>>Well, hello everybody at John Wallace here on the Cube, and glad to have you along here for day two of our coverage here at AWS Reinvent 22. We're up in the global startup program, which is part of AWS's Startup Showcase, and I've got Kevin Farley with me. He is the director of Strategic Alliances with Maria Day db. And Kevin, good to see you this morning. Good to see you, John. Thanks for joining us. Thank >>You. >>Appreciate it. Yeah. First off, tell us about Maria db. Sure. Obviously data's your thing. Yep. But to share that with some folks at home who might not be familiar with your offering. >>Yeah. So Maria DB's been around as a corporate entity for 10 plus years, and we have a massive customer base. You know, there's a billion downloads from Docker Hub, 75% of the Fortune 500. We have an enormous sea of really happy users. But what we realize is that all of these users are really thinking about what do we, what does it mean to transform it? What does cloud modernization mean? And how do we build a strategy on something we really love to drive it into the cloud and take it to the future. So what we launched about two years ago, two and a half years ago, is Skye. It's our database as a service. It leverages all the best elements, what we provide on the enterprise platform. It marries to the AWS cloud, and it really provides the best of both worlds for our >>Customers. So in your thought then, what, what problem is that solving? >>I think what you see in the overall database market is that many people have been using what we would call legacy technology. There's been lots of sort of stratification and mixes of different database solutions. All of them come with some promise, and all of 'em come with a lot of compromise. So I think what the market is really looking for is something that can take what they know and love, can bring it to the cloud and can survive the port drive the performance and scale. That completely changes the landscape, especially as you think about what modern data needs look like, right? What people did 10 years ago with the exponential scale of data no longer works. And what they need is something that not only can really deliver against their core business values and their core business deliverables, but gets 'em to the future. How do we drive something new? How do we innovate? How do we change the game? And I think what we built with AWS really delivers what we call cloud scale. It's taking something that is the best technology, and I as a V can build, marrying it to, you know, Kubernetes layer, marrying it to global availability, thinking about having true global high availability across all of your environments and really delivering that to customers through an integrated partnership. >>Could we see this coming? I mean, because you know data, right? I mean, yeah, we, we, everybody talked about the tsunami of growth, you know, >>Back 10 >>Sure. 11 years ago. But, but maybe the headlights didn't go far enough or, or, but, but you could see that there was going to be crunch time. >>There's no doubt. And I think that this has been a, there's, there's been these sort of pocket solutions, right? So if you think at the entire no sequel world, right? People said, oh, I need scale, I can get it, but what do I have to give up asset compliance? So I have to change the way I think about what data is and how I, I can govern it. So there's been these things that deliver on half the promise, but there's never been something that comes together and really drives what we deliver through CIQ is something called expand. So distributed SQL really tied to the SQL Query language, having that asset data. So having everything you need without the compromise built on the cloud allows you to scale out and allows you to think about, I can actually do exponential layers of, of data, data modeling, data querying, complete read, write, driving that forward. And I think it gives us a whole nother dynamic that we can deliver on in a way that hasn't been before. And I think that's kind of the holy grail of what people are looking for is how am I building modern applications and how do I have a database in the cloud that's really gonna support >>It? You know, you talk about distributed, you know, sequel and, and I mean, there's a little mystery behind it, isn't there? Or at least maybe not mystery. There's a little, I guess, confusion or, or just misunderstanding. I mean, I, how, nail that down a little bit. I >>Would say the best way to say it, honestly, this is the great thing, is it people believe it's too good to be true. And I think what we see over and over >>Again, you know, what they say about that. >>But this is the great part is, you know, you know, we've just had two taste studies recently with aws, with HIT labs and Certified power, both on expand, both proof in the pudding. They did the POCs, they're like, oh my God, this works. If you watch the keynote yesterday, you know, Adam had a slide that was, you know, as big as the entire room and it highlighted Samsung and they said, you know, we're doing 80,000 requests per second. So the, you know, the story there is that AWS is able as, as an entity with their scale and their breadth to handle that kind of workload. But guess what that is? That's MariaDB expand underneath there driving all of that utilization. So it's already there, it's already married, it's already in the cloud, and now we're taking it to a completely different level with a fully managed database solution. Right? >>How impressive is