? People have too much data in too many different places, and getting that data out can still be really challenging. And so, the biggest thing they want is just like, "I want something that I can... I want a lot of these questions I have to ask, answered already and OpenTelemetry is going towards it." Keep in mind it's the project's only three years old, so we obviously have room to grow but there are people running it in production and it works really well for them but there's more that we can do. The second thing is, and this isn't what really is interesting to me, is it's less what they're asking for and more what they're not asking for. Because a lot of the stuff that you see people, saying around, "Oh, we need this like very specific sort of lower level telemetry data, or we need this kind of universal thing." People really just want to be able to get questions or get questions answered, right? They want tools that kind of have these workflows where you don't have to be an expert because a lot of times this tooling gets locked behind sort of is gate kept almost in a organization where there are teams that's like, "We're responsible for this and we're going to set it up and manage it for you, and we won't let you do things outside of it because that would mess up- >> Savannah: Here's your sandbox and- >> Right, this is your sandbox you can play in and a lot of times that's really useful and very tuned for the problems that you saw yesterday, but people are looking at like what are the problems I'm going to get tomorrow? We're deploying more rapidly. We have more and more intentional change happening in the system. Like it's not enough to have this reactive sort of approach where our SRE teams are kind of like or this observability team is building a platform for us. Developers want to be able to get in and have these kind of guided workflows really that say like, "Hey, here's where you're starting at. Let's get you to an answer. Let's help you find the needle in the haystack as it were, without you having to become a master of six different or seven different tools." >> Savannah: Right, and it shouldn't be that complicated. >> It shouldn't be. I mean we've certainly... We've been working on this problem for many years now, starting with a lot of our team that started at Google and helped build Google's planet scale monitoring systems. So we have a lot of experience in the field. It's actually one... An interesting story that our founder or now general manager tells BHS, Ben Sigelman, and he told me this story once and it's like... He had built this really cool thing called Dapper that was a tracing system at Google, and people weren't using it. Because they were like, "This is really cool, but I don't know how to... but it's not relevant to me." And he's like, the one thing that we did to get to increase usage 20 times over was we just put a link. So we went to the place that people were already looking for that data and we added a link that says, "Hey, go over here and look at this." It's those simple connections being able to kind of draw people from like point A to point B, take them from familiar workflows into unfamiliar ones. You know, that's how we think about these problems right? How is this becoming a daily part of someone's usage? How is this helping them solve problems faster and really improve their their life? >> Savannah: Yeah, exactly. It comes down to quality of life. >> Warner made the case this morning that computer architecture should be inherently event-driven and that we are moving toward a world where the person matters less than what the software does, right? The software is triggering events. Does this complicate observability or simplify it? >> Austin: I think that at the end of the day, it's about getting the... Observability to me in a lot of ways is about modeling your system, right? It's about you as a developer being able to say this is what I expect the system to do and I don't think the actual application architecture really matters that much, right? Because it's about you. You are building a system, right? It can be event driven, can be support request response, can be whatever it is. You have to be able to say, "This is what I expect to... For these given inputs, this is the expected output." Now maybe there's a lot of stuff that happens in the middle that you don't really care about. And then, I talk to people here and everyone's talking about serverless right? Everyone... You can see there's obviously some amazing statistics about how many people are using Lambda, and it's very exciting. There's a lot of stuff that you shouldn't have to care about as a developer, but you should care about those inputs and outputs. You will need to have that kind of intermediate information and understand like, what was the exact path that I took through this invented system? What was the actual resources that were being used? Because even if you trust that all this magic behind the scenes is just going to work forever, sometimes it's still really useful to have that sort of lower level abstraction, to say like, "Well, this is what actually happened so that I can figure out when I deployed a new change, did I make performance better or worse?" Or being able to kind of segregate your data out and say like... Doing AB testing, right? Doing canary releases, doing all of these things that you hear about as best practices or well architected applications. Observability is at the core of all that. You need observability to kind of do any of, ask any of those higher level interesting questions. >> Savannah: We are here at ReInvent. Tell us a little bit more about the partnership with AWS. >> So I would have to actually probably refer you to someone at Service Now on that. I know that we are a partner. We collaborate with them on various things. But really at Lightstep, we're very focused on kind of the open source part of this. So we work with AWS through the OpenTelemetry project, on things like the AWS distribution for OpenTelemetry which is really... It's OpenTelemetry, again is really designed to be like a neutral standard but we know that there are going to be integrators and implementers that need to package up and bundle it in a certain way to make it easy for their end users to consume it. So that's what Amazon has done with ADOT which is the shortening for it. So it's available in several different ways. You can use it as like an SDK and drop it into your application. There's Lambda layers. If you want to get Lambda observability, you just add this extension in and then suddenly you're getting OpenTelemetry data on the other side. So it's really cool. It's been a really exciting to kind of work with people on the AWS side over the past several years. >> Savannah: It's exciting, >> I've personally seen just a lot of change. I was talking to a PM earlier this week... It's like, "Hey, two years ago I came and talked to you about OpenTelemetry and here we are today. You're still talking about OpenTelemetry." And they're like, "What changes?" Our customers have started coming to us asking for OpenTelemetry and we see the same thing now. >> Savannah: Timing is right. >> Timing is right, but we see the same thing... Even talking to ServiceNow customers who are... These very big enterprises, banks, finance, healthcare, whatever, telcos, it used to be... You'd have to go to them and say like, "Let me tell you about distributed tracing. Let me tell you about OpenTelemetry. Let me tell you about observability." Now they're coming in and saying, "Yeah, so we're standard." If you think about Kubernetes and how Kubernetes, a lot of enterprises have spent the past five-six years standardizing, and Kubernetes is a way to deploy applications or manage containerized applications. They're doing the same journey now with OpenTelemetry where they're saying, "This is what we're betting on and we want partners we want people to help us go along that way." >> I love it, and they work hand in hand in all CNCF projects as well that you're talking about. >> Austin: Right, so we're integrated into Kubernetes. You can find OpenTelemetry and things like kept in which is application standards. And over time, it'll just like promulgate out from there. So it's really exciting times. >> A bunch of CNCF projects in this area right? Prometheus. >> Prometheus, yeah. Yeah, so we inter-operate with Prometheus as well. So if you have Prometheus metrics, then OpenTelemetry can read those. It's a... OpenTelemetry metrics are like a super set of Prometheus. We've been working with the Prometheus community for quite a while to make sure that there's really good compatibility because so many people use Prometheus you know? >> Yeah. All right, so last question. New tradition for us here on theCUBE. We're looking for your 32nd hot take, Instagram reel, biggest theme, biggest buzz for those not here on the show floor. >> Oh gosh. >> Savannah: It could be for you too. It could be whatever for... >> I think the two things that are really striking to me is one serverless. Like I see... I thought people were talking about servers a lot and they were talking about it more than ever. Two, I really think it is observability right? Like we've gone from observability being kind of a niche. >> Savannah: Not that you're biased. >> Huh? >> Savannah: Not that you're biased. >> Not that I'm biased. It used to be a niche. I'd have to go niche thing where I would go and explain what this is to people and nowpeople are coming up. It's like, "Yeah, yeah, we're using OpenTelemetry." It's very cool. I've been involved with OpenTelemetry since the jump, since it was started really. It's been very exciting to see and gratifying to see like how much adoption we've gotten even in a short amount of time. >> Yeah, absolutely. It's a pretty... Yeah, it's been a lot. That was great. Perfect soundbite for us. >> Austin: Thanks, I love soundbites. >> Savannah: Yeah. Awesome. We love your hat and your soundbites equally. Thank you so much for being on the show with us today. >> Thank you for having me. >> Savannah: Hey, anytime, anytime. Will we see you in Amsterdam, speaking of KubeCon? Awesome, we'll be there. >> There's some real exciting OpenTelemetry stuff coming up for KubeCon. >> Well, we'll have to get you back on theCUBE. (talking simultaneously) Love that for us. Thank you all for tuning in two hour wall to wall coverage here, day four at AWS re:Invent in fabulous Las Vegas, Nevada, with Paul Gillin. I'm Savannah Peterson and you're watching theCUBE, the leader in high tech coverage. (lively music)

(lively music) >> Good afternoon and welcome back to beautiful Las Vegas, Nevada, where we're here live from the show floor, all four days of AWS re:Invent. I'm Savannah Peterson, joined with my co-host Dave Vellante. Dave, how you doing? >> Good. Beautiful and chilly Las Vegas. Can't wait to get back to New England where it's warm. >> Balmy, New England this time of year in December. Wow, Dave, that's a bold statement. I am super excited about the conversation that we're going to be having next. And, you know, I'm not even going to tee it up. I just want to bring Dilip on. Dilip, thank you so much for being here. How you doing? >> Savannah, Dave, thank you so much. >> Hey, Dilip. >> Excited to be here. >> It's joy to have you. So, you have been working at Amazon for about 20 years. >> Almost. Almost. >> Yes. >> Feels like 20, 19 1/2. >> Which is very exciting. You've had a lot of roles. I'm going to touch on some of them, but you just came over to AWS from the physical retail side. Talk to me about that. >> Yup, so I've been to Amazon for 19 1/2 years. Done pricing, supply chain. I was Jeff Bezos technical advisor for a couple years. >> Casual name drop. >> Casual name drop. >> Savannah: But a couple people here for that name before. >> Humble brag, hashtag. And then I, for the last several years, I was leading our physical retail initiatives. We just walk out Amazon One, bringing convenience to physical spaces. And then in August, with like as those things were getting a lot of traction and we were selling to third parties, we felt that it would be better suited in AWS. And, but along with that, there was also another trend that's been brewing, which is, you know, companies have loved building on AWS. They love the infrastructure services, but increasingly, they're also asking us to build applications that are higher up in the stack. Solving key, turnkey business problems. Just walk out Amazon One or examples of that, Amazon Connect. We just recently announced supply chain, so now there's a bevy interesting services all coming together, higher up in the stack for customers. So it's an exciting time. >> It was interesting that you're able to, you know, transfer from that retail. I mean, normally, in historically, if you're within an industry, retail, manufacturing, automotive whatever. You were kind as locked in a little bit. >> Dilip: Siloed a little bit. Yeah, yeah, yeah. >> Because they had their own, your own value chain. And I guess, data has changed that maybe, that you can traverse now. >> Yeah, if you think about the things that we did, even when we were in retail, the tenants was less about the industries and more about how can we bring convenience to physical spaces? The fact that you don't like to wait in line is no more like likely, you know, five years from now than it is today. So, it's a very durable tenant, but it's equally applicable whether you're in a grocery store, a convenience store, a stadium, an airport. So it actually transcends any, and like supply chain, think of supply chain. Supply chain isn't, you know, targeted to any one particular industry. It has broad applicability. So these things are very, you know, horizontally applicable. >> Anything that makes my life easier, I'm down. >> Savannah: We're all here for the easy button. We've been talking about it a bit this week. I'm in. And the retail store, I mean, I'm in San Francisco. I've had the experience of going through. Very interesting and seamless journey, honestly. It's very exciting. So tell us a little bit more about the applications group at AWS. >> Yup. So as I said, you know, we are, the applications group is a combination of several services. You know, we have communication developer services, which is the ability to add simple email service or video and embed video, voice chat using a chime SDK. In a higher up in the stack, we are taking care of things that IT administrators have to deal with where you can provision an entire desktop with the workspaces or provide a femoral access to it. And then as you go up even higher up in the stack, you have productivity applications like AWS Wicker, which we just did GA, you know, last week in AWS Clean Rooms which we announced as a service in preview. And then you have, you know, Connect, which is our cloud contact center, AWS supply chain. Just walk out Amazon One, it just feels like we're getting started. >> Just a couple things going on. >> So, clean rooms. Part of the governance play, part of data sharing. Can you explain, you know, we were talking offline, but I remember back in the disk drive days. We were in a clean room, they'd show you the clean room, you couldn't go near it unless you had a hazmat suit on. So now you're applying that to data. Explain that concept. >> Yeah, so the companies across, you know, financial services or healthcare, advertising, they all want to be able to combine and pull together data`sets with their partners in order to get these collaborative insights. The problem is either the data's fragmented, it's siloed or you have, you know, data governance issues that's preventing them from sharing. And the key requirement is that they want to be able to share this data without exposing any of the underlying data. Clean rooms are always emerged as a solution to that, but the problem with that is that they're hard to maintain. They're expensive. You have to write complex privacy queries. And if you make a mistake, you risk exposing the same data that you've been, you know, studiously trying to protect. >> Trying to protect. >> You know, take advertising as an industry, as an example. You know, advertisers care about, is my ad effective? But it turns out that if you're an advertiser and let's say you're a Nike or some other advertiser and your pop, you know, you place an ad on the website. Well, you want to stop showing the ad to people who have already purchased the product. However, people who purchased the product,- >> Savannah: It happens all the time. >> that purchasing data is not accessible to them easily. But if you could combine those insights, you know, the publishers benefit, advertisers benefits. So AWS Clean Rooms is that service that allows you very easily to be able to collaborate with a group of folks and then be able to gain these collaborative insights. >> And the consumers benefit. I mean, how many times you bought, you search it. >> It happens all the time. >> They know. And like, I just bought that guys, you know? >> Yeah, no, exactly. >> Four weeks. >> And I'm like, you don't need to serve me that, you know? And we understand the marketing backend. And it's just a waste of money and energy and resources. I mean, we're talking about sustainability as well. I don't think supply chain has ever had a hotter moment than it's had the last two and a half years. Tell me more about the announcement. >> Yup, so super excited about this. As you know, as you said, supply chains have always been very critical and very core for companies. The pandemic exacerbated it. So, ours way of sort of thinking about supply chains is to say that, you know, companies have taken, over the years many, like dozens, like millions and millions of dollars of investment in building their own supply chains. But the problem with supply chains is that the reason that they're not as functional as they could be is because of the lack of visibility. Because they're strung together very many disparate systems, that lack of visibility affects agility. And so, our approach in it was to say that, well, if we could have folks use their existing supply chain what can we do to improve the investment on the ROI of what they're getting? By creating a layer on top of it, that provides them that insights, connects all of these disparate data and then provides them insights to say, well, you know, here's where you overstock, here's where you under stock. You know, this is the, you know, the carbon emission impact of being able to transfer something. So like rather without requiring people to re-platform, what's the way that we can add value in it? And then also build upon Amazon's, you know, years of supply chain experience, to be able to build these predictive analytics for customers. >> So, that's a good, I like that you started with the why. >> Yes. >> Right now, what is it? It's an abstraction layer and then you're connecting into different data points. >> Yes, that's correct. >> Injecting ML. >> Feel like you can pick in, like if you think about supply chain, you can have warehouse management systems, order management systems. It could be in disparate things. We use ML to be able to bring all of this disparate data in and create our unified data lake. Once you have that unified data lake, you can then run an insights layer on top of it to be able to say, so that as the data changes, supply chain is not a static thing. Data's constantly changing. As the data's changing, the data lake now reflects the most up-to-date information. You can have alerts and insights set up on it to say that, what are the kinds of things that you're interested in? And then more importantly, supply chain and agility is about communication. In order to be able to make certain things happen, you need to be able to communicate, you need to make sure that everyone's on the same page. And we allow for a lot of the communication and collaboration tools to be built within this platform so that you're not necessarily leaving to go and toggle from one place to the other to solve your problems. >> And in the pie chart of how people spend their time, they're spending a lot less time communicating and being proactive. >> That's correct. >> And getting ahead of the curve. They're spending more time trying to figure out actually what's going on. >> Yes. >> And that's the problem that you're going to solve. >> Well, and it ensures that the customer at the other end of that supply chain experience is going to have their expectations managed in terms of when their good might get there or whatever's going to happen. >> Exactly. >> I feel like that expectation management has been such a big part of it. Okay, I just have to ask because I'm very curious. What was it like advising Jeff? >> Quite possibly the best job that I've ever had. You know, he's a fascinating individual. >> Did he pay you to say that? >> Nope. But I would've, like, I would've done it for like, it's remarkable seeing how he thinks and his approach to problem solving. It is, you know, you could be really tactical and go very deep. You could be extremely strategic. And to be able to sort of move effortlessly between those two is a unique skill. I learned a lot. >> Yeah, absolutely. So what made you want to evolve your career at Amazon after that? 'Cause I see on your LinkedIn, you say, it was the best job you ever had. With curiosity? >> Yeah, so one of the things, so the role is designed for you to be able to transition to something new. >> Savannah: Oh, cool. >> So after I finished that role, we were just getting into our foray with physical stores. And the idea between physical stores is that, you and I as consumers, we all have a lot of choices for physical stores. You know, there's a lot of options, there's a lot of formats. And so the last thing we wanted to do is come up with another me too offering. So, our approach was that what can we do to improve convenience in physical stores? That's what resulted in just walk out to Amazon Go. That's what resulted in Amazon One, which is another in a fast, convenient, contactless way to pay using the power of your palm. And now, what started in Amazon retail is now expanded to several third parties in, you know, stadiums, convention centers, airports. >> Airport, I just had, was in the Houston airport and got to do a humanless checkout. >> Dilip: Exactly. >> And actually in Honolulu a couple weeks ago as well too. Yeah, so we're going to see more and more of this. >> Yes. >> So what Amazon, I think has over a million employees. A lot of those are warehouse employees. But what advice would you give to somebody who's somewhere inside of Amazon, maybe they're on AWS, maybe they're Amazon. What advice would you give somebody inside that's maybe, you know, hey, I've been at this job for five, six years, three, four years, whatever it is. I want to do something else. And there's so much opportunity inside Amazon, right? What would you advise them? >> My single advice, which is actually transferable and I use it for myself is choose something that makes you a little uncomfortable. >> Dave: Get out of your comfort zone. >> It's like, you got to do that. It's like, it's not the easiest thing to hear, but it's also the most satisfying. Because almost every single time that I've done it for myself, it's resulted in like, you don't really know what the answer is. You don't really know exactly where you're going to end up, but the process and the journey through it, if you experience a little bit of discomfort constantly, it makes you non complacent. It makes you sort of not take the job, sort of in a stride. You have to be on it to do it. So that's the advice that I would give anyone. >> Yeah, that's good. So something that's maybe adjacent and maybe not completely foreign to you, but also something that, you know, you got to go dig a little bit and learn. >> You're planning a career change over here, Dave? >> No, I know a lot of people in Amazon are like, hey, I'm trying to figure out what I want to do next. I mean, I love it here. I live by the LPS, you know, but, and there's so much to choose from. >> It is, you know, when I joined in 2003, there were so many things that we were sort of doing today. None of those existed. It's a fascinating company. And the evolution, you could be in 20 different places and the breadth of the kinds of things that, you know, the Amazon experience provides is timeless. It's fascinating. >> And, you know, you look at a company like Amazon, and, you know, it's so amazing. You look at this ecosystem. I've been around- >> Even a show floor. >> I've been around a lot of time. And the show floor says it all. But I've seen a lot of, you know, waves. And each subsequent wave, you know, we always talk about how many companies were in the Fortune 1000 and aren't anymore. And, but the leaders, you know, survive and they thrive. And I think it's fascinating to try to better understand the culture that enables that. You know, you look at a company like Microsoft that was irrelevant and then came back. You know, even IBM was on death store for a while and they come back and so they. And so, but Amazon just feels, you know, at the moment you feel like, "Oh wow, nothing can stop this machine." 