>>Okay, welcome back to everyone. Cube's live coverage of VMware Explorer, 2022. I'm John fur, host of the cube. Two sets three days of live coverage. Dave Ante's here. Lisa Martin, Dave Nicholson, all host of the cube 12 interviews today, just we're with Rocklin and rolling, getting down to the end of the show. As we wind down and look back and look at the future. We've got Steven Jones. Here's the general manager of the VMware cloud on AWS. He's with Amazon web service. Steven Jones. Welcome to the cube. >>Thanks John. >>Welcome back cube alumni. I've been on many times going back to 2015. Yeah. >>Pleasure to be here. Great >>To see you again. Thanks for coming on. Obviously 10 years at AWS, what a ride is that's been, come on. That's fantastic. Tell me it's been crazy. >>Wow. Learned a lot of stuff along the way, right? I mean, we, we, we knew that there was a lot of opportunity, right? Customers wanting the agility and flexibility of, of the cloud and, and we, we still think it's early days, right? I mean, you'll hear Andy say that animals say that, but it really is. Right. If you look at even just the amount of spend that's being spent on, on clouds, it's in the billions, right. And the amount of, of spend in it is still in the trillion. So there's, there's a long way to go and customers are pushing us hard. Obviously >>It's been interesting a lot going on with VM. We're obviously around with them, obviously changing the strategy with their, their third generation and their narrative. Obviously the Broadcom thing is going on around them. And 10 years at abs, we've been, we've been, this'll be our ninth year, no 10th year at reinvent coming up for us. So, but it's 10 years of everything at Amazon, 10 years of S three, 10 years of C two. So if you look at the, the marks of time, now, the history books are starting to be written about Amazon web services. You know, it's about 10 years of full throttle cube hyperscaler in action. I mean, I'm talking about real growth, like >>Hardcore, for sure. I'll give you just one anecdote. So when I first joined, I think we had maybe two EC two instances back in the day and the maximum amount of memory you could conversion into one of these machines was I think 128 gig of Ram fast forward to today. You literally can get a machine with 24 terabytes of Ram just in insane amounts. Right? My, my son who's a gamer tells me he's got 16 gig in his, in his PC. You need to, he thinks that's a lot. >>Yeah. >>That's >>Excited about that. That's not even on his graphics card. I mean, he's, I know it's coming next. The GPU, I mean, just all >>The it's like, right? >>I mean, all the hardware innovation that you guys have done, I mean, look at every it's changed. Everyone's changed their strategy to copy AWS nitro, Dave ante. And I talk about this all the time, especially with James Hamilton and the team over there, Peter DeSantos, these guys have, are constantly going at the atoms and innovating at the, at the level. I mean that, that's how hardcore it is over there right now. I mean, and the advances on the Silicon graviton performance wise is crazy. I mean, so what does that enabling? So given that's continuing, you guys are continuing to do great work there on the CapEx side, we think that's enabling another set of new net new applications because we're starting to see new things emerge. We saw snowflake come on, customer of AWS refactor, the data warehouse, they call it a data cloud. You're starting to see Goldman Sachs. You see capital one, you see enterprise customers building on top of AWS and building a cloud business without spending the CapEx >>Is exactly right. And Ziggy mentioned graviton. So graviton is one of our fastest growing compute families now. And you know, you mentioned a couple of ISVs and partners of ours who are leaning in heavily on porting their own software. Every event Adam announced that we're working with SAP to, to help them port their HANA cloud, which is a, a database of service offering HANA flagship to graviton as well. So it's, it's definitely changing. >>And I think, you know, one of the, and we're gonna circle back to VMware is kind of a point to this. This conversation is that, is that if you look at the trends, right, okay. VMware really tried hard to do cloud and they had a good shot at it V cloud air, but it just, they didn't have the momentum that you guys had at AWS. We saw a lot, lot of other stragglers try to do cloud. They fell off the road, OpenStack, HP, and the list goes on and on. I don't wanna get into that, but the point is, as you guys become more powerful and you're open, right? So you have open ecosystem, you have people now coming back, taking advantage and refactoring and picking up where they left off. VMware was the one of the first companies that actually said, you know what pat Gelsinger said? And I was there, let's clear up the positioning. Let's go all in with AWS. That's >>Right >>At that time, 2016. >>Yeah. This was new for us, for >>Sure. And then now that's set the standard. Now everybody else is kind of doing it. Where is the VMware cloud relationship right now? How is that going out? State's worked. >>It's working well very well. It's I mean, we're celebrating, I think we made the announcement what, five years ago at this conference. Yeah. 2016. So, I mean, it's, it's been a tremendous ride. The best part are the customers who were coming and adopting and proving to us that our vision back then was the right vision. And, and, and what's been different. I think about this relationship. And it was new for us was that we, we purposely went after a jointly engineered solution. This wasn't a, we've got a, a customer or a partner that's just going to run and build something on us. This is something where we both bring muscle and we actually build a, a joint offering together. Talk about, about the main difference. >>Yeah. And that, and that's been working, but now here at this show, if