that? Right? I mean, you would think that somebody out there who, I mean that that volume, that kind of capacity is, is mind blowing. >>I mean, to your kind of previous point, it's like one of those things, do I see what's coming and it's here, right? You know, it's, is it actually ever gonna be possible? And now we're showing that it really is on a daily basis for some of the biggest brands in the world. We're also seeing companies moving off not only transitioning from, you know, MariaDB or myse, but all of the big licensed, you know, conversions as well. So you think about Oracle DBS Bank is one of our biggest customers, one of the largest Oracle conversions in the world onto MariaDB. And now thinking about what is the promise of connecting that to the cloud? How do you take things that you're currently doing, OnPrem delivering a hybrid model that also then starts to say, Hey, here's my path to cloud modernization. Skye gives me that bridge. And then you take it one layer farther and you think about multi-cloud, right? That's one of the things that's critical that ISVs can really only deliver in a meaningful way, is how can we have a solution for a customer that we can take to any availability zone. We can have performance, proximity, cost, proximity. We're always able to have that total data dexterity across any environment we need and we can build on that for the future. >>So if, if we're talking about cloud database and there's so many good things going forward here. You're talking about easy use and scalability and all that. But as with ever have you talked about this, there's some push and there's some pull. Yeah. So, so what's the, what's the other side that's still, you know, you that you think has to be >>Addressed? And I think that's a great question. So there's, we see that there's poll, right? We've seen these deals, this pipeline growth, this, there's great adoption. But what I think we're still not at the point of massive hockey stick adoption is that customers still don't fully understand the capabilities distributed SQL and the power they can actually deliver. So the more we drive case studies, the more we drive POCs, the more we prove the model, I think you're gonna see just a massive adoption scale. And I also think customers are tired of doing lots of different things in lots of different pockets. So neither one of the key elements of Sky SQL is we can do both transactional and analytical data out of the same database driven by the same proxy. So what, instead of having DBAs and developers try to figure out, okay, I'm gonna pull from this database here. >>Yeah. That there, it's, it's this big spaghetti wire concept that is super expensive and super time intensive. So the ability to write modern applications and pull data from both pockets and really be able to have that as a seamless entity and deliver that to customers is massive. I mean, another part of the keynote yesterday was a new deliverable, like kind of no etl. Adam talked about Aurora and Redshift and the massive complexity of what used to exist for getting data back and forth. You also have to pay for two different databases. It's super expensive. So I think the idea that you can take the real focus of AWS and US is customer value. How do you deliver that next thing that changes the game? Always utilizes AWS delivers on that promise, but then takes a net new technology that really starts to think about how do we bring things together? How do we make it more simple? How do we make it more powerful? And how do we deliver more customer value as we go forward? >>But you know, if, if I'm, I'm still an on-prim guy, just pretend I'm not saying I am. Just pretend I just for the sake of the discussion here, it's like I just can't let it go. Yeah. Right. I, I still, you know, there's control, there's the known versus the unknown. The uncertain. Yeah. So twist my arm just a little bit more and get me over the hum. >>Well, first of all, you don't have to, right? And there's gonna be some industries and some verticals that will always have elements of their business that will be OnPrem. Guess what? We make the best based in the world. It can be MariaDB, but there's those that then say, these, these elements of our business are gonna be far more effective moving to the cloud. So we give you Skye, there's a natural symbiotic bridge between everything we do and how we deliver it. Where you can be hybrid and it's great. You can adopt the cloud as your business needs grow. And you can have multi-cloud. This is that, that idea that you can, can have your cake and eat it too, right? You can literally have all these elements of your business met without these big pressure to say, you gotta throw that away. You gotta move to this. It's really, how do you kind of gracefully adopt the cloud in a way that makes sense for your business? Where are you trying to drive your business? Is it time to value, right? Is it governance? Is it is there's different elements of what matters the most to individual businesses. You know, we wanna address those and we can address >>Those. So you're saying you don't have to dive >>In, you don't have to dive >>In. You, you can, you can go ankle deep, knee deep, whatever you wanna >>Do. Absolutely. And you know, some of the largest MariaDB users still have massive, massive on-prem implementations. And that's okay. But there's elements that are starting to fall behind. There's cost savings, there's things that they need to do in the cloud that they can't do. OnPrem. And that's