'Cause everybody's trying to disrupt Amazon and then, you know, only the paranoid survive, all that stuff. But it's not like, past is not prologue, all right? So that's why I asked these questions. And you just said that a lot of the services today that although the ideas didn't even exist, I mean, walkout. I mean, that's just amazing. >> I think one of the things that Amazon does really well culturally is that they create the single threaded leadership. They give people focus. If you have to get something done, you have to give people focus. You can't distract them with like seven different things and then say that, oh, by the way, your eighth job is to innovate. It just doesn't work that way. It's like it's hard. Like it can be- >> And where were the energy come from that? >> Exactly. And so giving people that single threaded focus is super important. >> Frank Slootman, the CEO of Snowflake, has a great quote. He wrote on his book. He said, "If you got 14 priorities, you got none." And he asks,- >> Well said. >> he challenges people. If you had to give up everything and do only one thing for the next 365 days, what would that be? It's a really hard question to answer. >> I feel like as we're around New Year's resolution times. I mean when we thinking about that, maybe we can all share our one thing. So, Dilip, you've been with the the applications team for five months. What's coming up next? >> Well, as I said, you know, it feels like it's still day one for applications. If you think about the things, the news that we introduced and the several services that we introduced, it has applicability across a variety of horizontal industries. But then we're also feeling that there's considerable vertical applications that can be built for specific things. Like, it could be in advertising, it could be in financial services, it could be in manufacturing. The opportunities are endless. I think the notion of people wanting applications higher up in the stack and a little more turnkey solutions is also, it's not new for us, but it's also new and creative too. You know, AWS has traditionally been doing. >> So again, this relates to what we were sort of talking about before. And maybe, this came from Jazzy or maybe it came from Bezos. But you hear a lot, it's okay to be misunderstood or if we were misunderstood for a long time. So when people hear up the stack, they think, when you think about apps, you know, in the last 10 years it was taking on-prem and bringing it into the cloud. Okay, you saw that with CREM, email, CRM, service management, you know, data warehouses, et cetera. Amazon is thinking about this in a different way. It's like you're looking at the world saying, okay, how can we improve whatever? Workflows, people's lives, doing something that's not been done before? And that seems to be the kind of applications that you guys are thinking about building. >> Yeah. >> And that's unique. It's not just, okay, we're going to take something on-prem put it in the cloud. Been there, done that. That S-curve is sort of flattening now. But there's a new S-curve which is completely new workflows and innovations and processes that we really haven't thought about yet. Or you're thinking about, I presume. >> Yeah. Having said that, I'd also like to sort of remind folks that when you consider the, you know, the entire spend, the portion of workloads that are running in the cloud is a teeny tiny fraction. It's like less than 5%, like 4% or something like that. So it's a very, there's still plenty of things that can sort of move to the cloud. But you're right that there is another trend of where in the stack and the types of applications that you can provide as well. >> Yeah, new innovation that haven't well thought of yet. >> So, Dilip, we have a new tradition here on theCUBE at re:Invent. Where we're looking for your 30 minute Instagram reel, your hot take, biggest key theme, either for you, your team, or just general vibe from the show. >> General vibe from the show. Well, 19 1/2 years at Amazon, this is actually my first re:Invent, believe it or not. This is my, as a AWS employee now, as re:Invent with like launching services. So that's the first. I've been to re:Invent before, but as an attendee rather than as a person who's, you know, a contributing number of the workforce. >> Working actually? >> If you will. >> Actually doing your job. >> And so I'm just amazed at the energy and the breadth. And the, you know, from the partners to the customers to the diversity of people who are coming here from everywhere. I had meetings from people in New Zealand. Like, you know, the UK, like customers are coming at us from like very many different places. And it's fascinating for me to see. It's new for me as well given, you know, some of my past experience. But this is a, it's been a blast. >> People are pumped. >> People are pumped. >> They can't believe the booth traffic. Not only that quality. >> Right. All of our guests have talked about that. >> Like, yeah, you know, we're going to throw half of these leads away, but they're saying no, I'm having like really substantive conversations with business people. This is, I think, my 10th re:Invent. And the first one was mostly developers. And I'm like, what are you talking about? And, you know, so. Now it's a lot more business people, a lot of developers too. >> Yeah. >> It's just. >> The community really makes it. Dilip, thank you so much for joining us today on theCube. >> Thank you for having me. >> You're fantastic. I could ask you a million questions. Be sure and tell Jeff that we said hi. >> Will do. >> Savannah: Next time you guys are hanging out. And thank all of you. >> You want to go into space? >> Yeah. Yes, yes, absolutely. I'm perhaps the most space obsessed on the show. And with that, we will continue our out of this world coverage shortly from fabulous Las Vegas where we are at AWS re:Invent. It is day four with Dave Vellante. I'm Savannah Peterson and you're watching theCUBE, the leader in high tech coverage. (lively music)

(upbeat music) >> Hello, brilliant cloud community, and welcome back to AWS re:Invent. We are here in Las Vegas, Nevada. I'm Savannah Peterson, joined by my co-host Dave Vellante. Dave, how you doing? >> I'm doing well, thanks, yeah. >> Yeah, I feel like... >> I'm hanging in there. >> you've got a lot of pep in your step today for the fourth day. >> I think my voice is coming back, actually. >> (laughs) Look at you, resilient. >> I was almost lost yesterday, yeah. >> Yeah. (laughs) >> So, I actually, at a Hitachi event one time almost completely lost my voice. The production guys pulled me off. They said, "You're done." (Savannah laughing) They gave me the hook. >> You got booted? >> Dave: Yeah, yeah. >> Yeah, yeah, you actually (laughs) got the hook, wow. >> So, I have good memories of Hitachi. >> I was going to say (Dave laughing) interesting that you mentioned Hitachi. Our two guests this morning are from Hitachi. Sid and KP, welcome to the show. >> Thank you. >> Savannah: How you guys doing? Looking great for day four. >> Great. Thank you. >> Great. >> Hanging in there. >> Thank you, Dave and Savannah. (Savannah laughing) >> Dave: Yeah, cool. >> Savannah: Yeah. (laughs) >> Yeah, it was actually a Pentaho thing, right? >> Oh, Pentaho? Yeah. >> Which kind of you guys into that software edge. It was right when you announced the name change to Hitachi Vantara, which is very cool. I had Brian Householder on. You remember Brian? >> Yeah, I know. >> He was explaining the vision, and yeah (indistinct). >> Yeah. Well, look at you a little Hitachi (indistinct). >> Yeah, I've been around a long time, yeah. >> Yeah, all right. (Dave laughing) >> Just a casual flex to start us off there, Dave. I love it. I love it. Sid, we've talked a lot on the show about delivering outcomes. It's a hot theme. Everyone wants to actually have tangible business outcomes from all of this. How are customers realizing value from the cloud? What does that mean? >> See, still 2007, 2008, it was either/or kind of architecture. Either I'm going to execute my use cases on cloud or I'm going to keep my use cases and outcomes through edge. But in the last four or five years and specifically we are in re:Invent, I would talk about AWS. Lot of the power of hyperscalers has been brought to edge. If you talk about the snowball family of AWS, if you talk about monitor on edge devices, if you talk about the entire server list being brought into Lambda coupled inside snowball, now the architecture premise, if I talk about logical shift is end. Now the customers are talking about executing the use cases between edge and cloud. So, there is a continuum rather than a binary bullion decision. So, if you are talking about optimizing a factory, earlier I'll do the analytics at cloud, and I'll do machine on edge. Now it is optimization of a factory outcome at scale across my entire manufacturing where edge, private cloud, AWS, hyperscalers, everything is a continuum. And the customer is not worried about where, which part of my data ops, network ops, server ops storage ops is being executed. >> Savannah: It's like (indistinct). >> The customer is enjoying the use cases. And the orchestration is abstracted through an industrial player like Hitachi working very collaboratively with AWS. So, that is how we are working on industrial use cases right now. >> You brought up manufacturing. I don't think there's been a hotter conversation around supply chain and manufacturing than there has been the last few years. I can imagine taking that guessing game out for customers is a huge deal for you guys. >> Big because if you look at the world today, right from a safety pin, to a cell phone jacket, to a cell phone, the entire supply chain is throttled. The supply chain is throttled because there are various choke points. >> Savannah: Yeah. >> And each choke points is surrounded by different kind of supply and geopolitical issues. >> Savannah: 100%. >> Now, if we talk about the wheat crisis happening because of the Ukraine-Russia war, but the wheat crisis actually creates a multiple string of impacts which impact everything. Silicon, now we talk about silicon, but we then forget about nickel. Nickel is also controlled in one part of that geopolitical conflict. So, everything is getting conflagrated into a very big supply issue. So, if your factories are not performing beyond optimum, if they are not performing at real, I'm, we are talking about factory, hyperscale of the factory. The factory needs to perform at hyperscale to provide what the world needs today. So, we are in a very different kind of a scenario. Some of the economists call it earlier the recession was because of a demand constraint. The demand used to go down. Today's recession is because the supply is going down. The demand is there, but the supply is going down. And there is a different kind of recession in the world. The supply is what is getting throttled. >> And the demand is somewhat unpredictable too. People, you know, retailers, they've... >> Especially right now. >> kind of messed up their inventory. And so, the data is still siloed. And that's where, you know, you get to, okay, can I have the same experience across clouds, on-prem, out to the edge? Kind of bust those silos. >> Yep. >> You know, I dunno if it's, it's certainly not entirely a data problem. There's (laughs), like you say, geopolitical and social issues. >> Savannah: There's so much complexity. >> But there's a data problem too. >> Yes. >> Big. >> So, I wonder if you could talk about your sort of view of, point of view on that cross-cloud, hybrid, out to the edge, what I call super cloud? >> Absolutely. So, today, if you look at how enterprises are adopting cloud or how they're leveraging cloud, it's not just a hosting platform, right? It is the platform from where they can draw business capabilities. You heard in the re:Invent that Amazon is coming up with a supply chain service out of the box in the cloud. That's the kind of capabilities that business wants to draw from cloud today. So, the kind of multicloud or like hybrid cloud, public cloud, private cloud, those are the things which are kind of going to be behind the scenes. At the end of the day, the cloud needs to be able to support businesses by providing their services closer to their consumers. So, the challenges are going to be there in terms of like reliability, resilience, cost, security. Those are the ones that, you know, many of the enterprises are grappling with in terms of the challenges. And the way to solve that, the way how we approach our customers and work with them is to be able to bring resilience into the cloud, into the services which are running in cloud, and by driving automation, making autonomous in everything that you do, how you are monitoring your services, how we are making it available, how we are securing it, how we are making it very cost-effective as well. It cannot be manually executed; it has to be automated. So, automation is the key in terms of making the services leveraged from all of this cloud. >> That's your value add. >> Absolutely. >> And how do I consume that value add? Is it sort of embedded into infrastructure? Is it a service layer on top? >> Yeah, so everything that we do today in terms of like how these services have to be provided, how the services have to be consumed, there has to be a modern operating model, right? I think this is where Hitachi has come up with what we are calling as Hitachi Application Reliability Center and Services. That is focusing on modern operating, modern ways of like, you know, how you support these cloud workloads and driving this automation. So, whether we provide a hyper-converged infrastructure that is going to be at the edge location, or we are going to be able to take a customer through the journey of modernization or migrating onto cloud, the operating model that is going to be able to establish the foundation on cloud and then to be able to operate with the right levels of reliability, security, cost is the key. And that's the value added service that we provide. And then the way we do that is essentially by looking at three principles: one, to look at the service in totality. Gone are the days you look at infrastructure separately, applications separately, data and security separately, right? >> Savannah: No more silos. >> No more silos. You look at it as a workload, and you look at it as a service. And number two is to make sure that the DevOps that you bring and what you do at the table is totally integrated and it's end to end. It's not a product team developing a feature and then ops team trying to keep the lights on. It has to be a common backlog with the error budget that looks at you know, product releases, product functionalities, and even what ops needs to do to evolve the product as well. And then the third is to make sure that reliability and resiliency is inbuilt. Cloud offers native durability, native availability. But if your service doesn't take advantage of that, it's kind of going to still be not available. So, how do you kind of ingrain and embed all of these things as a value add that we provide? >> There's a lot of noise. We've got hybrid cloud. We've got multicloud. We've got a lot going on. It adds to the complexity. How do you help customers solve that complexity as they begin their transformation journey? I mean, I'm sure you're working with the biggest companies, making really massive change. How do you guide them through that process? >> So, it is to look at the outcome working backwards, like what AWS does, right? Like, you know, how do you look at the business outcome? What is the value that you're looking to drive? Again, it's not to be pinned through one particular cloud. I know there is lot of technology choices that you can make and lot of deployment models that you can choose from. But at the end of the day, having a common operating model which is kind of like modern, agile, and it is kind of like keeping the outcomes in the mind, that is what we do with our customers to be able to create that operating model, which completes the transformation, by the way. And cloud is just one part of the LEGO blocks which provides that overall scheme and then the view for driving that overall transformation. >> So, let's paint a picture. Let's say you've got this resilient foundation; you've kind of helped the customers build that out. How do they turn that into value for their customers? Do you have any examples that you can share? That'd be great. >> Yeah, I can start with what we're doing for one of the, you know, world's largest facility, infrastructure, power, cooling, security, monitoring company that has their products deployed in 2,000 locations across the globe. For them, and always on business means you are monitoring the temperature. You are monitoring the safety of people who are within the facility, right? A temperature shift of one to two degree can affect even the sustainability goals of NARC, our customer, but also their end consumers. So, how do you monitor these kind of like critical parameters? How do you have a platform? >> Savannah: Great example, yeah. >> How you have cloud resources that are going to be always on, that are going to be reliable, that are going to be cost-effective as well is what we are doing for one of our customers. Sid can talk about another example as well. >> Great. >> Yeah, go for it, Sid. >> So, there are examples: rail. We are working with a group in England; it's called West Coast Partnership. And they had a edge device which was increasing in size. Now, this edge device was becoming big because the parameters which go into the edge device were increasing because of regulation and because the rail is part of national security infrastructure. We have worked with West Coast Partnership and Hitachi Rail, which is a group company, to create a miniaturization of this edge device, because if the size of the edge device is increasing on the train, then the weight of the train increases, and the speed profile, velocity profile, everything goes down. So, we have miniaturized the edge device. Secondly, all the data profiles, signal control, traction control, traction motors, direction control, timetable compliance, everything has been kept uniform. And we have done analytics on cloud. So, what is the behavior of the driver? What is a big breaking parameter of the driver? If the timetable has being missed, is there an erratic behavior being demonstrated by the driver to just meet the timetable? And the timetable is a pretty important criteria in rail because if you miss one, then... So, what we have done is we have created an edge-to-cloud environment where the entire rail analytics is happening. Similarly, in another group company, Hitachi Energy, they had a problem that arguably one of the largest transformer manufacturer in the world. The transformer is a pretty common name now because you're seeing what is happening in Ukraine. Russia went after the transformers and substations before the start of the winter so that their district heating can be meddled with. Now, the transformer, it had a lead time of 17 weeks before COVID. So, if you put me an order of a three-phase transformer, I can deliver it to you in 17 weeks. After and during COVID, the entire lead time increased to 57 to 58 weeks. In cases of a complex transformer, it even went up to something like two years. >> Savannah: Ooh! >> Now, they wanted to increase the productivity of their existing plant because there is only that much sheet metal, that much copper for solenoid, that much microprocessor and silicon. So, they wanted to increase the output of their factory from 95 to 105, 10 more transformers every day, which is 500 and, which is 3,650 every- >> Savannah: Year. >> Year. Now, to do that, we went to a very complex machine; it's called a guard machine. And we increased the productivity of the guard machine by just analyzing all the throttles and all the wastages which are happening there. There are multiple case studies because, see, Hitachi is an industrial giant with 105 years of body of work. KP and I just represent the tip of the digital tip of the arrow. But what we are trying to do through HARC, through industry cloud, through partnership with AWS is basically containerizing and miniaturizing our entire body of work into a democratized environment, an industrial app store, if I may say, where people can come and take their industrial outcomes at ease without worrying about their computational and network orchestration between edge and cloud. That's what we are trying to do. >> I love that analogy of an industrial app cloud. Makes it feel easier in decreasing the complexity of all the different things that everyone's factoring into making their products, whatever they're making. So, we have a new challenge here on theCUBE at AWS re:Invent, where we are looking for your 30-second hot take, your Instagram reel, sound bite. What's the most important story or theme either for you as a team or coming out of the show? You can ponder it for a second. >> It might be different. See, for me, it is industrial security. Industrial OT security should be the theme of the Western world. Western world is on the crosshairs of multiple bad actors. And the industrial security is in the chemical plants, is in the industrial plants, is in the power grids, is in our postal networks and our rail networks. They need to be secured; otherwise, we are geopolitically very weak. Gone are the days when anyone is going to pick up a battle with America or Western world on a field. The battle is going to be pretty clandestine on an cyber world. And that is why industrial security is very important. >> Critical infrastructure and protecting it. >> Absolutely. >> Well said, Sid. KP, what's your hot take? >> My take is going to be a modern operating model, which is going to complete the transformation and to be able to tap into business services from cloud. So, a modern operating model through HARC, that is going to be my take. >> Fantastic. Well, can't wait to see what comes out of Hitachi next. Sid, KP... >> KP: Thank you. >> thank you so much for being here. >> Sid: Thank you. >> Absolutely. >> Dave: Thanks, guys. >> Savannah: This is I could talk to you all about supply chain all day long. And thank all of you for tuning in to our continuous live coverage here from AWS re:Invent in fantastic Sin City. I'm Savannah. Oh, excuse me. With Dave Vellante, I'm Savannah Peterson. You're watching theCUBE, the leader in high tech coverage. (digital xylophone music)

(upbeat music) >> Hello, beautiful cloud community, and welcome back to AWS reInvent. It is day four here in fabulous Las Vegas, Nevada. My voice can feel it, clearly. I'm Savannah Peterson with my co-host Paul Gillin. Paul, how you doing? >> Doing fine, Savannah. >> Are your feet about where my voice is? >> Well, getting little rest here as we have back to back segments. >> Yeah, yeah, we'll keep you off those. Very excited about this next segment. We get to have a chat with one of our very favorite analysts, Keith Townsend. Welcome back to theCUBE. >> Savannah Page. I'm going to use your south names, Savannah Page. Thank you for having me, Paul. Good to see you again. It's been been too long since CubeCon Valencia. >> Valencia. >> Valencia. >> Well at that beautiful lisp, love that. Keith, how's the show been for you so far? >> It has been great. I tweeted it a couple of days ago. Amazon reInvent is back. >> Savannah: Whoo! Love that. >> 50, 60 thousand people, you know? After 40 thousand, I stop countin'. It has been an amazing show. I don't know if it's just the assignment of returning, but easily the best reInvent of the four that I've attended. >> Savannah: Love that. >> Paul: I love that we have you here because, you know, we tend to get anchored to these desks, and we don't really get a sense of what's going on out there. You've been spending the last four days traversing the floor and talking to people. What are you hearing? Are there any mega themes that are emerging? >> Keith: So, a couple of mega themes is... We were in the Allen session with Adam, and Adam bought up the idea of hybrid cloud. At the 2019 show, that would be unheard of. There's only one cloud, and that's the AWS cloud, when you're at the Amazon show. Booths, folks, I was at the VMware booth and there's a hybrid cloud sign session. People are talking about multicloud. Yes, we're at the AWS show, but the reality that most customers' environments are complex. Adam mentioned that it's hybrid today and more than likely to be hybrid in the future in Amazon, and the ecosystem has adjusted to that reality. >> Paul: Now, is that because they want sell more outposts? >> You know, outpost is definitely a part of the story, but it's a tactile realization that outposts alone won't get it. So, you know, from Todd Consulting, to Capgemini, to PWC, to many of the integrations on the show floor... I even saw company that's doing HP-UX in the cloud or on-prem. The reality is these, well, we've deemed these legacy systems aren't going anywhere. AWS announced the mainframe service last year for converting mainframe code into cloud workloads, and it's just not taking on the, I think, the way that the Amazon would like, and that's a reality that is too complex for all of it to run in the cloud. >> Paul: So it sounds like the strategy is to envelop and consume then if you have mainframe conversion services and HP-UX in the cloud, I mean, you're talking about serious legacy stuff there. >> Keith: You're talking about serious legacy stuff. They haven't de-emphasized their relationship with VMware. You know, hybrid is not a place, it is a operating model. So VMware cloud on AWS allows you to do both models concurrently if you have those applications that need layer two. You have these workloads that just don't... SAP just doesn't... Sorry, AWS, SAP in the cloud and EC2 just doesn't make financial sense. It's a reality. It's accepting of that and meeting customers where they're at. >> And all the collaboration, I mean, you've mentioned so many companies in that answer, and I think it's very interesting to see how much we're all going to have to work together to make the cloud its own operating system. Cloud as an OS came up on our last conversation here and I think it's absolutely fascinating. >> Keith: Yeah, cloud is the OS I think is a thing. This idea that I'm going to use the cloud as my base layer of abstraction. I've talked to a really interesting startup... Well actually it's a open source project cross plane of where they're taking that cloud model and now I can put my VMware vsphere, my AWS, GCP, et cetera, behind that and use that operating model to manage my overall infrastructure. So, the maturity of the market has fascinated me over the past year, year and a half. >> It really feels like we're at a new inflection point. I totally agree. I want to talk about something completely different. >> Keith: Okay. >> Because I know that we both did this challenge. So one of the things that's really inspiring quite frankly about being here at AWS reInvent, and I know you all at home don't have an opportunity to walk the floor and get the experience and get as many steps as Paul gets in, but there's a real emphasis on giving back. This community cares about giving back and AWS is doing a variety of different activations to donate to a variety of different charities. And there's a DJ booth. I've been joking. It kind of feels like you're arriving at a rave when you get to reInvent. And right next to that, there is a hydrate and help station with these reusable water bottles. This is actually firm. It's not one of those plastic ones that's going to end up in the recycled bin or the landfill. And every single time that you fill up your water bottle, AWS will donate $3 to help women in Kenya get access to water. One of the things that I found really fascinating about the activation is women in sub-Saharan Africa spend 16 million hours carrying water a day, which is a wild concept to think about, and water is heavy. Keith, my man, I know that you did the activation. They had you carrying two 20 pound jugs of water. >> Keith: For about 15 feet. It's not the... >> (laughs) >> 20 pound jugs of water, 20 gallons, whatever the amount is. It was extremely heavy. I'm a fairly sizeable guy. Six four, six five. >> You're in good shape, yeah. >> Keith: Couple of a hundred pounds. >> Yeah. >> Keith: And I could not imagine spending that many hours simply getting fresh water. We take it for granted. Every time I run the water in the sink, my family gets on me because I get on them when they leave the sink water. It's like my dad's left the light on. If you leave the water on in my house, you are going to hear it from me because, you know, things like this tickle in my mind like, wow, people walk that far. >> Savannah: That's your whole day. >> Just water, and that's probably not even enough water for the day. >> Paul: Yeah. We think of that as being, like, an 18th century phenomenon, but it's very much today in parts of Sub-Saharan Africa. >> I know, and we're so privileged. For me, it was just, we work in technology. Everyone here is pretty blessed, and to do that activation really got my head in the right space to think, wow I'm so lucky. The team here, the fabulous production team, can go refill my water bottle. I mean, so simple. They've also got a fitness activation going on. You can jump on a bike, a treadmill, and if you work out for five minutes, they donate $5 to Fred Hutch up in Seattle. And that was nice. I did a little cross-training in between segments yesterday and I just, I really love seeing that emphasis. None of this matters if we're not taking care of community. >> Yeah, I'm going to go out and google Fred Hutch, and just donate the five bucks. 'Cause I'm not, I'm not. >> (laughs) >> I'll run forever, but I'm not getting on a bike. >> This from a guy who did 100 5Ks in a row last year. >> Yeah. I did 100 5Ks in a row, and I'm not doing five minutes on a bike. That's it. That's crazy, right? >> I mean there is a treadmill And they have the little hands workout thing too if you want. >> About five minutes though. >> Savannah: I know. >> Like five minutes is way longer than what you think it is. >> I mean, it's true. I was up there in a dress in sequence. Hopefully, I didn't scar any anyone on the show floor yesterday. It's still toss up. >> I'm going to take us back to back. >> Take us back Paul. >> Back to what we were talking about. I want to know what you're hearing. So we've had a lot of people on this show, a lot of vendors on the show who have said AWS is our most important cloud partner, which would imply that AWS's lead is solidifying its lead and pulling away from the pack as the number one. Do you hear that as well? Or is that lip service? >> Keith: So I always think about AWS reInvent as the Amazon victory lap. This is where they come and just thumb their noses at all the other cloud providers and just show how far ahead they're are. Werner Vogels, CTO at Amazon's keynotes, so I hadn't watched it yet, but at that keynote, this is where they literally take the victory lap and say that we're going to expose what we did four or five years ago on stage, and what we did four or five years ago is ahead of every cloud provider with maybe the exception of GCP and they're maybe three years behind. So customers are overwhelmingly choosing Amazon for these reasons. Don't get me wrong, Corey Quinn, Gardner folks, really went at Adam yesterday about Amazon had three majors outages in December last year. AWS has way too many services that are disconnected, but from the pure capability, I talked to a born in the cloud data protection company who could repatriate their data protection and storage on-prem private data center, save money. Instead, they double down on Amazon. They're using, they modernize their application and they're reduced their cost by 60 to 70%. >> Massive. >> This is massive. AWS is keeping up with customers no matter where they're at on the spectrum. >> Savannah: I love that you use the term victory lap. We've had a lot of folks from AWS here up on the show this week, and a couple of them have said they live for this. I mean, and it's got to be pretty cool. You've got 70 thousand plus people obsessed with your product and so many different partners doing so many different things from the edge to hospital to the largest companies on earth to the Israeli Ministry of Defense we were just talking about earlier, so everybody needs the cloud. I feel like that's where we're at. >> Keith: Yeah, and the next step, I think the next level opportunity for AWS is to get to that analyst or that citizen developer, being able to enable the end user to use a lambda, use these data services to create new applications, and the meanwhile, there's folks on the show floor filling that gap that enable develop... the piece of owner, the piece of parlor owner, to create a web portal that compares his prices and solutions to other vendors in his area and adjust dynamically. You go into a restaurant now and there is no price menu. There's a QR code that Amazon is powering much of that dynamic relationship between the restaurateur, the customer, and even the menu and availability. It's just a wonderful time. >> I always ask for the print menu. I'm sorry. >> Yeah. You want the printed menu. >> Look down, my phone doesn't work. >> Gimme something I could shine my light on. >> I know you didn't have have a chance to look at Vogel's keynote yet, but I mean you mentioned citizen developer. One of the things they announced this morning was essentially a low code lambda interface. So you can plug, take your lamb dysfunctions and do drag and drop a connection between them. So they are going after that market. >> Keith: So I guess I'll take my victory lap because that was my prediction. That's where Amazon's next... >> Well done, Keith. >> Because Lambda is that thing when you look at what server list was and the name of the concept of being, not having to have to worry about servers in your application development, the logical next step, I won't take too much of a leap. That logical first step is, well, code less code. This is something that Kelsey Hightower has talked about a lot. Low code, no code, the ability to empower people without having these artificial barriers, learning how to code in a different language. This is the time where I can go to Valencia, it's pronounced, where I can go to Valencia and not speak Spanish and just have my phone. Why can't we do, at business value, for people who have amazing ideas and enable those amazing ideas before I have to stick a developer in between them and the system. >> Paul: Low-code market is growing 35% a year. It's not surprising, given the potential that's out there. >> And as a non-technical person, who works in technology, I've been waiting for this moment. So keep predicting this kind of thing, Keith. 'Cause hopefully it'll keep happening. Keith, I'm going to give you the challenge we've been giving all of our guests this week. >> Keith: Okay. >> And I know you're going to absolutely crush this. So we are looking for your 32nd Instagram real, sizzle hot take, biggest takeaway from this year's show. >> So 32nd Instagram, I'll even put it on TikTok. >> Savannah: Heck yeah. >> Hybrid cloud, hybrid infrastructure. This is way bigger than Amazon. Whether we're talking about Amazon, AWS, I mean AWS's solutions, Google Cloud, Azure, OCI, on-prem. Customers want it all. They want a way to manage it all, and they need the skill and tools to enable their not-so-growing work force to do it. That is, that's AWS reInvent 2019 to 2022. >> Absolutely nailed it. Keith Townsend, it is always such a joy to have you here on theCUBE. Thank you for joining us >> Savannah Page. Great to have you. Paul, you too. You're always a great co-host. >> (laughs) We co-hosted for three days. >> We've got a lot of love for each other here. And we have even more love for all of you tuning into our fabulous livestream from AWS reInvent Las Vegas, Nevada, with Paul Gillin. I'm Savannah Peterson. You're watching theCUBE, the leader in high tech coverage. (upbeat music)

(gentle music) >> Good morning, fellow cloud nerds, and welcome back to day four of AWS re:Invent. We are here in fabulous Las Vegas, Nevada. I'm joined by my cohost Paul Gillin. I'm Savannah Peterson. We're on theCUBE. Paul, how you doing? You doing well? >> We're staggering to the conclusion. >> (laughing) It's almost the end then. >> And I say that only talking about my feet. This event is still going strong. The great keynote this morning by Werner Vogels about system architecture and really teaching 70,000 people how to design systems. AWS really taking advantage of this event to educate its customer base and- >> So much education here. >> Yeah, and that was a fantastic sort of cap to the keynotes we've seen this week. >> Yeah, I'm impressed Paul, our first AWS re:Invent. I think we're doing pretty good all things considered. >> Well, we're still alive. >> And our next guest actually looks like he's been sleeping this week, which is remarkable. Please welcome Ayal to the show. Ayal, how you doing today? >> I'm good, I'm good. Thank you for having me. >> It's our pleasure. You're with Anjuna. >> Yes. >> Just in case the audience isn't familiar, what's Anjuna? >> Anjuna is an enterprise security company. We focus in the space of confidential computing. And essentially we enable people to run anything they want in any environment with complete security and privacy. >> Which is a top priority for pretty much every single person here. >> Ayal: That is true. >> Now, confidential computing, I keep hearing that term. >> Yeah, let's go there. >> Is it, I mean, is there a trademark associated with it? Is there a certification? Is the concept or is it actually a set of principles and frameworks? >> Savannah: Give us the scoop. >> Yeah, so confidential computing is essentially a set of technologies that were added to the hardware itself, to the CPU, and now to GPUs by the hardware vendors. So Intel, AMD, Arm, Nvidia AWS with their own hardware solution for this. And essentially what it allows you to do is to run workloads on top of the CPU and the GPU in a way that even if somebody gets full access to the infrastructure, you know, root access, physical access, they're not going to have any access to the data and the code running on top of it. And as you can imagine in cloud environments, this is extremely, extremely (indistinct). >> And this done through encryption? >> It involves encryption. If you go one step deeper, it involves protecting the data while it's running, data and memory, when the application is processing it. Which is always been the missing piece in terms of where you protect data. >> So I got excited when I looked at the show notes because you are serving some of the most notoriously security strict customers in the market. Can you tell us about the Israeli Ministry of Defense? >> Sure. So essentially what we do with the Israel Ministry of Defense and other customers, especially on the on the government side, one of the challenges government has is that they have to, if they want security and privacy in the cloud, they have to use something like a gov cloud. And sometimes that makes sense, but sometimes either the gov cloud is not ready because of legal battles or just it takes time to set it up. In some countries, it's just not going to make financial sense for the clouds to create a gov cloud. So what we do is we enable them to run in the commercial cloud with the security and privacy of a gov cloud. >> Was that, I can imagine, so you took them to the public cloud, correct? >> Ayal: Yes. >> Was that a challenging process? When I think of national security, I can imagine a business transformation like that would be a little nerve-wracking. >> Oh, definitely. It was a long process and they went like, "This is probably one of the best security experts on the planet." And they went extremely deep in making sure that this aligns with what they would be able to do to actually move sensitive data to the commercial cloud. Which, obviously, that the requirements are higher than anything I've ever seen from anybody else. And the fact that they were willing to publicly talk about this and be a public reference for us shows the level of confidence that they have in the underlying technology, in the security and privacy that this allows them to achieve. >> We still hear reservations, particularly from heavily regulated industries, about moving into the cloud. Concerns about security, data ownership, shared responsibility. >> Ayal: Yes. >> Are those real, are those valid? Or is the technology foundation now strong enough that they should not be worried about those things? >> Yeah, this is an excellent question, because the the shared responsibility model, is exactly sort of the core of what this is about. The shared responsibility model essentially means the cloud's, sort of by definition, the cloud is somebody else managing the infrastructure for you, right? And if somebody's managing the infrastructure for you they have full access to what you do on top of that infrastructure. That's almost the definition. And that's always been sort of one of the core security problems that was never solved. Confidential computing solves this. It means that you can use the cloud without the clouds having any access to what you do on top of their infrastructure. And that means that if the clouds get hacked, your data is safe. If an employee of the cloud decides to get access to your data, they can't. They just don't have any access. Or if the government comes to the cloud with a subpoena, the clouds can't give them access to your data, which is obviously very important for European customers and other customers outside of the US. So this is essentially what confidential computing does and it allows to break that shared responsibility model, where you as the customer get full control of your data back. >> Now, do you need the hardware foundation to do that? Or are you solving this problem in software? >> No. So we do need a hardware foundation for this which is now available in every cloud. And it's part of every server CPU that Intel ship, that AMD ship. This is part of almost every data center in AWS. But what we bring to the table at Anjuna, is every time there was a fundamental shift in computer architecture, you needed a software stack on top of it to essentially make it usable. And I think the best last example was VMware, right? But virtualization was extremely powerful technology that nobody was using until VMware built a software stack to make it super simple to virtualize anything. And to some extent that was the birth of the public cloud. We would never have a public cloud without virtualization. We're seeing the same level of shift now with confidential computing on the hardware side. And all the large players are behind this. They're all part of the confidential computing consortium that pushes this. But the challenge customers are running into, is for them to go use this they have to go refactor and rebuild every application. >> Why? >> And nobody's going to go do that. And that's exactly what we help them with. >> Yeah. >> In terms of why, as part of confidential computing, what it essentially means is that the operating system is outside the cross cycle. You, you don't want to cross the operating system because you don't want somebody with root access to have any access to your data. And what this means is every application obviously communicates with the operating system pretty often, right? To send something to the network or some, you know, save something to the file system, which means you have to re-architect your application and break it into two: a confidential piece and a piece that's communicating with the operating system and build some channel for the two sides to communicate. Nobody's going to go do that for every application. We allow you to essentially do something like Anjuna run application and it just runs in a confidential computing environment. No changes. >> Let's talk a little bit more about that. So when we're thinking about, I think we've talked a little bit about it, but I think there's a myth of control when we're talking about on-prem. Everybody thinks that things are more secure. >> Right. >> It's not the case. Tell us how enterprise security changes once when a customer has adopted Anjuna. >> Yeah, so I think you're absolutely right. I think the clouds can put a lot more effort and expertise into bringing security than the data center. But you definitely have this sort of more sense of security in your data center because you own the full stack, right? It's your people, it's your servers, it's your networks in the cloud >> Savannah: It's in your house, so to speak. Yeah. >> Exactly. And the cloud is the third party managing all that for you. And people get very concerned about that, and to some extent for a good reason. Because if a breach happens regardless of whose fault it is, the customer's going to be the one sort of left holding the bag and dealing with the aftermath of the breach. So they're right to be concerned. In terms of what we do, once you run things in confidential computing, you sort of solve the core problem of security. One of the core problems of security has always been when somebody gets access to the infrastructure especially root access to the infrastructure, it's game over. They have access to everything. And a lot of how security's been built is almost like these bandaid solutions to try to solve. Like perimeter security is how do I make sure nobody gets access to the infrastructure if they don't need to, right? All these detection solutions is once they're in the infrastructure, how do I detect that they've done something they shouldn't have? A lot of the vulnerability management is how do I make sure everything is patched? Because if somebody gets access how do I make sure they don't get root access? And then they really get access to everything. And conversation computing solves all of that. It solves the root cause, the root problem. So even if somebody gets root access, even if somebody has full access to the infrastructure, they don't have access to anything, which allows you to one, essentially move anything you want to the public cloud regardless, of the sensitivity of it, but also get rid of a lot of these other sort of bandaid solutions that you use today to try to stop people from getting that access because it doesn't matter anymore. >> Okay. So cyber security is a one and a half trillion dollar industry, growing at over 10% a year. Are you saying that if organizations were to adopt confidential computing universally that industry would not be necessary? >> No, I think a lot of it will have to change with confidential computing. Exactly, like the computer industry changed with virtualization. If you had asked when VMware just got started if the data centers are going to like, "Oh, this is going to happen," I don't think anybody could have foreseen this. But this is exactly what virtualization did. Confidential computing will change the the security industry in a massive way, but it doesn't solve every security problem. What it essentially does is it moves the perimeter from the machine itself, which used to be sort of the smallest atom, to be around the workload. And what happens in the machine doesn't matter anymore. You still need to make sure that your workload is protected. So companies that make sure that you write secure code are still going to be needed. Plus you're going to need security for things like denial of service. Because if somebody runs, you know, gets access to their infrastructure, they can stop you from running but your data is going to be protected. You're not going to need any of these