where expand Skye really says, okay, here is your platform. Grow as you want to, migrate as you want to. And we're there every step along the way. We, we also provide a whole Sky DBA team. Some guys just say, I wanna get outta the database world at all. This is, this is expensive, it's costly and it's difficult to be an expert. So you can bring in our DBA team and they'll man and run, they'll, they'll run your entire environment. They'll optimize it, you know, they'll troubleshoot it, they'll bug fix, they'll do everything for you. So you can just say, I just wanna focus on building phenomenal applications for my customers. And the database game as we knew it is not something that I know I want to invest in anymore. Right. I wanna make that transition >>That makes that really, yeah. You know, I mean really attractive to a lot of people because you are, you talk about a lot of headache there. Yeah. So let's talk about AWS before Sure. I let you go just about that relationship. Okay. You've talked about the platform that it provides you and, and obviously the benefits, but just talk about how you've worked with AWS over the years Yep. And, and how you see that relationship allowing you to expand your services, no pun intended. >>For sure. So, I mean, I would start with the way we even contemplated architecture. You know, we worked with the satisfactory team. We made sure that the things that we built were optimized in their environment. You know, I think it was a lot of collaboration on how does this combined entity really make the most value for our customers? How does it make the most sense for our developers as we build it out? Then we work in the, in the global startup team. So the strategic element of who we are, not all startups are created equal, right? We have, right, we have 75% of the Fortune 100, we've got over a billion downloads. So, you know, we come in with promise. And the reason this partnership is so valuable and the reason there's so much investment going forward is cuz what really, what do the cloud guys care about? >>The very, very most, they want all of these mission critical, big workloads that are on prem to land in their cloud. What do we have a massive, massive TAM sitting out there, these customers that could go to aws. So we both see, like if we can deliver incredible value to that customer base, these big workloads will end up in aws. They'll use other AWS services. And as we scale and grow, you know, we have that platform that's already built for it. So I think that when you go back to like the tenants, the core principles of aws, the one that always stands out, the one that we always kind of lean back on is, are we delivering customer value? Is this the best thing for the customer? Because we do have some competition just like many other, other partners do, right? So there is Aurora and there is rds and there is times when that's a great service for a customer. But when people are really thinking about where do I need my database to go? Where do I really need to be set for the future growth? Where am I gonna get the kind of ROI I need going forward? That's where you can go, Hey, sky sql, expand distributed sql. This is the best game in town. It's built on aws and collectively, you know, we're gonna present that to a customer. I'm >>Sold. Done. >>I love it. Right? >>Maria db, check 'em out, they're on the show floor. Great traffic. I know at at the, at the booth. They're here at AWS Reinvent. So check 'em out. Maria db. Thanks >>Kevin. Hey, thanks John. Appreciate your >>Time. Appreciate Great. That was great. Right back with more, you're watching the cube, the leader in high tech coverage.

>>Good morning from New York city, Lisa Martin and John furrier with the cube. We are at AWS summit NYC. This is a series of summits this year, about 15 summit globally. And we're excited to be here, John, with about 10,000 folks. >>It's crowded. New York is packed big showing here at 80 of us summit. So it's super exciting, >>Super exciting. Just a little bit before the keynote. And we have our first guest, Kevin Farley joins us the director of strategic alliances at Maria DB. Kevin, welcome to >>The program. Thank you very much. Appreciate you guys having us. >>So all of us out from California to NYC. Yeah, lots of eyes. We got keynote with Warner Vogels coming up. We should be some good news, hopefully. Yep. But talk to us about Maria DB Skys cloud native version released a couple years ago. What's going on? >>Yeah, well, it's, you know, Skys SQL for us is really a be on the future. I think when we think about like the company's real mission is it's just creating a database for everyone. It's it's any cloud, any scale, um, any size of performance and really making sure that we're able to deliver on something that really kind of takes advantage of everything we've done in the market to date. If you think about it, there's not very many startups that have a billion downloads and 75% of the fortune 500 already using our service. So what we're really thinking about is how do we bridge that gap? How do we create a natural path for all of these customers? And if you think about not just Maria DB, but anyone else using the sequel query language, all the, my people, what I think most Andy jazzy TK, anyone says, you know, it's about 10% of the market currently is in the clouds. That's 90% of a total addressable market that hasn't done it yet. So creating cloud modernization for us, I think is just a huge opportunity. Do >>You guys have a great history