data protection solutions around the box anymore. >> Let's hang out there for a second. Where do you see, I mean what an exciting time to be you, quite frankly, and congratulations on all of your success so far. Where are we going in the next two to five years? >> Yeah, I think with confidential computing the first thing that this is going to enable is essentially moving everything to the public cloud. I think the number one concern with the cloud kind of like you mentioned, is security and privacy. >> Savannah: Right. >> And this essentially eliminates that need. And that's why the clouds are so excited about this. That's why AWS talks about it. And I think Steve Schmidt, the of CISO of Amazon, used to be the CISO of AWS, talks about confidential computing as the future of data security and privacy. And there's a reason why he does that. We've seen other clouds talk about this and push this. That's why the clouds are so excited about this. But even more so again, I think over time this will allow you to essentially remove a lot of the security tools that exist there, kind of reimagine security in a better way. >> Savannah: Clean it up a little bit. Yeah. >> Exactly. And over time, I think it's going to change the world of compute even more because one of the things this allows you to do is the closer you get to the edge, the more security and privacy problems you have. >> Savannah: Right. And so many variables. >> Exactly. And it's basically out there in the wild, and people can get physical access. >> Quite literally a lot of the time, yeah. >> Exactly. And what confidential computing does, it provides that complete security and privacy regardless of even if somebody has physical access, which will allow you to move workloads much closer to the edge or to the edge itself instead of sending everything back to your backend to process things. >> We have interviewed a number of security companies here during this event, and I have to say, confidential computing has never come up. They don't talk about it. Why is that? Is there an awareness problem? >> Savannah: Are they threatened? >> Yeah, so I think the biggest, and to some extent, this is exactly like I kept bringing up VMware. Like VMware's, you can think of Salesforce, when they talked about SaaS, they sort of embedded the concept of SaaS. No other company on the planet was talking about SaaS. They created a new category and now almost everything is SaaS. VMware with virtualization, right? Nobody was using it, and now, almost everything is virtualized. Confidential computing is a new way of doing things. It's basically a kind have to shift the way of how you think about security and how you think about privacy. And this is exactly what we're seeing. I don't expect other security companies to talk about this. And to some extent, one of the things I've realized that we're almost more of an infrastructure company than a security company, because we bake security to be part of the infrastructure. But we're seeing more and more the clouds talk about this. The CPU vendors talk about this. We talk to customers more and more. Like almost every large bank I talk to now has a confidential computing strategy for 2023. This is now becoming part of the mainstream. And yeah, security companies will have to adopt or die if they don't fit into that new world that it is going to create >> This is the new world order, baby, get on the train or get left behind. >> Ayal: Exactly. >> I love it. This is a really fascinating conversation and honestly what you're doing makes so much sense. Yeah, you don't need me to validate your business model, but I will, just for the sake of that. >> Thank you. >> We have a new challenge here at re:Invent on theCUBE where we are looking for your 30 second Instagram reel hot take, thought leadership. What's the biggest theme, key takeaway from the show or experience this year for you? >> Yeah, so for me, obviously focusing on confidential computing. I think this is just going to be similar to how no network was encrypted 10 years ago and today every network is encrypted with TLS and HTTPS. And how five years ago no disc was encrypted, and today every disc is encrypted with disc encryption. The one missing piece is memory. Memory is where data is exposed now. I think within a few years all memory is going to be encrypted and it's just going to change two industries: the security industry as well as the computer industry. >> Paul: Does that include cache memory? >> What's that? >> Does that include cache memory? >> That is encrypting the RAM essentially. So everything, this is the one last place where data is not encrypted, and that's exactly what confidential computing brings to the table. >> Are there any performance concerns with encrypting memory? >> That's a phenomenal question. One of the really nice things about confidential computing is that the heavy lifting is done by the hardware vendors themselves as part of the hardware and not part of the critical path in the CPU. It's very similar to the TLS acceleration cards, if you remember those, which allows us to be extremely, extremely performant. And that's why I think this is going to be for everything. Because every time we had a security solution that had no performance impact and was super simple to use it just became the default, because why wouldn't you use it for everything? >> Ayal, this has been absolutely fascinating. We could talk to you all day. Unfortunately, we're out of time. But really thank you so much for coming on the show. Now, we feel more confident in terms of our confidential computing knowledge and definitely learned a lot. Thank all of you for tuning in to our fantastic four day live stream at AWS re:Invent here in Sin City with Paul Gillin. I'm Savannah Peterson. You're watching theCUBE, the leader in high tech coverage. (gentle music)

>>Good Morning Cloud community and welcome back to Fabulous Las Vegas, Nevada, where we are at AWS Reinvent. It is day four here on the Cube. I'm Savannah Peterson with Lisa Martin. You are looking fantastic. Day four, we've done 45 interviews. How are you feeling? Oh, >>Great. I can't believe it's day four. The cube will be producing over 100 interviews. >>Impressive. Right >>On this stage where there are two sets, and of course we have the set upstairs as well. It's amazing how much content we've created, how many great conversations we've had, right? And the excitement around AWS and the, and the community. >>Yeah. I feel like we've learned so much together. Love co-hosting with you, and so excited for our first conversation this morning with Wira. Welcome, Tim and Kashmira, welcome to the show. How you doing? You both look great for day four. Thank >>You. Yeah, we're doing good. Great. We're doing good. Ready to go. Day four, let's go. >>That's the spirit. That's exactly the energy we need here on the cube. So just in case someone in the audience is not familiar, tell us about Wipro. >>So Wipro is a global consulting company and we help transform our customers and their businesses. >>Transformation's been a super hot topic here at the show, quite frankly a big priority, especially with cost cutting and everything else that's going on. How, how do you do that? How do you help customers do that? Has >>Me run? So we, we, so we have our A strategy, which we call our full stride cloud strategy. So particularly from a cloud perspective here, obviously with aws, we have end to end client services. So from high end strategic consulting through customer journeys, technology implementation, all the way through to our managed services. So we help customers with the end to end journey, particularly as here we're talking about cloud, but also business transformation as well. And we have, you know, a whole host of technologies. So about a few years ago we made an announcement around a billion investment in cloud casual and that Yeah, absolutely. A cool billion and just a cool billion. Yeah. And that pocket >>Change. Exactly. >>Right. And that investment. Over the last few years, we've acquired a number of really exciting companies like Capco, which is a consulting company in the financial services space. We've acquired design companies, a company called Design it, looking at customer journeys and user experience, and then also technology companies called Rising, which looks after the whole SAP space. So we've kind of got the end to end solutions and technologies. And then we also invest in what we call Wipro Ventures. These are really innovative, exciting startups. We invest in those companies to really drive transformation. And the final thing that really brings the whole thing together is that we have decades of experience in engineering. That's kind of the heart of where we come from. So that experience all of that together really helps our clients to transform their business. And particularly as we're talking about cloud helps us to transform the cloud. Now what we are really hoping is that we can help our clients become what we call intelligent enterprises, and we are focusing more and more on customer outcomes and really helping them with those business outcomes. >>Yeah. It doesn't matter what we do if there isn't that business outcome. >>Yeah. That's what it's all about. I'm curious, Tim, to get your, as the America's cloud leader, one of the things that, that our boss, John Furrier, who is the co CEO of the Cube, was able to do every year, he gets to sit down with the head of AWS for a preview of reinvent, right? He's been doing this for 10 years now, and one of the things that Adam Olitsky said to him, this is something about a week or so ago, is CIOs and CEOs are not coming to me to talk about technology. They wanna talk about transformation. Sure, yeah. Business transformation, not an amorphous topic of digital transformation. Are you hearing the same? >>Absolutely. Right. So I think this is my seventh reinvent, right? And I think six, seven years ago, the majority of the conversations you would've had are about technology, right? Great technology, but kind of technology for it to solve it problems. You know, how do I, how do I migrate, how do I modernize, how do I use data? How do I make all this stuff happen? Right now it's about how do I drive new business opportunities, new revenue streams, how do I drive more efficiencies through the manufacturing 2.0 or what have you, right? Yeah. One really good example, like take, take medical devices, right? So like a connected defibrillator, right? Anytime you're building a, what they call an IOT device or a connected device, right? You have four competing an edge device in the space, an edge device, yeah. Right? You have four competing elements, right? >>You've got form factor, power, connectivity and intelligence, and all those things compete, right? I can have all the power if I want, if I can have something as biggest as a tape, right? You know, I can have satellite if I, it gets right off if I can plug it in somewhere. But when you're talking about an implanted defibrillator, right? That, that all competes. So you have an engineering problem, an engineering challenge that's based on a device, right? And then it's gotta connect to the cloud, right? So you have a lot of AWS services, I ot, core device shadowing, all sorts of things. That individual patient then, so, so there's the engineering challenge of, okay, I wanna build a device, I gotta prototype it, I gotta design it, I gotta build it at scale, I have to support it. Then you have a patient, right? Which is the end goal of the business is the patient care. >>They have a console at home that connects to that defibrillator via Bluetooth, let's say. And that's where you get your device updates, just like your laptop, right? You know, now push from where updates to your chest. Yes. Device, ot. It's like, okay, I'm just gonna do this every Thursday, right? So now you've very quickly move to a patient experience and that patient experience will very greatly, right? You know, based on age and exposure to technology and all other sorts of things, how diligent they are. Do they do the update every week Right. To their primary care provider? And then what we're, we're also hearing, okay, so like Kashmira mentioned, we, we can, we can have that design discussion, right? Yeah. We can have the engineering device discussion with our device, device lab. Then we can have our, you know, what's the, what's the patient experience, but then broader, what's the patient experience as they move, as we all do through a healthcare, that's a healthcare network, it's a provider network, it's a series of hospitals and providers. So what does that big picture and ecosystem look like? And it's, you haven't heard me mention server or data center or any of that stuff? No. Right? This is >>The most human anecdote we've had on >>Show. Fantastic. This >>Sidebar. Okay. I mean it great. Keep going. It's wonderful. And it's, and it's, it's fascinating because none of this happens or is possible without cloud and, and the type of services that AWS is, is releasing out into their, into their, into their, into the world, right? But it very quickly moves from technology to human. It very quickly moves from individual to ecosystem to to, to partner and culture and, you know, society, right? So, so these are the types of conversations we're having. I mean, this is kind of stuff that gets me outta bed in the morning. So it's great, right? It's great that, I love that. It's great that we've moved, we moved into that space. >>Well, it's, I mean the human element is so important. Every, every company has to be a data company. Hospitals, absolutely. Grocery stores, retailers, you name it. And what we're seeing is this, and we talk about data democratization all the time. Well, another thing that Adam Slosky told John Furrier is that the role of, of data analysts is gonna, is going to change, maybe go away or the, or the term because data needs to be everywhere. The doctors need the data. Absolutely. Every person in the organization needs to be able to analyze data to deliver outcomes. >>Yeah, absolutely. Yeah. And it's fundamental part of our strategies. And when we are looking at, you know, data is everywhere, you need to really think about how do you align to it. But we are looking at it from an industry perspective. So when we're looking at solutions for our clients, we're looking at how do we deliver data solutions for our bank? How do we deliver data solutions in healthcare? How do we deliver data solutions in various different industry? So >>Many different verticals that you're >>Touching. Yeah, all the different verticals. So that's, you know, we have like a four point strategy industry is the first one. So we have been really worked with a lot of clients around migrations and modernizations. What we're moving to now is really this industry play. So this week we've spent a lot of time with our energy and utilities clients and the AWS practice at banking and financial services, which is a very significant part of our business. Also cloud automotive. This is a really, really, you know, the fascinat, this is so exciting, but the fundamental part of that, it's very, is data, right? It's all hits on data. So it was really great to hear some of the announcements this week around the data piece announcements just for me, that's really exciting. Yeah. A couple of other things that when we're thinking about our overall focus and strategy is, you know, looking at business transformation is, as you mentioned, is the ecosystem. >>So how do we bring all this together? And it's really, we see ourselves as an ecosystem orchestrator, and we are really here to look at leveraging our relationship with the best partners. We've actually met 17 partners here this week and had client sessions with them. And that's, you know, working with the license of Snowflake and Data Break in the, in the data space, our long term partners like sap, ibm, VMware, and you know, and new partners like Con. And we are looking at how do we bring the best of this ecosystem orchestration so that to support those client business outcome. Sure. And then one final sort of pillar, sorry, is talent, right? So the biggest thing that everyone is thinking about and we all think about every single day is talent. So we've done two really exciting things this year. One has been around our own talent. >>So we've really looked at our own internal influences, people who are speaking to our clients every single day. Not so much the technology people, but the client people speaking to the client. And we've really raised the level of cloud fluency with these people so that they can really start to have that discussion. You know, and our clients, you know, they know this technology way better than us, you most of the time. And then secondly, we actually announced last week and, and you initiative, which we are calling skill skills, which is very well known to our AWS clients because AWS provide this skill, skill concept to their clients. But we are the first partner to do the skills. Skills Yeah. From a partnering perspective. And this is really gonna transform. So it's not just about training and enablement, it's actually about creating a journey for you to, you know, do your best work. >>Tim, what, how do you define cloud fluency? We were actually talking about it yesterday. Sure, sure. Yeah. And, and really kind of bringing that across an organization, but what, what does it take for an individual who may not be a technologist to become cloud fluent? >>Sure. Well, there's a couple, there's a couple angles to that, right? One is, one is how do you create cloud fluency for people who might already be technical, right? And that's, and that's, you know, I've spent over a decade with, you know, boutique disruptive consulting companies who live and die by whether they can attract and retain talent. And there's sort of four elements to that. It's, can you, can you show people they're gonna work on interesting stuff, right? Are they gonna be excited about what they do? Can you show that they're gonna expand their skill sets? Yep. Can you show them a career path? And you can, can you surround all of that with a supportive engineering first culture, right? That, you know, rewards for outcomes, but also creates this sort of community, right? Yeah. That's, that's one thing that sort of, you know, that that will be a natural entropy, people will be attracted to that. On the other side of it, as you create fluency, you kind of do it with the conversation that I just had, like around something like medical devices or something like the cloud car. When you just say, look, you start with something everybody already knows, right? We all know what patient care is like. We all know what autonomous vehicles is kind of like, right? And you work backwards from that and say, now here's, here's how all the pieces stitch together to create this end outcome for, for us and for our customers, for >>The, you know, I'm speaking my language, Tim. So I run a boutique consultancy, my talent go, I live and die on that. Quite frankly. It's everything, right? And, and it's so, wow, it's so important. I mean, in eliminating that churn at scale, how big is your team? Now I'm just thinking about this cause I'm sure you're, your talent retention has to be a challenge as well. Sure. >>So, so we have 25,000 woo professionals on aws trained on, you know, tech cloud technologies globally. Impressive. Yeah. And then we have, in terms of our go to market team, we've got 50 strong as well. Well, so we, these are people who are live and breathe aws, right? And speaking and working with the cloud. >>Let's hang out there a little bit. Tell us a little bit more about the partnership with aws. Cast me, >>Let's go to you. Yeah, so our partnership is, you know, it's 11 years strong. It's been an and a really, really great partnership's. >>How longs >>That's true. Yeah. >>No, is you, were, you're, you're like day ones there. That's Yeah. Real legacy it. >>Awesome. You know, this year excitingly, we actually won the APJ partner of dsi, partner of the year. Congratulations. >>Really casual. >>Yeah. Just like >>Married the lead there. Congratulations. >>Yeah. So that really is testament to how we're really knuckling down and working proactively to, to really support our clients. And, you know, the, the partnership is a really, really strong partnership. It's been there for many years with, you know, great solutions and engagement and many of the things I talked about in terms of our industry plays that we're driving. We've got a whole new set of competencies that we've launched, like a new energy competency this year. So we're focusing on industry and then also security, two new security competencies. And you know, what's really exciting on the security side, you saw the announcements around the security data lake, but we've been working over the last few months with Gary, me and his team, and actually are one of the first partners that are driving that initiative. So we're really proud to be part of that. So yeah. You know, and then there's a client engagement as well. So we have a dedicated team at AWS that works with our dedicated team. So we're supporting the client's needs day to day. >>Are you as customer obsessed as AWS is? Absolutely. I >>Figured so. Absolutely. Everything's about the customer. Nothing happens about >>That. Right? Well, you talked about outcomes, it's all about outcomes. >>Well, and I mean, quite literally going for the heart with the defibrillator analogy. No, I mean, you tell the customers at the heart of what you're doing, part of everything. Can't resist a good pun there. So as I warned you, we have a little challenge for you here on the cube. We're looking for your hot take your 32nd sound bite thought leadership. What's the biggest takeaway from the event and moving forward, looking into 2023? Tim, you're giving me that eye contact. I'm going to you first, >>Right? Okay, sure. Love to. So I don't know how hot a take it is, but I kind of see this transition as cloud, as the operating system, right? So, so let's take the, the what we call the cloud car project. We have the connected car. You know, a car is a durable good, and we all know, or there's been a lot of talk about the electric cars or the autonomous vehicles being like more of a computer than a vehicle, right? But a vehicle's supposed to last 10, 15, 20 years. Our laptops don't last 10, 15, 20 years. So there's this cell, there's this major challenge to say, how can I, how can I change the way the technology operates within the vehicle? So you see this transition to where instead of it being a car that, that has a computer, then it, the, the, the latest transition is to more of a computer that, that operates like a car. >>This new vehicle that's going to emerge is gonna be much like a cell phone, right? Where it, it traverses the world and depending on where it is, different things might be available, right? And, and how and how, how the actual technology, the software that is running will, will be, you know, sort of amorphous and move between different resources in the network on the car, everywhere else. And so that's a really different way of thinking about if, if we think about how quickly the Overton window, like what becomes normal, it changes over time. We're really getting to like a very fast movement of that into something like this vehicle's still gonna be something that we don't even maybe think of as a car anymore. Just the way that an iPhone isn't what we used to think of a phone at our >>Pocket computer. Yeah. What's in the mirror part? Great. >>That's kind my >>Take. Awesome. Right? Catch me man. >>Yeah, and I mean I, if I was to suggest that, you know, summarize it by simply, for me it's really focusing on industry solutions, delivering client outcomes, fundamentally underpinned by data security and sustainability. You know, I think Nailed it. >>Yeah. Knock it outta the park. Perfect little sound bite. That was fantastic. You both were a wonderful start to the day. Thank you so much for being here. Tim and Kashmir, absolute >>Pleasure. >>This is, this is a joy. We're gonna keep learning here on the cube. And thank all of you for tuning in to our fabulous AWS reinvent coverage here from Sin City with Lisa Martin. I'm Savannah Peterson and you are watching The Cube, the leader in high tech coverage.

(bright, upbeat music playing) >> Hello, Brilliant Cloud community and welcome back to AWS re:Invent, where we are live all day everyday from the show floor, here in Las Vegas, Nevada. I'm Savannah Peterson joined by my beautiful co-host, Lisa Martin here on theCUBE. Lisa, you're smiling, you're radiating, day three, you would think it was day one. How you doing? >> Amazing. I can't believe the energy that has been maintained >> It's been a theme. on this show floor, since Monday night at 4:00 pm. >> I know, and I kind of thought today we might see some folks trickling out. It is packed, as our guests and I were, we were all just talking about, right before the segment, almost too packed which is a really great sign for AWS. >> It is. We're hearing north of 55,000 people here. And of course, we only get a little snapshot of what's at the Venetian. >> Literally this corner, yeah. We don't get to see anything else around The Strip, that's going on, so it's massive. >> Yeah, it is very massive. I'm super excited. We've got two guests from Infosys with us on this last segment from this stage today. David and Anant, welcome to the show. How you doing? >> Awesome. >> You're both smiling and I am really excited. We have our first prop of the show, (David and Anant laughing) and it's a pretty flashy, sexy prop. Anant, what's going on here? >> Oh, so this is something that we are very proud of. Last year we won one award, which was very special for us because it was our first award with AWS, and that was, "The Industry Partner of The Year Award." And on the back of that, this year we won three awards and this is super awesome for us, because all of them are very special. One was in collaboration, second was in design, and third was in sustainability. So we are very proud, and we thank AWS, and it's a fantastic partnership. >> Yeah, congratulations. >> Anant: Yes. I mean that's huge. >> Yes, it's absolutely huge. And the second one is, we are the Launch Partner for MSK, which again is a very proud thing for us. So I think those are the two things that we wanted to talk about. >> How many awards are you going to win next year then? (all laughing) >> We want to target more than three. (Savannah chuckles) >> Keep it going up. >> Probably five, right? >> So it's the odd numbers, one, three, five, seven, ten. Yeah. Yeah. Yeah. >> Savannah: There you go. >> I think we got that question last year and we said we'd get two, and we ended up over-delivering with three, so who knows? >> Hey, nothing wrong with setting the bar low and clearing it. And I mean, not setting it low, setting it with one and clearing it with three is pretty fantastic. We talk about it as an ego thing sometimes with awards and it feels great for internal culture, but David, what does it mean on the partnership side to win awards like that? >> So what's really important for us with our partners is to make sure that we're achieving their goals, and when their goals are achieved in our partnership it's just the byproduct that we're achieving our own with our clients. The awards are a great representation of that to see, you know, again, being recognized in three different categories really shows that we've had success with AWS, and in turn, you know, Anant and I can attest to it. We've been very successful at the partnership on our side. >> Yeah, and I bet it's really exciting for the team. Just speaking for Energy (indistinct) >> And there's celebration, you know, there's been a few cocktails being raised... >> Has there? In Las Vegas? >> David: I know. Cocktails? >> Lisa Martin: Shocking! I'm shocked! >> Lisa Martin: I know! (all laughing) I wouldn't mind one right now to be really, really honest. Let's dig into the product a little bit. Infosys Cobalt. What's the scoop, Anant? >> Yeah, so first of all, we were the first ones to actually launch a Cloud brand called Cobalt, right? We were the first ones in the world. In fact, one of our competitor followed us soon after. So essentially what we did was we brought all our Cloud offerings into one brand called Cobalt. It becomes very clear to our customers on what our proposition is. It is very consistent to the market in terms of what our narrative is. And it's a little easy for our customers to understand what we bring to the table. So Cobalt is not one product or what one platform it's a set of services, solutions and platforms that we bring to accelerate customer's journey where they're leveraging Cloud. So that's what Cobalt is. >> Awesome, everyone wants to do everything faster. >> Yes. >> Lisa Martin: Yeah. >> And the booth was packed. I walked by earlier, it was absolutely buzzing. >> Yes. >> Yeah. Nobody wants to do, you know, wants less data slower. >> Anant: Yes. (Savannah laughs) >> It's always more faster. >> Anant: More faster. And we're living in this explosion unlike anything this swarm of data unlike anything that we've ever seen before. Every company, regardless of industry has to be a data company. >> Anant: Yes. But they have to be able to work with the right partners to extract, to first of all harness all that data, extract insights in real time, because of course on the consumer side we're not patient anymore. >> Anant: Yes. We expect a personalized, realtime, custom experience. >> Anant: Absolutely. >> How do you work with AWS to help deliver that and how do the partners help deliver that as well? >> Well I'll start with on the partner side of it. You walk through the hallways here or down the aisles you see partners like MongoDB, Snowflake, Databricks and such, they're all attesting their commitment and their strong partnership with AWS, and coincidentally they're also very good partners of our own. And as a result... >> Savannah: One big happy family here at AWS when you met. >> And this is something that I'm calling, coining the phrase sub-ecosystems. These are partnerships where one is successful with each other, and then the three come together, and we go together with an integrated solution. And it's really taking off. It's something that's really powerful. The fun thing about re:Invent here is isn't just that we're having amazing discussions with our clients and AWS, but we're also having with the other partners here about how we can all work together so... And data analytics is a big one, security is another hot one-- >> Lisa Martin: Security is huge. >> Savannah: Yeah. Cost optimization from the start. >> Absolutely. And Ruba was saying this, right? Ruba said, like she was giving example of a marathoner. Marathon is not a single man or a single woman sport, right? So similarly Cloud journey is a team's, sort of you know, team journey, so that's why partners play a big role in that and that's exactly what we are trying to do. >> So you guys get to see a lot of different companies across a lot of different industries. We're living in very interesting times, how do you see the Cloud evolving? >> Oh, yeah. So what we did when we launched Cobalt in 2020 we have now evolved our story. We call it Cobalt 2.0. And essentially what we wanted to do was to focus on industry Clouds. So it's not just about taking a workload and moving it from point A to point B or moving data to Cloud or getting out of data centers, but it's also being very specific to the industry that this specific customer belongs to, right? So for example, if we go to banking they would say we want to better our security posture. If we go to a retailer they want to basically have smart stores. If we go to a manufacturing customer they want to have a smart factory. So we want to make sure that there are specific industry blueprints and specific reference architectures that we bring and start delivering outcomes. So we call it something called... >> Savannah: I know you're hot on business outcomes. >> Yes. >> Savannah: Yes. So we call it something called the link of life forces. So there are six technologies; Cloud, Data, Edge, IOT, 5G, and AI. They will come together to deliver business outcomes. So that's where we are heading with Cobalt 2.0, And that's essentially what we want to do with our customers. >> Savannah: It's a lot to think about. >> Yes. >> David: Yes. >> And, yeah, go for it David. >> I was just saying from a partnering perspective, you know prior to Cloud, we were talking about transactional type businesses where if you ask a technology company who their partner is its generally a reseller where they're just basically taking one product and selling it to their client. What's happened with cloud now it's not about the transaction upfront it's about the actual, you know, the consumption of the technology and the bringing together all of these to form an outcome, it changes the model dramatically, and quite honestly, the global system integrators like Infosys are in great position because we can pull that together to the benefit of our partners, put our own secret sauce around it and take these solutions to market and drive consumption because that's what the Cloud's all about. >> Right. Well, how are you helping customers really treat Cloud as a strategic focus? You know we often hear companies talk about we're Cloud first. Well not everything belongs in the Cloud. So then we hear companies start talking about being Cloud smart. >> Anant: Yes. How are you helping, and so we'll go with that. How are you helping enterprises really become Cloud smart and where is the partner angle? So we'll start with you and then we'll bring the partner angle in. >> Oh yeah, big time. I think one of the things that we have been educating our customers is Cloud is not about cost takeout. So Cloud is about innovation, Cloud is about growth. And I'll give two examples. One of the beauty products companies they wanted to set up their shop in US and they said that, you know, "we don't have time to basically buy the infrastructure, implement an ERP platform, and you know, or roll it out, test it and go into production. We don't have so much time. Time to market is very important for us." And they embarked on the Cloud journey. So expanding into new market, Cloud can play a big role. That is one of the ways to expand and you know, grow your business. Similarly, there is another company that they wanted to go into retail banking, right? And they didn't have years to launch a product. So they actually use AWS and it's a joint Infosys and AWS customer. A pretty big bank. They launched retail banking and they did it in less than six months. So I think these are some of the examples of cloud not being cost takeout but it's about innovation and growth. So that's what we are trying to tell customers. >> Savannah: Big impacts. >> Big impact. Yes, absolutely. >> And that's where the Cobalt assets come into play as well. You know, as Anant mentioned, we have literally thousands of these industries specific and they're derived in a lot of cases in partnership with the companies you see down the aisles here, and AWS. And it accelerates the deployments and ensures a successful adoption, more so than before. You know, we have clients that are coming to us now that used to buy, run their own procurement. You know they would have... Literally there was one bank that came to us with a over a hundred products >> The amount of work. I'm just seeing it... >> A list of a hundred products. Some they bought directly from a vendor, some they went through a distributor, some they went through a reseller and such, >> Savannah: It's so ad-hoc. And they're looking at this in a completely different way and they're looking to rationalize those technologies, again, look for companies that will contract for a business outcome and leverage the cloud and get to that next era, and it's a fun time. We're really excited. >> I can imagine you're really a part of the transformation process for a lot of these companies. >> Anant: Absolutely. Anant when we were chatting before we went live you talked about your passion for business outcomes. Can you give us a couple examples of customers or business outcomes that really get you and the team excited? Same thing to you David, after. >> Well, absolutely. Even our contractual structures are now moving into business outcomes. So we are getting paid by the outcomes that we are delivering, right? So, one of the insurance customers that we have we actually get paid by the number of claims that we process, right? Similarly there is a healthcare customer where we actually get paid by the number of customers that we cater to from a Medicare and Medicaid standpoint, right? >> Savannah: Tangible results processed and projected-- >> Successful process of claims. >> Interesting. >> Anant: Exactly. >> Yeah. (indistinct) reality. >> Yeah, reality, (chuckles) What a novel idea. >> Yeah. (Savannah and Lisa chuckle) >> One of the great examples you hear about airplane engines now that the model is you don't buy the engine, you basically pay for the hours that it's used, and the maintenance and the downtime, so that you take the risk away. You know, you put that in the context of the traditional business. You're taking away the risk of owning the individual asset, the maintenance, any of the issues, the bug fixes. And again, you're partnering with a company like Infosys, we'll take on that based upon our knowledge and based upon our vast experience we can confidently contract in that way that, you know, years ago that wasn't possible. >> Savannah: It's kind of a sharing economy at scale style. >> David: Exactly. >> Anant: Absolutely. >> Yeah, which is really exciting. So we have a new challenge here on theCUBE this year at re:Invent. We are looking for your 32nd Instagram real sizzle soundbite. Your hot take, your thought leadership on the biggest theme or most important thing coming out of this year's show. David, we'll start with you. We've been starting with Anant, so I'm going to go to you. We're making eye contact right now so you're in the hot seat. (all laugh) >> Well, I think there was a lot of time given to sustainability on the stage this week, and I think that, you know, every CEO that we talk to is bringing that up as a major priority and that's a very important element for us as a company and as a service provider. >> Savannah: I mean, you're obviously award winning in the sustainability department. >> Exactly. Nice little plug there. >> Yeah. >> You know, and I think the other things that have come up we saw a lot about data analytics this week. You know, I think new offerings from AWS but also new partnerships that we're going to take advantage of. And again, security has been a hot topic. >> Absolutely. Anant, what's your hot take? >> Yeah. I think one very exciting thing for partners like us is the re-imagining that is being done by Ruba for the partners, right? The AWS marketplace. I think that is a big, big thing that I took out. Of course, sustainability is huge. Like Adam said, the fastest way to become sustainable is to move to Cloud, right? So rather than overthinking and over-engineering this whole topic just take your workloads and move it to Cloud and you'll be sustainable, right? So I think that's the second one. And third is of course cybersecurity. Zscaler, Palo Alto, CrowdStrike, these are some of the big companies that are at the event here, and we have been partnering with them. Many more. I'm just calling out three names, but many more. I think cybersecurity is the next one. So I think these are three on top of my mind. >> Just a few things you casually think about. That was great. Great responses from both of you Anant, David, such a pleasure to have you both with us. We hope to have you back again. You're doing such exciting things. I'm sure that everything we talked about is going to be a hot topic for many years to come as people navigate the future as well as continue their business transformations. It is always a joy to sit next to you on stage my dear. >> Likewise. And thank all of you, wherever you're tuning in from, for joining us here at AWS re:Invent live from Las Vegas, Nevada. With Lisa Martin, I'm Savannah Peterson, and for the last time today, this is theCUBE, the leader in high tech coverage. (bright, upbeat music playing)

>>Hello, brilliant cloud community and welcome back to AWS Reinvent, where we are live all day every day. From the show floor here in Las Vegas, Nevada. I'm Savannah Peterson, joined by my beautiful cohost Lisa Martin here on the cube. Lisa, you're smiling. You're radiating Day three. You would think it was day one. How you doing? >>Amazing. I can't believe the energy that has been maintained omni show floor since Monday night at 4:00 PM >>I know. And I, I kind of thought today we might see some folks trickling out. It is packed as our, as our guests and I were, we were all just talking about right before the segment, almost two packed, which is a really great sign for aws. It is. We're >>Hearing worth of 55,000 people here. And of course we only get a, a little snapshot of which literally >>This corner, >>We don't get to see anything else around the strip that's going on. So it's massive. Yeah, >>It is a very massive, I'm super excited. We've got two guests from Infosys with us on this last segment from this stage today. David and Anant, welcome to the show. How you doing? >>Awesome. >>You're both smiling and I am really excited. We have our first prop of the show and it's a pretty flashy, sexy prop. Anant, what's going on here? >>Oh, so this is something that we are very proud of. Last year we won one award, which was very special for us because it was our first award with aws and that was the industry partner of the year award. And on the back of that, this year we won three awards. And this is super awesome for us because all of them are very special. One was in collaboration, second was in design, and third was in sustainability. So we are very proud and we thank AWS and it's a fantastic partnership. Yeah. And >>Congratulations. Yes. I mean that's >>Huge. Yes, it's absolutely huge. And the second one is we are the launch partner for msk, which again is a very proud thing for us. So I think those are the two things that we wanted to talk about. >>How many awards are you gonna win next year then? >>Do you want to target more than three? >>So we keep going up probably fine, >>Right? I >>Love, >>That's the odd numbers. 1, 3, 5, 7, 10. There you go. >>Yeah, >>I think you, we got that question last year and we said we get two and we ended up overdelivering with three. So who >>Knows? Hey, nothing. Nothing wrong with the setting the bar low and clearing it and I mean, not setting it low, setting it with one and clearing it with three is pretty fantastic. Yes, yes. We talk about it as an ego thing sometimes with awards and it feels great for internal culture. But David, what does it mean on the partnership side to win awards like that? So >>What's really important for us with our partners is to make sure that we're achieving their goals and when, when their goals are achieved in our partnership, it's just the byproduct that we're achieving our own with our clients. The awards are a great representation of that to see, you know, again, being recognized three in three different categories really shows that we've had success with AWS and in turn, you know, know and not, I can attest to it, we've been very successful with the partnership on our side. >>Yeah. And I bet it's really exciting for the team. Just speaking for energy, are your >>Team sponsor? Absolutely. There's celebration, you know, there's been a few cocktails being raised >>In Las Vegas >>Cocktail. Oh, >>I wouldn't mind one right now to be really be really honest. Let's dig into the, into the product a little bit. Infosys Cobalt, what's the scooping on? >>Yeah, so first of all, we were the first ones to actually launch a cloud brand called Cobalt. Right? We are the first ones in the world. In fact, one of our competitor followed us soon after. So essentially what we did was we brought all our cloud offerings into one brand called Cobalt. It becomes very clear to our customers on what our proposition is. It is very consistent to the market in terms of what our narrative is. And it's little easy for our customers to understand what we bring to the table. So is not one product or one platform. It's a set of services, solutions and platforms that we bring to accelerate customers journey where they're leveraging cloud. So that's what Cobalt is. >>Awesome. Everyone wants to do everything faster. Yes. And Booth was packed. I walked by earlier, it was absolutely buzzing. Yes. >>Yeah. Nobody wants to do it, you know, wants less data slower. Yes. Always more faster. More faster. And we're living in this explosion unlike anything, this swarm of data, unlike anything that we've ever seen before. Yes. Every company, regardless of industry, has to be a data company. Yes. But they have to be able to work with the right partners. Absolutely. To extract, to first of all, harness all that data. Yes. Extract insights in real time. Yes. Because of course, on the consumer side, we're not patient anymore. Yes. We expect a personalized, real time custom experience. Absolutely. How do you work with AWS to help deliver that and how do the partners help deliver that as well? >>Well, I'll start with on the partner side of it. You walk through the hallways here or down the aisles, you see partners like MongoDB, snowflake, data Bricks and and such. They're all attest their commitment and their strong partnership with aws. And coincidentally, they're also very good partners of our own. And as a result, what >>Big happy family here at AWS when you >>Met? Yes, and this, this is something that I'm, I'm calling coining the phrase sub ecosystems. These are partnerships where one is successful with each other and then the three come together and we go together with an integrated solution. And it's really taking off. It's something that's really powerful. The, the fun thing about, you know, reinvent here is it's just that we're having amazing discussions with our clients and aws, but we're also having it with the other partners here about how we can all work together. So, and data analytics is a big one. Security is another hot one. This is huge. >>Yeah. Optimization. >>The absolutely. And I, and Ruba was saying this, right? Ruba said like she was giving example of a marathon or Marathon is not a single man or a single woman sport. Right? So similarly cloud journey is a team's sort of, you know, team journey. Yeah. So that's why partners play a big role in that and that's exactly what we are trying to do. >>So you guys get to see a lot of different companies across a lot of different industries. We've, we're living in very interesting times. How do you see the cloud evolving? >>Oh yeah. So, so what we did when we launched Cobalt in 2020, we have now evolved our story, we call it Cobalt 2.0. And essentially what we want to do was to focus on industry clouds. So it's not just about taking a workload and doing it from point A to point B or moving data to cloud or getting out of data centers, but also being very specific to the industry that this specific customer belongs to. Right? So for example, if you go to banking, they would say, we want to better our security posture. If you go to a retailer, they want to basically have smart stores. If we go to a manufacturing customer, they want to have a smart factory. So we want to make sure that there are specific industry blueprints and specific reference architectures that we bring and start delivering outcomes. So we have, we call it something called, >>I know you're hot on business outcomes. Yes, yes. >>So we call it something called the link of life forces. So there are six technologies, cloud, data Edge, iot, 5g, and ai. They will come together to deliver business outcomes. So that's where we are heading with Cobalt 2.0. And that's essentially what we want to do with our customers. >>That's a lot to think about. Yes. And yeah, go for it. >>David. I just say from a partnering perspective, you know, prior to cloud we were talking about transactional type businesses where if you ask a technology company who their partner is, is generally a reseller where they're just basically taking one product and selling it to their, their client. What's happened with cloud now, it's not about the transaction up front, it's about the, the actual, you know, the consumption of the technology and the bringing together all of these to form an outcome. It changes the model dramatically. And, and quite honestly, you know, the global system integrators like emphasis are in a great position cuz we can pull that together to the benefit our of our partners put our own secret sauce around it and take these solutions to market and drive consumption. Cuz that's what the cloud's all about. >>Absolutely. Right. How are you helping customers really treat cloud as a strategic focus? You know, we, we often hear companies talk about we're we're cloud first. Well, not everything belongs in the cloud. So then we hear companies start talking about being cloud smart. Yes. How are you helping? And so we'll go with that. How are you helping enterprises really become cloud smart and where is the partner angle? So we'll start with you and then we'll bring the partner angle in. >>Sure. Oh yeah, big time. I think one of the things that we have been educating our customers is cloud is not about cost takeout. So cloud is about innovation, cloud is about growth. And I'll give two examples. One of one of the beauty products companies, they wanted to set up their shop in us and they said that, you know, we don't have time to basically buy the infrastructure, implement an er p platform and you know, or roll it out, test it, and go into production. We don't have so much time, time to market is very important for us. And they embarked on the cloud journey. So expanding into new market cloud can play a big role. That is one of the ways to expand and, you know, grow your business. Similarly, there is another company that they, they wanted to get into retail banking, right? And they didn't have years to launch a product. So they actually use AWS and it's a joint infos and AWS customer, a pretty big bank. They launched into, they launched retail banking and they did it in less than six months. So I think these are some of the examples of, wow, it's Snap Cloud not being cost takeout, but it's about innovation and growth. So that's what we are trying to tell >>Customers. Big impacts, big impact. >>Absolutely. And that's where the, the Cobalt assets come into play as well. We, you know, as as not mentioned, we have literally thousand of these industries specific, and they're derived in, in a lot of cases in, in, in partnership with the, the companies you see down the, the aisles here and, and aws. And it accelerates the, the, the deployments and ensures a accessible adoption more so than before. You know, we, we have clients that are coming to us now that used to buy, run their own procurement. You know, they, they would have literally, there was one bank that came to us with a over a hundred, >>The amount of work. Yeah. >>A list of a hundred products. Some they bought directly from a, a vendor, some they went through a distributor, something went through a, a seller and such. And they're, they're, now they're looking at this in a completely different way. And they're looking to rationalize those, those technologies, again, look for companies that will contract for a business outcome and leverage the cloud and get to that next era. And it's, it's a, it's a fun time. We're really excited. >>I can imagine you, you're really a part of the transformation process for a lot of these companies. Absolutely. And when we were chatting before we went live, you talked about your passion for business outcomes. Can you give us a couple examples of customers or business outcomes that really get you and the team excited? Same thing to you, David, after. Yeah, >>Well, absolutely. Even our contractual structures are now moving into business outcomes. So we are getting paid by the outcomes that we are delivering, right? So one of the insurance customers that we have, we actually get paid by the number of claims that we process, right? Similarly, there is a healthcare customer where we actually get paid by the number of customers that we cater to from a Medicare and Medicaid standpoint, right? >>Tangible results versus >>Projected forecast. Successful process of >>Claims. That's interesting. Exactly. Yeah. I love reality. Yeah, reality. What a novel idea. Yeah. >>One of the great examples you hear about airplane engines now that the model is you don't buy the engine. You basically pay for the hours that it's used and the maintenance and the downtime so that they, you take the risk away. You know, you put that in the context of a traditional business, you're taking away the risk of owning the individual asset, the maintenance, any, any of the issues, the bug fixes. And again, you're, you're partnering with a company like Emphasis will take on that based upon our knowledge and based upon our vast experience, we can confidently contract in that way that, you know, years ago that wasn't possible. >>It's kind of a sharing economy at scale style. >>Exactly. Absolutely. >>Yeah. Which is really exciting. So we have a new challenge here on the cube this year at ve We are looking for your 32nd Instagram real sizzle sound bite, your hot take your thought leadership on the, the biggest theme or most important thing coming out of this year's show. David, we'll start with you. We've been starting with it on, I'm to go to you. We're making eye contact right now, so you're in the hot seat. >>Well, let's, I I think there's a lot of time given to sustainability on the stage this week, and I think that, you know, every, every CEO that we talk to is bringing that up as a major priority and that's a very important element for us as a company and as a service >>Provider. I mean, you're obviously award-winning and the sustainability department. Exactly. >>Yes. Nice little plug there. You know, and I, I think the other things that have come up, we saw a lot about data analytics this week. You know, I think new offerings from aws, but also new partnerships that we're gonna take advantage of. And, and again, security has been a hot topic. >>Absolutely. And not, what's your hot take? >>Yeah. I think one, one very exciting thing for partners like us is the, the reimagining that is being done by rhu for the partners, right? The AWS marketplace. I think that is a big, big thing that I took out. Of course, sustainability is huge. Like Adam said, the fastest way to become sustainable is to move to cloud, right? So rather than overthinking and over-engineering this whole topic, just take your workloads and move it to cloud and you'll be sustainable. Right. So I think that's the second one. And third is of course cyber security. Zscaler, Palo Alto, CrowdStrike. These are some of the big companies that are at the event here. And we have been partnering with them many more. I'm just calling out three names, but many more. I think cyber security is the next one. So I think these are three on top of my mind. >>Just, just a few things you casually think about. That was great, great responses from both of you and David, such a pleasure to have you both with us. We hope to have you back again. You're doing such exciting things. I'm sure that everything we talked about is gonna be a hot topic for many years to come as, as people navigate the future, as well as continue their business transformations. It is always a joy to sit next to you on stage. Likewise. Thank you. And thank all of you wherever you're tuning in from. For joining us here at AWS Reinvent Live from Las Vegas, Nevada, with Lisa Martin. I'm Savannah Peterson. And for the last time today, this is the cube, the leader in high tech coverage.