with AWS? I want to just step back, you mentioned some stats on, on success. Can you scope the size and track record of Maria DB for us real quick and set the table? Because I think there's a bigger picture going on that we've been tracking for the past 13 years we address is the role of the database has always been one of those things where they didn't believe a one database fits all things, right. You guys have been part of that track record scope, the size and scale of Maria DB, the usage, the use cases and some of the successes. >>Yeah. I mean, like I said, some of the stats are already threw out there. So, you know, it is pervasive, I think is the best way to put it. I think what you look at what the database market really became is very siloed. Right? I think there was a lot of unique solutions that were built and delivered that had promise, but they also had compromise. And I think once you look at the landscape of a lot of fortune 500 companies, they have probably 10 to 15 different database solutions, right? And they're all doing unique things. They're difficult to manage. They're very costly. So what Marie DB is always kind of focused on is how do we continue to build more and more functionality into the database itself and allow that to be a single source of truth where application developers can seamlessly integrate applications. >>So then the theme of this event in New York city, which is scale dot, dot, dot, anything must align quite well with Maria and your >>Objectives. I mean, honestly, I think when I think of the problems that most database, um, companies, um, face customers, I should say it, it really comes down to performance and scale. Most of them like Maria DB, like you said, they it's like the car, you know, and love you've been driving it for years. You're an expert at it. It works great, but it doesn't have enough range. It doesn't go fast enough. It's hitting walls. That modern data requirements are just breaking. So scale for me is the favorite thing to talk about because what we launched as MariaDB expand, which is a plugable storage engine that is integrated into Skye, and it really gives you dynamic scale. So you can scale in, you can scale out, it's not costly compute to try to get for seasonality. So you can make your black Friday numbers. It's really about the dexterity to be able to come in and out as you need in a share, nothing architecture with full failover sale healing, high availability, married to the cloud for full cloud scale. And that's really the beauty of the AWS partnership. >>Can you elaborate a bit more on the partnership? How long have you guys been partners? Where is it now anything exciting coming out? >>Yeah, it it's, it's actually been a wonderful ride. They've really invested from the very beginning we went for the satisfactory. So they really brought a lot of resources to bear. And I think if you're looking at why it works, um, it's probably two things. I think the number one thing is that we share one of the core tenants and it's customer obsession in a, in a, in an environment where there is co-opetition right. You have to find paths for how do you get the best thing for the customer? And the second is pretty obvious, but if you look at any major cloud, their number one priority is getting large mission critical workloads into their cloud because the revenue is exponential on the backside. So what do we own? Large mission critical workloads. So if you marry that objective with AWS, the partnership is absolutely perfect for driving true revenue, growth scale, and, and revenue across, across both entities in the partner ecosystem. >>So Kevin talk about the, um, the hybrid strategy, cuz you're seeing cloud operations. Yep. Go hybrid. Amazon announced AWS announced outpost like four years ago. Right now edge is super hot. Yeah. So you're seeing like most of the enterprise is saying mm-hmm <affirmative> okay. Love cloud love the cloud database, but I got the on-prem hybrid cloud operations. Right. So it's not just proprietary operations. It's cloud ops. Yeah. How do you guys fit into that? What's the story. >>We, we actually it's. I mean, there's, there's all these new deliverables outposts, you know, come out with a promise. What we have is a reality right now, um, one of the largest, um, networking companies, which I can't mention yet publicly, um, we want a really big sky SQL deal, but what they had manufacturing plants, they needed to have on-prem deployments. So Maria DB naturally syncs with sky SQL. It's the same technology. It works in perfect harmony. So we really already deliver on the promise of hybrid, but of course there's a lot more we can grow in that area. And certainly thinking about app posts and other solutions, um, is definitely on the, the longer term roadmap of what could make sense for in our customer. What, >>What are some of the latest things that, that you guys are doing now that you weren't doing a few years ago that customers should know about the audience should know about? >>I mean, I think the game changer, we're always innovating. I mean, when you're the company that writes the code owns the code, you know, we can do hot fixes, we can do security patches, we can always do the things that give you real time access to what you need. But I think the game changer is what I mentioned a little bit earlier. And I think it's really the, the holy grail of the cloud. It's like, how can we take the, the SQL query language, which is well over 50% of the open source market. Right. And how