(upbeat sparkling music) >> Hello everyone and welcome back to our wall-to-wall coverage of AWS re:Invent. We are live from the show floor here in fabulous Las Vegas, Nevada. My name is Savannah Peterson, here with my cohost John Furrier on theCUBE. John, end of day three. You're smiling. >> Yeah. >> You're still radiating energy. Is it, is it the community that's keeping your, your level up? >> It's just all the action. We've got a great special guest joining us for the first time on theCUBE. It's going to be great and Serverless wave is hitting. More and more Serverless embedded into the like, things like analytics, are going to make things tightly integrated. You can see a lot more kind of tightly coupled but yet still cohesive elements together being kind of end-to-end, and again, the, the zero-ELT vision is soon to be here. That and security, major news here at Amazon. Of course, this next segment is going to be awesome, about the modernization journey. We're going to hear a lot about that. >> Yeah, we are, and our next guest is also an extraordinarily adventurous one. Please welcome Joe from Arc XP. Thank you so much for being here. >> Thanks for having me. >> Savannah: How this show going for you? >> It's been great and you know, it's the end of the day but there's so much great energy at the show this year. >> Savannah: There really is. >> It's great walking the halls, seeing the great engineers, the thought leaders, including this session. So, it's been really a stimulating time. >> What do you do at Arc, what do you, what's your role? >> So, I'm Vice President of Technology and Product Development. I recently joined Arc to lead all the product development teams. We're an experience platform, so, in that platform we have content tools, we have delivery tools, we have subscription tools. It's a really exciting time in all those spaces. >> John: And your customer base is? >> Our customers today started with publishers. So, Arc XP was built for the Washington Post's internal needs many years ago and word got out about how great it was, built on top of the AWS tech stack and other publishers came and started licensing the software. We've moved from there to B2C commerce as well as enterprise scenarios. >> I think that's really interesting and I want to touch on your background a little bit here. You just mentioned the Washington Post. You have a background in broadcast. What was it, since you, since you are fresh, what was it that attracted you to Arc? What made you say yes? >> Yeah, so I spent a little under 10 years building the Associated Press Broadcast Newsroom Tools, some of them that you have used for many years, and you know, one of the things that was really exciting about joining ARC, was they were cloud native and they were cloud native from the start and so that really gave them a leg up with how quickly they could innovate, and now we see developers here at re:Invent be able to do custom Lambdas and new extensibility points in a way that, really, no one else can do in the CMS space >> Which, which is very exciting. Let's talk a little bit about your team and the development cycle. We've touched a lot on the economic uncertainty right now. How are things internally? What's the culture pulse? >> Yeah, so the return to work has been a thing for us, just like- >> Savannah: Are you back in office? >> All of them. We actually have a globally distributed team, and so, if you happen to be lucky enough to be in Washington, DC or Chicago or some of our other centers, there's an opportunity to be in the office, but most of our engineers work remotely. One of the exciting things we did earlier this year was ARC week. We brought everyone to DC to see each other face-to-face, and that same energy you see at re:Invent, was there in person with our engineers. >> I believe that. So, I'm a marketer by trade. I love that you're all about the digital experience. Are you creating digital- I mean everyone needs some sort of digital experience. >> Joe: Yes. >> Every company is a technology company now. Do you work across verticals? You see more niche or industry specific? >> Yeah, so we began with a very large vertical of media and broadcast. >> Savannah: There's a couple companies in that category. >> There's a couple big ones out there. >> Savannah: Yeah, yeah, yeah. >> And actually their challenges are really high volume production of great digital storytelling, and so, solving their problems has enabled us to have a platform that works for anyone that needs to tell a story digitally, whether it's a commerce site, corporate HR department. >> Savannah: Which is everyone, right? >> Virtually everyone needs to get their story out today. >> Yeah. Yeah. >> And so we have gone to a bunch of other verticals and we've seen the benefits of having that strong, cloud-based platform offer the scale that all storytellers need. >> What are some of the challenges today that aren't, that weren't there a decade ago or even five years ago? We see a lot of media companies looking at the business model innovations, changing landscapes omnichannel distribution, different formats. What's some of the challenges that's going on in content? >> So, you know, content challenges include both production of content and delivery of that content through a great experience. So different parts of ARC focus on those problems and you got to monetize it as well, but what I'd say is unique to Arc and the challenge we talk to our customers about a lot is multi-format production. So, it's not just about one channel. >> Savannah: Right. It's about telling a story and having it go across multi-channels, multi-sites, and having the infrastructure both technically and in the workflow tools, is super critical for our customers and it is a challenge that we receive well. >> A lot of AI is coming into the conversation here. Data, AI, publishing, video, user generated content. It's all data. >> Absolutely, yep. >> It's all data. >> Joe: It's an immense amount of data. >> How do you look at the data plane or the data layer, the data aspect of the platform and what are some of the customers leaning into or are kicking the tires around? What are some of the trends, and what are some of the core issues you see? >> Yeah, so I've spent a lot of time in data ML and analytics looking at giant data sets, and you know, when you look at CMS systems and experience platforms, the first class that it's in, is really the, the documents themselves. What is the story you're saying? But where the rich data is that we can analyze is user behaviors, global distribution of content, how we optimize our CDN and really give a personal experience to the reader, but beyond that, we see a lot of advantages in our digital asset management platform, which is for video, audio, photos, all kinds of media formats, and applying AIML to do detection, suggest photos that might be appropriate based on what a journalist or a marketer is writing in their story. So, there's a lot of opportunities around that sort of data. >> What are some of the business model changes that you're seeing? 'Cause remember we're in digital, Page view advertising has gone down, subscription firewalls on blogs. You got things like Substack emerging. Journalists are kind of like changing. I've seen companies go out of business, some of the media companies or change, some of the small ones go out of business, the bigger ones are evolving. What are some of the business model enablements that you guys see coming, that a platform could deliver, so that a company can value their content, and their talent? >> For sure. I mean this is a perennial question in the media space, right? It's been going on for two decades. >> I was going to say we're- >> Right. >> So it's like- >> Joe: Right, and so we've seen that play out- >> John: Little softball for you. >> Really for almost every format. It's a softball, but- >> It's day three. >> How are we addressing that? You know what, first and foremost, you got to do great storytelling, so, we have tools for that, but then presenting that story, and a great experience no matter what device you're on, that's going to be critical no matter how you're monetizing it, and so, you know, we have customers that go very ad heavy. We also have a subscription platform that can do that built into our infrastructure. >> 50 million plus registered users, correct? >> Yeah, it's unbelievable to scale. Really, Arc is a growth story, and so we went from serving the Washington Post needs, to over 2000 sites today, across 25 countries. >> Very- >> How do we get to that? How do we get that audience if we want to? Can we join that network? Is it a network of people? >> I love that question. >> Of people that are using Arc XP? >> Yeah. >> Actually, we recently launched a new effort around our community, so I think they actually had a meeting yesterday, and so that's one way to get involved, but as you said, everyone needs to have a site and tell great stories. >> Yeah. >> So, we see a wide appeal for our platform, and what's unique about ARC, is it's truly a SaaS model. This is delivered via SaaS, where we take care of all of the services, over a hundred Amazon services, behind the scenes- >> Wow. >> Built into Arc. We manage all of that for our customers, including the CDN. So, it's not as though as our customers have to be making sure the site is up, we've got teams to take care of that 24/7 >> Great value proposition and a lot of need for this, people doing their own media systems themselves. What's the secret sauce to your success? If you had to kind of look at the technology? I see serverless is a big part of it on the EDB stack. What's the, what's the secret sauce? >> I think the secret sauce comes from the roots that Arc has in the Washington Post >> You understand it. >> And some of the most challenging content production workflows anywhere in the world, and I've spent a lot of time, in many newsrooms. So, I think that knowledge, the urgency of what it takes to get a story out, the zero tolerance for the site going down. That DNA really enables our engineers to do great solutions. >> Talk about understanding your user. I mean that that's, and drinking the Kool-Aid, but in a totally amazing way. One of the other things that stuck out to me in doing my research is not only are you a service used, now, by 50 million subscribers, but beyond that, you pride yourself on being a turnkey solution. Folks can get Arc up and running quite quickly. Correct? >> For sure. So, one of the things we built into Arc XP is something called Themes, which has a bunch of pre-built blocks, that our customers don't have to end up with a custom codebase when they've developed a new experience platform. That's not a good solution, of every site be a custom codebase. We're a product with extensibility hooks. >> Savannah: Right. >> That really enables someone to get started very quickly, and that also includes bringing in content from other platforms into Arc, itself. So that journey of migrating a site is really smooth with our toolset. >> What's the history of the company? Is it, did it come from the Washington Post or was that it's original customer? What's the DNA of the firm? >> Yeah, so it was originally built by the Washington Post for the Washington Post. So, designed by digital storytellers, for storytelling. >> Savannah: And one of the largest media outlets out there. >> So, that's that "DNA", the "special sauce". >> Yeah, yeah. >> So that's where that connection is. >> That really is where it comes through. >> John: Awesome. Congratulations on- >> Now today, you know, those roots are still apparent, but we've been very responsive to other needs in the markets around commerce. There's a whole other set of DNA we've brought in, experts in understanding different systems for inventory management, so we can do a great experience on top of some of those legacy platforms. >> My final question, before we go to the challenge- >> Savannah: To the challenge. >> Is, what's next? What's on the roadmap as you look at the technology and the teams that you're managing? What's some of the next milestone or priorities for your business? >> So, it is really about growth and that's the story of Arc XP, which has driven our technology decisions. So, our choice to go serverless was driven by growth and need to make sure we had exceptional experience but most importantly that our engineers could be focused on product development and responding to what the market needed. So, that's why I'd say next year is about, it's enabling our engineers to keep up with the scaling business but still provide great value on the roadmap. >> And it's not like there's ever going to be a shortage of content or stories that need to be told. So I suspect there's a lot of resilience in what you're doing. >> And we hope to be inspired with new ways of telling stories. >> Yeah. >> So if you're in the Washington Post or other media outlets. >> John: Or theCUBE. >> Joe: Or theCUBE. >> Savannah: I know, I was just- >> There's just great formats out there. >> Best dev meeting, let's chat after, for sure. >> Exactly, that's what I've been thinking the whole time. I'm sure the wheels are turning over on this side- >> So great to have you on. >> In a lot of different ways. So, we have a new tradition here at re:Invent, where we are providing you with an opportunity for quite a sizzle reel, Instagram video, 30 second, thought leadership soundbite. What is your hot take, key theme or most important thing that you are thinking about since we're here at this year's show? >> I would say it's the energy that's building in the industry, getting back together, the collaboration, and how that's resulting in us using new technologies. You know, the conversation's no longer about shifting to the cloud. We all have huge infrastructure, the conversation's about observability, how do we know what's going in? How do we make sure we're getting the most value for our customers with those, that technology set. So, I think the energy around that is super exciting. I've always loved building products. So, next year think it's going to be a great year with that, putting together these new technologies. >> I think you nailed it. The energy really is the story and the collaboration. Joe, thank you so much for being here and sharing your story. Arc is lucky to have you and we'll close with one personal anecdote. Favorite place to sail? >> Favorite place to sail. So, I lived in the Caribbean for many years, as we were talking about earlier >> None of us are jealous up here at all. >> And so my favorite place to sail would be in the British Virgin Islands, which was closed during Covid but is now back open, so, if any you've had a chance to go to the BVI, make some time, hop on Catamaran, there's some great spots. >> Well, I think you just gave us a catalyst for our next vacation, maybe a team off-site. >> Bucket list item, of course. >> Yeah, yeah. >> Yeah, Let's bring everyone together. >> Here we go. I love it. Well Joe, thanks so much again for being on the show. We hope to have you back on theCUBE again sometime soon, and thank all of you for tuning in to this scintillating coverage that we have here, live from the AWS re:Invent show floor in Las Vegas, Nevada with John Furrier. I'm Savannah Peterson. This is theCUBE, the leader in high tech coverage. (upbeat music)