do we convert that seamlessly into the cloud? How do we help you modernize on that journey? And expand gives you the ability to say, I can be the small, I can be a small startup. I got my C round. I don't wanna manage databases. I can use the exact same service as the largest fortune 100 company that has massive global scale and needs to be able to drive that across globe. Yeah. So I think that's the beauty is that it's really a democratization of the database, >>At least that, you know, we've been covering the big data space for 10 years. Remember all those different conversations had do those days and oh, they have big data and right. But then it's like too hard to set up. Then you had that kind of period where you saw a spark and data lakes emerge. Yeah. Then you, now it almost seems, seems like now more than ever, there's a data revolutions back. Right. It was almost like a lull in the, in, in the, in the market a little bit. Yeah. I'm gonna democratize data science right now. You got data. So now it just seems to be an explosion at that level. What's your analysis on that? Because you you've been in, in, in the weeds and in the, in the, in this market for 10 years. Yeah. And nothing really changed. It's just now it's more ready. Yeah. I think what's your observation. Why >>Is that? I think that's a really good question. And I love it cuz I mean, what the promise of things like could do and net new technologies sort of, it was always out there, but it required this whole net new lift and how do I do it? How do I manage it? How do I optimize it? The beauty of what we can do with Maria DB is that sky SQLs, which you already know and love. Right? And now we can Del you can deliver a data lake on S3, right? You can pull that data. And we also have the ability to do both analytical data and transactional data from the same database. So you can write applications that can pull column, store data up into, um, your application, but you can also have all of your asset transactions, which are absolutely required for all of your mission critical business. So I think that we're seeing more and more adoption. You've seen other companies start to talk about bringing the different elements in, but we're the only ones that really >>Do it and SQL standardizing that front end. Yeah. Even better than ever before. All the stuff under the covers is all being connected. >>That's the awesome part is right. Is you're literally doing what you already know how to do, but you blow it out on the back end, married to the cloud. And that I think is the real revolution of what makes usability real in the data space. And I think that's what was always the problem before >>When you're in partner conversations, you mentioned co-opetition. Yeah. <laugh> so I think when you're in partner conversations and customer conversations, there is a lot of the, the there's a lot of competition out there. Absolutely. Everyone's got their own key messages. What are the key differentiators that you're saying AWS Marie to be together better? And here's why, >>Yeah. I, I think that certainly you, you start with the global footprint of AWS, right? So what we rely on the most is having the ability to truly deal with global customers in availability zones, they're gonna optimize performance from them. But then when we look at what we do that really changes the game, it comes down to scale and performance. We actually just ran, um, a suspense test against cockroach that also does distributed sequel. Absolutely. You know, the results were off the chart. So we went public and said, we have an open challenge. Anyone that wants to try to beat, um, expand and Skye will we'll if you can, we'll put $25,000 towards charity. So we really are putting our money where our mouth is on that challenge. So we believe the performance cuz we've seen it and we know it's real, but then it's really always about data scale. Modern data requirements are breaking the mold of charting. They're breaking the mold of all these bandaids that people have put in these traditional services. And we give them future. We, we feature proof their investments, so they can say, Hey, I can start here. But if I end up being a startup that becomes Airbnb, I'm already built to blow it out on the back end. I can already use what I have. >>Speaking of startups, being the next Airbnb. If you look at behind us here, you can see, this is a really packed event in New York city events are back, but the ecosystem here is even flourishing. So Dave and I and Lisa were observing that we're still kind of in a growth mode, big time. So yeah, there's some market forces headwinds for the big unicorns, overfunded, you know, public companies, maybe the valuations are a little bit off, but there's still a surge of new innovations, new companies coming out of this. Um, and it's all around data and scale. It's all around new names. We've never heard of. Absolutely. What's your take on >>Reaction? Well, actually another awesome segues cuz in addition to the public clouds, I manage the ecosystem. And one of the things that we've really been focused on with Skys SQL is making it accessible API accessible. So if you're a company that has a huge Marine DB footprint change data capture might be the most important thing for you to say, we wanna do this, but we want you to stay in sync with our environments. Um, things like monitoring, things like BI, all of these are ecosystem plays and current partners that we have, um, that we really think about how do you holistically look at