>> Hello friends and welcome back to Fabulous Las Vegas, Nevada. We are here at AWS re:Invent in the heat of day three. Very exciting time. My name is Savannah Peterson, joined with John Furrier here on theCUBE. John, what's your, what's your big hot take from the day? Just from today. >> So right now the velocity of content is continuing to flow on theCUBE. Thank you, everyone, for watching. The security conversations. Also, the cost tuning of the cloud kind of vibe is going on. You're hearing that with the looming recession, but if you look at the show it's the bulk of the keynote time spent talking is on data and security together. So Security, Security Lake, Amazon, they continue to talk about security. This next segment's going to be awesome. We have a multi-, eight-time CUBE alumni coming back and great conversation about security. I'm looking forward to this. >> Alumni VIP, I know, it's so great. Actually, both of these guests have been on theCUBE before so please welcome Dan and Haiyan. Thank you both for being here from F5. How's the show going? You're both smiling and we're midway through day three. Good? >> It's so exciting to be here with you all and it's a great show. >> Awesome. Dan, you having a good time too? >> It's wearing me out. I'm having a great time. (laughter) >> It's okay to be honest. It's okay to be honest. It's wearing out our vocal cords for sure up here, but it is definitely a great time. Haiyan, can you tell me a little bit about F5 just in case the audience isn't familiar? >> Sure, so F5 we specialize in application delivery and security. So our mission is to deliver secure and optimize any applications, any APIs, anywhere. >> I can imagine you have a few customers in the house. >> Absolutely. >> Yeah, that's awesome. So in terms of a problem that, well an annoyance that we've all had, bots. We all want the anti-bots. You have a unique solution to this. How are you helping AWS customers with bots? Let's send it to you. >> Well we, we collect client side signals from all devices. We might study how it does floating point math or how it renders emojis. We analyze those signals and we can make a real time determination if the traffic is from a bot or not. And if it's from a bot, we could take mitigating action. And if it's not, we just forward it on to origin. So client side signals are really important. And then the second aspect of bot protection I think is understanding that bot's retool. They become more sophisticated. >> Savannah: They learn. >> They learn. >> They unfortunately learn as well. >> Exactly, yeah. So you have to have a second stage what we call retrospective analysis where you're looking over all the historical transactions, looking for anything that may have been missed by a realtime defense and then updating that stage one that real time defense to deal with the newly discovered threat. >> Let's take a step back for a second. I want to just set the table in the context for the bot conversation. Bots, automation, that's, people know like spam bots but Amazon has seen the bot networks develop. Can you scope the magnitude and the size of the problem of bots? What is the problem? And give a size of what this magnitude of this is. >> Sure, one thing that's important to realize is not all bots are bad. Okay? Some bots are good and you want to identify the automation from those bots and allow listed so you don't interfere with what they're doing. >> I can imagine that's actually tricky. >> It is, it is. Absolutely. Yeah. >> Savannah: Nuanced. >> Yeah, but the bad bots, these are the ones that are attempting credential stuffing attacks, right? They're trying username password pairs against login forms. And because of consumer habits to reuse usernames and passwords, they end up taking over a lot of accounts. But those are the bookends. There are all sorts of types of bots in between those two bookends. Some are just nuisance, like limited time offer bots. You saw some of this in the news recently with Ticketmaster. >> That's a spicy story. >> Yeah, it really is. And it's the bots that is causing that problem. They use automation to buy all these concert tickets or sneakers or you know, any limited time offer project. And then they resell those on the secondary market. And we've done analysis on some of these groups and they're making millions of dollars. It isn't something they're making like 1200 bucks on. >> I know Amazon doesn't like to talk about this but the cloud for its double edged sword that it is for all the greatness of the agility spinning up resources bots have been taking advantage of that same capability to hide, change, morph. You've seen the matrix when the bots attacked the ship. They come out of nowhere. But Amazon actually has seen the bot problem for a long time, has been working on it. Talk about that kind of evolution of how this problem's being solved. What's Amazon doing about, how do you guys help out? >> Yeah, well we have this CloudFront connector that allows all Amazon CloudFront customers to be able to leverage this technology very, very quickly. So what historically was available only to like, you know the Fortune 500 at most of the global 2000 is now available to all AWS customers who are using CloudFront just by really you can explain how do they turn it on in CloudFront? >> Yeah. So I mean CloudFront technologies like that is so essential to delivering the digital experience. So what we do is we do a integration natively. And so if your CloudFront customers and you can just use our bot defense solution by turning on, you know, that traffic. So go through our API inspection, go through our bot inspection and you can benefit from all the other efficiencies that we acquired through serving the highest and the top institutions in the world. >> So just to get this clarification, this is a super important point. You said it's native to the service. I don't have to bolt it on? Is it part of the customer experience? >> Yeah, we basically built the integration. So if you're already a CloudFront customer and you have the ability to turn on our bot solutions without having to do the integration yourself. >> Flick a switch and it's on. >> Haiyan: Totally. >> Pretty much. >> Haiyan: Yeah. >> That's how I want to get rid of all the spam in my life. We've talked a lot about the easy button. I would also like the anti-spam button if we're >> Haiyan: 100% >> Well we were talking before you came on camera that there's a potentially a solution you can sit charge. There are techniques. >> Yeah. Yeah. We were talking about the spam emails and I thought they just charge, you know 10th of a penny for every sent email. It wouldn't affect me very much. >> What's the, are people on that? You guys are on this but I mean this is never going to stop. We're going to see the underbelly of the web, the dark web continue to do it. People are harvesting past with the dark web using bots that go in test challenge credentials. I mean, it's just happening. It's never going to stop. What's, is it going to be that cat and mouse game? Are we going to see solutions? What's the, when are we going to get some >> Well it's certainly not a cat and mouse game for F5 customers because we win that battle every time. But for enterprises who are still battling the bots as a DIY project, then yes, it's just going to be a cat and mouse. They're continuing to block by IP, you know, by rate limiting. >> Right, which is so early 2000's. >> Exactly. >> If we're being honest. >> Exactly. And the attackers, by the way, the attackers are now coming from hundreds of thousands or even millions of IP addresses and some IPs are using one time. >> Yeah, I mean it seems like such an easy problem to circumnavigate. And still be able to get in. >> What are I, I, let's stick here for a second. What are some of the other trends that you're seeing in how people are defending if they're not using you or just in general? >> Yeah, maybe I'll add to to that. You know, when we think about the bot problem we also sort of zoom out and say, Hey, bot is only one part of the problem when you think about the entire digital experience the customer experiencing, right? So at F5 we actually took a more holistic sort of way to say, well it's about protecting the apps and applications and the APIs that's powering all of those. And we're thinking not only the applications APIs we're thinking the infrastructure that those API workloads are running. So one of the things we're sharing since we acquired Threat Stack, we have been busy doing integrations with our distributed cloud services and we're excited. In a couple weeks you will hear announcement of the integrated solution for our application infrastructure protection. So that's just another thing. >> On that Threat Stack, does that help with that data story too? Because it's a compliance aspect as well. >> Yeah, it helps with the telemetries, collecting more telemetries, the data story but is also think about applications and APIs. You can only be as secure as the infrastructure you're running on it, right? So the infrastructure protection is a key part of application security. And the other dimension is not only we can help with the credentials, staffing and, and things but it's actually thinking about the customer's top line. Because at the end of the day when all this inventory are being siphoned out the customer won't be happy. So how do we make sure their loyal customers have the right experience so that can improve their top line and not just sort of preventing the bots. So there's a lot of mission that we're on. >> Yeah, that surprise and delight in addition to that protection. >> 100% >> If I could talk about the evolution of an engagement with F5. We first go online, deploy the client side signals I described and take care of all the bad bots. Okay. Mitigate them. Allow list all the good bots, now you're just left with human traffic. We have other client side signals that'll identify the bad humans among the good humans and you could deal with them. And then we have additional client side signals that allow us to do silent continuous authentication of your good customers extending their sessions so they don't have to endure the friction of logging in over and over and over. >> Explain that last one again because I think that was, that's, I didn't catch that. >> Yeah. So right now we require a customer to enter in their username and password before we believe it's them. But we had a customer who a lot of their customers were struggling to log in. So we did analysis and we realized that our client side signals, you know of all those that are struggling to log in, we're confident like 40% of 'em are known good customers based on some of these signals. Like they're doing floating point math the way they always have. They're rendering emojis the way they always have all these clients that signals are the same. So why force that customer to log in again? >> Oh yeah. And that's such a frustrating user experience. >> So true. >> I actually had that thought earlier today. How many time, how much of my life am I going to spend typing my email address? Just that in itself. Then I could crawl back under the covers but >> With the biometric Mac, I forget my passwords. >> Or how about solving CAPTCHA's? How fun is that? >> How many pictures have a bus? >> I got one wrong the other day because I had to pick all the street signs. I got it wrong and I called a Russian human click farm and figured out why was I getting it wrong? And they said >> I love that you went down this rabbit hole deeply. >> You know why that's not a street sign. That's a road sign, they told me. >> That's the secret backdoor. >> Oh well yeah. >> Talk about your background because you have fascinating background coming from law enforcement and you're in this kind of role. >> He could probably tell us about our background. >> They expunge those records. I'm only kidding. >> 25, 30 years in working in local, state and federal law enforcement and intelligence among those an FBI agent and a CIA cyber operations officer. And most people are drawn to that because it's interesting >> Three letter agencies can get an eyebrow raise. >> But I'll be honest, my early, early in my career I was a beat cop and that changed my life. That really did, that taught me the importance of an education, taught me the criminal mindset. So yeah, people are drawn to the FBI and CIA background, but I really value the >> So you had a good observation eye for kind of what, how this all builds out. >> It all kind of adds up, you know, constantly fighting the bad guys, whether they're humans, bots, a security threat from a foreign nation. >> Well learning their mindset and learning what motivates them, what their objectives are. It is really important. >> Reading the signals >> You don't mind slipping into the mind of a criminal. It's a union rule. >> Right? It actually is. >> You got to put your foot and your hands in and walk through their shoes as they say. >> That's right. >> The bot networks though, I want to get into, is not it sounds like it's off the cup but they're highly organized networks. >> Dan: They are. >> Talk about the aspect of the franchises or these bots behind them, how they're financed, how they use the money that they make or ransomware, how they collect, what's the enterprise look like? >> Unfortunately, a lot of the nodes on a botnet are now just innocent victim computers using their home computers. They can subscribe to a service and agree to let their their CPU be used while they're not using it in exchange for a free VPN service, say. So now bad actors not, aren't just coming from you know, you know, rogue cloud providers who accept Bitcoin as payment, they're actually coming from residential IPs, which is making it even more difficult for the security teams to identify. It's one thing when it's coming from- >> It's spooky. I'm just sitting here kind of creeped out too. It's these unknown hosts, right? It's like being a carrier. >> You have good traffic coming from it during the day. >> Right, it appears normal. >> And then malicious traffic coming from it. >> Nefarious. >> My last question is your relationship with Amazon. I'll see security center piece of this re:Invent. It's always been day zero as they say but really it's the security data lake. A lot of gaps are being filled in the products. You kind of see that kind of filling out. Talk about the relationship with F5 and AWS. How you guys are working together, what's the status? >> We've been long-term partners and the latest release the connector for CloudFront is just one of the joint work that we did together and try to, I think, to Dan's point, how do we make those technology that was built for the very sophisticated big institutions to be available for all the CloudFront customers? So that's really what's exciting. And we also leverage a lot of the technology. You talked about the data and our entire solution are very data driven, as you know, is automation. If you don't use data, you don't use analytics, you don't use AI, it's hard to really sort of win that war. So a lot of our stuff, it's very data driven >> And the benefit to customers is what? Access? >> The customer's access, the customer's top line. We talked about, you know, like how we're really bringing better experiences at the end of the day. F5's mission is try to bring a better digital world to life. >> And it's also collaborative. We've had a lot of different stories here on on the set about companies collaborating. You're obviously collaborating and I also love that we're increasing access, not just narrowing this focus for the larger companies at scale already, but making sure that these companies starting out, a lot of the founders probably milling around on the floor right now can prevent this and ensure that user experience for their customers. throughout the course of their product development. I think it's awesome. So we have a new tradition here on theCUBE at re:Invent, and since you're alumni, I feel like you're maybe going to be a little bit better at this than some of the rookies. Not that rookies can't be great, but you're veterans. So I feel strong about this. We are looking for your 30-second Instagram reel hot take. Think of it like your sizzle of thought leadership from the show this year. So eventually eight more visits from now we can compile them into a great little highlight reel of all of your sound bites over the evolution of time. Who wants to give us their hot take first? >> Dan? >> Yeah, sure. >> Savannah: You've been elected, I mean you are an agent. A former special agent >> I guess I want everybody to know the bot problem is much worse than they think it is. We go in line and we see 98, 99% of all login traffic is from malicious bots. And so it is not a DIY project. >> 98 to 99%? That means only 1% of traffic is actually legitimate? >> That's right. >> Holy moly. >> I just want to make sure that everybody heard you say that. >> That's right. And it's very common. Didn't happen once or twice. It's happened a lot of times. And when it's not 99 it's 60 or it's 58, it's high. >> And that's costing a lot too. >> Yes, it is. And it's not just in fraud, but think about charges that >> Savannah: I think of cloud service providers >> Cost associated with transactions, you know, fraud tools >> Savannah: All of it. >> Yes. Sims, all those things. There's a lot of costs associated with that much automation. So the client side signals and multi-stage defense is what you need to deal with it. It's not a DIY project. >> Bots are not DIY. How would you like to add to that? >> It's so hard to add to that but I would say cybersecurity is a team sport and is a very data driven solution and we really need to sort of team up together and share intelligence, share, you know, all the things we know so we can be better at this. It's not a DIY project. We need to work together. >> Fantastic, Dan, Haiyan, so great to have you both back on theCUBE. We look forward to seeing you again for our next segment and I hope that the two of you have really beautiful rest of your show. Thank you all for tuning into a fantastic afternoon of coverage here from AWS re:Invent. We are live from Las Vegas, Nevada and don't worry we have more programming coming up for you later today with John Furrier. I'm Savannah Peterson. This is theCUBE, the leader in high tech coverage.