not only the database and what it can do, but how does it deliver value to different segments of your customer base or just your employee base that are using that stuff? So I think that's huge for us. >>Well, you know, one of the things that we talk often about is that every company, these days, regardless of industry, has to be a data company. Yep. You've gotta be able to access the data glean insights from an act on it quickly, whether it's manufacturing, retail, healthcare, are there any verticals in where Maria DB really excels? >>Um, so certainly we Excel in areas like financial services is huge DBS bank. Um, in APAC, one of our biggest customers, also one of the largest Oracle migrations, probably the, that we've ever done. A lot of people trying to get off Oracle, we make it seamless to get into Maria DB. Um, you can think about Samsung cloud and another, their entire consumer cloud is built on Maria DB, why it's integrated with expand right seasonality. So there's customers like that that really bring it home for us as far as ServiceNow tech sector. Right? So these are all different ones, but I think we're really strong in those >>Areas. So this brings up a good point. Dave and I a coined a term called super cloud at reinvent and Lisa and Dave were at multiple events we're together at events. And so a lot of people are getting behind this cuz it's multi-cloud sounds like something's broken. Yes. But so we call it super cloud because customers are building on top of ecosystems like Maria DB and others. Yeah. Not just AWS SOS does all the CapEx absolutely provide the value. So now people are having this new super cloud moment. We' saying we can get all the benefits of cloud scale mm-hmm <affirmative> without actually being a cloud. Right. So this is where the next gen layer comes. What's your reaction to, to super cloud. Do you think it's a thing? >>Well, I think it's a thing in the sense, from our perspective as an ISV, we're, we're laser focused on making sure that we support any cloud and we have a truly multicloud cloud platform. But the beauty of that as well is from a single UI, you're able to deploy databases in different clouds underneath that you're not looking at so you can have performance proximity, but you're still driving it through the same Skys UI. So for us it's, it's unequivocally true. Got it. And I think it's only ISVs like Maria DB that can deliver on that value because >>You're enabling, >>We're enabling it. Right. We partner, we build on top of everything. Right. So we can access everything underneath >>And they can then build on top of you. >>Sure, exactly. And that's exactly where it goes. Right? Yeah. So that, I think in that sense, the super cloud is actually already somewhat real. >>It's interesting. You look at the old, it spend, you take a big company. I won't say a name, but a leader in a, a vertical, they have such a big spend. Now they can leverage that spend in with the super cloud model. They then could become a service provider in the vertical. Absolutely capital one S doing it. Yeah. You're seeing, um, Goldman Sachs doing it. They have the power on the spend that they're leveraging in for their business and servicing their vertical and the smaller players. Do you see that trend? >>Well, I think that's the reality is that everyone is getting this place where if you're talking about sort of this broader super concept, you're talking about global scale, right? That's if in order to deliver a backbone that can service that model, you have to have the right data structure and the right database footprint to be able to scale. And I think that's what they all need to be able to do. And that's what we're really well positioned with Skys >>To enable companies, as we talked about a minute ago to truly become data companies. Yeah. And to be competitive and to scale on their own, where are your customer conversations? Are they at the C-suite level? Has that changed in the last couple of years? >>Uh, that's actually a really great way to state that question because I think you would've traditionally probably talked more to, um, the DBAs, right? They're the people that are having headaches. They're having problems. They're, they're trying to solve. We see a lot of developers now tons, right? They're thinking about, I have this, I have this new thing that I need to do to deliver this new application. And here's the requirements and the current model's broken. It doesn't optimize that it's a lot of work and it's hard to manage. So I think that we're in a great position to be able to take that to that next phase and deliver. And then of course, as you get deeper in with AWS, you're talking about, you know, CIO level, CISO level, they're they need to understand how do you fit into our larger paradigm. And many of these guys have, you know, hundreds of million dollar commits with AWS. So they think of their investment in the sense of the cloud stack. And we're part of that cloud stack, just like AWS services. So those conversations continue to happen certainly with our larger customers, cuz it truly is married. >>It is. And they continue to evolve. Kevin, thank you so much >>For joining. You're welcome. Great, >>John and me talking about what's going on with Maria >>D. Thank you, John. Thank you, Lisa. On behalf of Maria B, it was wonderful. Really >>Appreciate it. Fantastic as well for John furrier. I'm Lisa Martin. You're watching the cube live from New York city at AWS summit NYC, John and I we're back with our next guest in a minute.