>>Hello, brilliant humans and welcome back to Las Vegas, Nevada, where we are live from the AWS Reinvent Show floor here with the cube. My name is Savannah Peterson, joined with Dave Valante, and we have a very exciting conversation with you. Two, two companies you may have heard of. We've got AWS and Red Hat in the house. Manu and Joel, thank you so much for being here. Love this little fist bump. Started off, that's right. Before we even got rolling, Manu, you said that you wanted this to be the best segment of, of the cubes airing. We we're doing over a hundred segments, so you're gonna have to bring the heat. >>We're ready. We're did go. Are we ready? Yeah, go. We're ready. Let's bring it on. >>We're ready. All right. I'm, I'm ready. Dave's ready. Let's do it. How's the show going for you guys real quick before we dig in? >>Yeah, I think after Covid, it's really nice to see that we're back into the 2019 level and, you know, people just want to get out, meet people, have that human touch with each other, and I think a lot of trust gets built as a functional that, so it's super amazing to see our partners and customers here at Reedman. Yeah, >>And you've got a few in the house. That's true. Just a few maybe, maybe a couple >>Very few shows can say that, by the way. Yeah, it's maybe a handful. >>I think one of the things we were saying, it's almost like the entire Silicon Valley descended in the expo hall area, so >>Yeah, it's >>For a few different reasons. There's a few different silicon defined. Yeah, yeah, yeah. Don't have strong on for you. So far >>It's, it's, it is amazing. It's the 10th year, right? It's decade, I think I've been to five and it's, it grows every single year. It's the, you have to be here. It's as simple as that. And customers from every single industry are here too. You don't get, a lot of shows have every single industry and almost every single location around the globe. So it's, it's a must, must be >>Here. Well, and the personas evolved, right? I was at reinvent number two. That was my first, and it was all developers, not all, but a lot of developers. And today it's a business mix, really is >>Totally, is a business mix. And I just, I've talked about it a little bit down the show, but the diversity on the show floor, it's the first time I've had to wait in line for the ladies' room at a tech conference. Almost a two decade career. It is, yeah. And it was really refreshing. I'm so impressed. So clearly there's a commitment to community, but also a commitment to diversity. Yeah. And, and it's brilliant to see on the show floor. This is a partnership that is robust and has been around for a little while. Money. Why don't you tell us a little bit about the partnership here? >>Yes. So Red Hand and AWS are best friends, you know, forever together. >>Aw, no wonder we got the fist bumps and all the good vibes coming out. I know, it's great. I love that >>We have a decade of working together. I think the relationship in the first phase was around running rail bundled with E two. Sure. We have about 70,000 customers that are running rail, which are running mission critical workloads such as sap, Oracle databases, bespoke applications across the state of verticals. Now, as more and more enterprise customers are finally, you know, endorsing and adopting public cloud, I think that business is just gonna continue to grow. So a, a lot of progress there. The second titration has been around, you know, developers tearing Red Hat and aws, Hey, listen, we wanna, it's getting competitive. We wanna deliver new features faster, quicker, we want scale and we want resilience. So just entire push towards devs containers. So that's the second chapter with, you know, red Hat OpenShift on aws, which launched as a, a joint manage service in 2021 last year. And I think the third phase, which you're super excited about, is just bringing the ease of consumption, one click deployment, and then having our customers, you know, benefit from the joint committed spend programs together. So, you know, making sure that re and Ansible and JBoss, the entire portfolio of Red Hat products are available on AWS marketplace. So that's the 1, 2, 3, it of our relationship. It's a decade of working together and, you know, best friends are super committed to making sure our customers and partners continue successful. >>Yeah, that he said it, he said it perfectly. 2008, I know you don't like that, but we started with Rel on demand just in 2008 before E two even had a console. So the partnership has been there, like Manu says, for a long time, we got the partnership, we got the products up there now, and we just gotta finalize that, go to market and get that gas on the fire. >>Yeah. So Graviton Outpost, local zones, you lead it into all the new stuff. So that portends, I mean, 2008, we're talking two years after the launch of s3. >>That's right. >>Right. So, and now look, so is this a harbinger of things to come with these new innovations? >>Yeah, I, I would say, you know, the innovation is a key tenant of our partnership, our relationship. So if you look at from a product standpoint, red Hat or Rel was one of the first platforms that made a support for graviton, which is basically 40% better price performance than any other distribution. Then that translated into making sure that Rel is available on all of our regions globally. So this year we launched Switzerland, Spain, India, and Red Hat was available on launch there, support for Nitro support for Outpost Rosa support on Outpost as well. So I think that relationship, that innovation on the product side, that's pretty visible. I think that innovation again then translates into what we are doing on marketplace with one click deployments we spoke about. I think the third aspect of the know innovation is around making sure that we are making our partners and our customers successful. So one of the things that we've done so far is Joe leads a, you know, a black belt team that really goes into each customer opportunity, making sure how can we help you be successful. We launched and you know, we should be able to share that on a link. After this, we launched like a big playlist, which talks about every single use case on how do you get successful and running OpenShift on aws. So that innovation on behalf of our customers partners to make them successful, that's been a key tenant for us together as >>Well. That's right. And that team that Manu is talking about, we're gonna, gonna 10 x that team this year going into January. Our fiscal yield starts in January. Love that. So yeah, we're gonna have a lot of no hiring freeze over here. Nope. No ma'am. No. Yeah, that's right. Yeah. And you know what I love about working with aws and, and, and Manu just said it very, all of that's customer driven. Every single event that we, that he just talked about in that timeline, it's customer driven, right? Customers wanted rail on demand, customers want JBoss up in the cloud, Ansible this week, you know, everything's up there now. So it's just getting that go to market tight and we're gonna, we're gonna get that done. >>So what's the algorithm for customer driven in terms of taking the input? Because if every customers saying, Hey, I this a >>Really similar >>Question right up, right? I, that's what I want. And if you know, 95% of the customers say it, Jay, maybe that's a good idea. >>Yeah, that's right. Trends. But >>Yeah. You know, 30% you might be like, mm, you know, 20%, you know, how do you guys decide when to put gas on the fire? >>No, that, I think, as I mentioned, there are about 70,000 large customers that are running rail on Easy Two, many of these customers are informing our product strategy. So we have, you know, close to about couple of thousand power users. We have customer advisory booths, and these are the, you know, customers are informing us, Hey, let's get all of the Red Hat portfolio and marketplace support for graviton, support for Outpost. Why don't we, why are we not able to dip into the consumption committed spend programs for both Red Hat and aws? That's right. So it's these power users both at the developer level as well as the guys who are actually doing large commercial consumption. They are the ones who are informing the roadmap for both Red Hat and aws. >>But do, do you codify the the feedback? >>Yeah, I'm like, I wanna see the database, >>The, I think it was, I don't know, it was maybe Chasy, maybe it was Besos, that that data beats intuition. So do you take that information and somehow, I mean, it's global, 70,000 customers, right? And they have different weights, different spending patterns, different levels of maturity. Yeah. Do you, how do you codify that and then ultimately make the decision? Yeah, I >>If, I mean, well you, you've got the strategic advisory boards, which are made up of customers and partners and you know, you get, you get a good, you gotta get a good slice of your customer base to get, and you gotta take their feedback and you gotta do something with it, right? That's the, that's the way we do it and codify it at the product level, I'm sure open source. That's, that's basically how we work at the product level, right? The most elegant solution in open source wins. And that's, that's pretty much how we do that at the, >>I would just add, I think it's also just the implicit trust that the two companies had built with each other, working in the trenches, making our customers and partners successful over the last decade. And Alex, give an example. So that manifests itself in context of like, you know, Amazon and Red Hat just published the entire roadmap for OpenShift. What are the new features that are becoming over the next six to nine to 12 months? It's open source available on GitHub. Customers can see, and then they can basically come back and give feedback like, Hey, you know, we want hip compliance. We just launched. That was a big request that was coming from our >>Customers. That is not any process >>Also for Graviton or Nvidia instances. So I I I think it's a, >>Here's the thing, the reason I'm pounding on this is because you guys have a pretty high hit rate, and I think as a >>Customer, mildly successful company >>As, as a customer advocate, the better, you know, if, if you guys make bets that pay off, it's gonna pay off for customers. Right. And because there's a lot of failures in it. Yeah. I mean, let's face it. That's >>Right. And I think, I think you said the key word bets. You place a lot of small bets. Do you have the, the innovation engine to do that? AWS is the perfect place to place those small bets. And then you, you know, pour gas on the fire when, when they take off. >>Yeah, it's a good point. I mean, it's not expensive to experiment. Yeah. >>Especially in the managed service world. Right? >>And I know you love taking things to market and you're a go to market guy. Let's talk gtm, what's got your snow pumped about GTM for 2023? >>We, we are gonna, you know, 10 x the teams that's gonna be focused on these products, right? So we're gonna also come out with a hybrid committed spend program for our customers that meet them where they want to go. So they're coming outta the data center going into a cloud. We're gonna have a nice financial model for them to do that. And that's gonna take a lot of the friction out. >>Yeah. I mean, you've nailed it. I, I think the, the fact that now entire Red Hat portfolio is available on marketplace, you can do it on one click deployment. It's deeply integrated with Amazon services and the most important part that Joel was making now customers can double dip. They can drive benefit from the consumption committed spend programs, both from Red Hat and from aws, which is amazing. Which is a game changer That's right. For many of our large >>Customers. That's right. And that, so we're gonna, we're gonna really go to town on that next year. That's, and all the, all the resources that I have, which are the technology sellers and the sas, you know, the engineers we're growing this team the most out that team. So it's, >>When you say 10 x, how many are you at now? I'm >>Curious to see where you're headed. Tell you, okay. There's not right? Oh no, there's not one. It's triple digit. Yeah, yeah. >>Today. Oh, sweet. Awesome. >>So, and it's a very sizable team. They're actually making sure that each of our customers are successful and then really making sure that, you know, no customer left behind policy. >>And it's a great point that customers love when Amazonians and Red Hats show up, they love it and it's, they want to get more of it, and we're gonna, we're gonna give it to 'em. >>Must feel great to be loved like that. >>Yeah, that's right. Yeah. Yeah. I would say yes. >>Seems like it's safe to say that there's another decade of partnership between your two companies. >>Hope so. That's right. That's the plan. >>Yeah. And I would say also, you know, just the IBM coming into the mix here. Yeah. I, you know, red Hat has informed the way we have turned around our partnership with ibm, essentially we, we signed the strategic collaboration agreement with the company. All of IBM software now runs on Rosa. So that is now also providing a lot of tailwinds both to our rail customers and as well as Rosa customers. And I think it's a very net creative, very positive for our partnership. >>That's right. It's been very positive. Yep. Yeah. >>You see the >>Billboards positive. Yeah, right. Also that, that's great. Great point, Dave. Yep. We have a, we have a new challenge, a new tradition on the cube here at Reinvent where we're, well, it's actually kind of a glamor moment for you, depending on how you leverage it. We're looking for your 32nd hot take your Instagram reel, your sizzle thought leadership, biggest takeaway, most important theme from this year's show. I know you want, right, Joel? I mean, you TM boy, I feel like you can spit the time. >>Yeah. It is all about Rosa for us. It is all in on that, that's the native OpenShift offering on aws and that's, that's the soundbite we're going go to town with. Now, I don't wanna forget all the other products that are in there, but Rosa is a, is a very key push for us this year. >>Fantastic. All right. Manu. >>I think our customers, it's getting super competitive. Our customers want to innovate just a >>Little bit. >>The enterprise customers see the cloud native companies. I wanna do what these guys are doing. I wanna develop features at a fast clip. I wanna scale, I wanna be resilient. And I think that's really the spirit that's coming out. So to Joel's point, you know, move to worlds containers, serverless, DevOps, which was like, you know, aha, something that's happening on the side of an enterprise is not becoming mainstream. The business is demanding it. The, it is becoming the centerpiece in the business strategy. So that's been really like the aha. Big thing that's happening here. >>Yeah. And those architectures are coming together, aren't they? That's correct. Right. You know, VMs and containers, it used to be one architecture and then at the other end of the spectrum is serverless. People thought of those as different things and now it's a single architecture and, and it's kind of right approach for the right job. >>And, and a compliments say to Red Hat, they do an incredible job of hiding that complexity. Yeah. Yes. And making sure that, you know, for example, just like, make it easier for the developers to create value and then, and you know, >>Yeah, that's right. Those, they were previously siloed architectures and >>That's right. OpenShift wanna be place where you wanna run containers or virtual machines. We want that to be this Yeah. Single place. Not, not go bolt on another piece of architecture to just do one or the other. Yeah. >>And hey, the hybrid cloud vision is working for ibm. No question. You know, and it's achievable. Yeah. I mean, I just, I've said unlike, you know, some of the previous, you know, visions on fixing the world with ai, hybrid cloud is actually a real problem that you're attacking and it's showing the results. Agreed. Oh yeah. >>Great. Alright. Last question for you guys. Cause it might be kind of fun, 10 years from now, oh, we're at another, we're sitting here, we all look the same. Time has passed, but we are not aging, which is a part of the new technology that's come out in skincare. That's my, I'm just throwing that out there. Why not? What do you guys hope that you can say about the partnership and, and your continued commitment to community? >>Oh, that's a good question. You go first this time. Yeah. >>I think, you know, the, you know, for looking into the future, you need to look into the past. And Amazon has always been driven by working back from our customers. That's like our key tenant, principle number 1 0 1. >>Couple people have said that on this stage this week. Yeah. >>Yeah. And I think our partnership, I hope over the next decade continues to keep that tenant as a centerpiece. And then whatever comes out of that, I think we, we are gonna be, you know, working through that. >>Yeah. I, I would say this, I think you said that, well, the customer innovation is gonna lead us to wherever that is. And it's, it's, it's gonna be in the cloud for sure. I think we can say that in 10 years. But yeah, anything from, from AI to the quant quantum computing that IBM's really pushing behind that, you know, those are, those are gonna be things that hopefully we show up on a, on a partnership with Manu in 10 years, maybe sooner. >>Well, whatever happens next, we'll certainly be covering it here on the cube. That's right. Thank you both for being here. Joel Manu, fantastic interview. Thanks to see you guys. Yeah, good to see you brought the energy. I think you're definitely ranking high on the top interviews. We >>Love that for >>The day. >>Thank >>My pleasure >>Job, guys. Now that you're competitive at all, and thank you all for tuning in to our live coverage here from AWS Reinvent in Las Vegas, Nevada, with Dave Valante. I'm Savannah Peterson. You're watching The Cube, the leading source for high tech coverage.