you look at, if you squint through the multi-cloud thing, which is like just, I think positioning for, you know, what could happen in, in a post broad Broadcom world, the cloud native has traction they're Tansu where, where customers were leaning in. So their enterprise customer is what I call the classic. It, you know, mainstream enterprise, which you guys have been doing a lot of business with. They're now thinking, okay, I'm gonna go on continu, accelerate on, in the public cloud, but I'm gonna have hybrid on premise as well. You guys have that solution. Now they're gonna need cloud native. And we were speculating that VMware is probably not gonna be able to get 'em all of it. And, and that there's a lot more cloud native options as customers want more cloud native. How do you see that piece on Amazon side? Because there's a lot of benefits between the VMware cloud on AWS and the services that you guys have natively in your cloud. So we see customers really taking advantage of the AWS goodness, as well as expanding the cloud side at VMware cloud on AWS. >>Yeah. There's probably two ways I would look at this. Right? So, so one is the combination of VMware cloud on AWS. And then both native services just generally brings more options to customers. And so typically what we're seeing now is customers are just able to move much faster, especially as it comes to data center, evacuations, migrating all their assets, right? So it used to be that, and still some customers they're like, I I've gotta think through my entire portfolio of applications and decide what to refactor. And the only way I can move it to cloud is to actually refactor it into some net new application, more and more. We're actually seeing customers. They've got their assets. A lot of them are still on premises in a VMware state, right. They can move those super quick and then modernize those. And so I think where you'll see VMware and AWS very aligned is on this, this idea of migrate. Now you need to get the benefits of TCO and, and the agility that comes with being in the cloud and then modernize. We took a step further, which is, and I think VMware would agree here too, but all of the, the myriad of services, I think it's 200 plus now AWS native services are for use right alongside any that a customer wants to run in VMware. And so we have examples of customers that are doing just, >>And that's, that's how you guys see the native and, and VMware cloud integrating in. Yeah, that's, that's important because this, I mean, if I always joke about, you know, we've been here 12 years listening in the hallways and stuff, you know, on the bus to the event last night, walking the parties and whatnot, listening in the streets, there's kind of two conversations that rise right to the top. And I wanna get your reaction to this Steven, because this seems to be representative of this demographic here at VMware conference, there's conversations around ransomware and storage and D dub and recovery. It's all, a lot of those happen. Yeah. Clearly a big crowd here that care about, you know, Veeam and NetApp and storage and like making sure stuff's secure and air gapped. And a lot of that kind of, I call nerdy conversations and then the other one is, okay, I gotta get the cloud story. >>Right. So there's kind of the operational security. And then there's like, okay, what's my path to true cloud. I need to get this moving. I need to have better applications. My company is the application now not it serves some sort of back office function. Yeah. It's like, my company is completely using technology as its business. So the app is the business. So that means everything's technology driven, not departmental siloed. So there's a, that's what I call the true cloud conversation. How do you, how do you see that evolving because VMware customers are now going there. And I won't say, I won't say they're behind, but they're certainly going there faster than ever before. >>I think, I think, I mean, it's an interesting con it's an interesting way to put it and I, I would completely agree. I think it's, it's very clear that I think a lot of customer companies are actually being disrupted. Right. And they have to move fast and reinvent themselves. You said the app is now becoming the company. Right. I mean, if, if you look at where not too many years back, there were, you know, big companies like Netflix that were born in the cloud. Right. Airbnb they're disruptors. >>There's, that's the >>App, right? That's the app. Yeah. So I, I would exactly agree. And, and that's who other companies are competing with. And so they have to move quickly. You talked about some, some technology that allows them to do that, right? So this week we announced the general availability of a NetApp on tap solution. It's been available on AWS for some time as a fully managed FSX storage solution. But now customers can actually leverage it with, with VMC. Now, why is that important? Well, there's tens of thousands of customers running VMware. On-premises still, there's thousands of them that are actually using NetApp filers, right? NetApp, NetApp filers, and the same enterprise features like replication. D do you were talking about and Snapp and clone. Those types of things can be done. Now within the V VMware state on AWS, what's even better is they can actually move faster. So consider replicating all this, you know, petabytes and petabytes of data that are in these S from on-premises into AWS, this, this NetApp service, and then connected connecting that up to the BMC option. So it just allows customers much, much. >>You guys, you guys have always been customer focus. Every time I sat down with the Andy jazzy and then last year with Adam, same thing we worked back from, I know it's kind of a canned answer on some of the questions from media, but, but they do really care. I've had those conversations. You guys do work backwards from the customer, actually have documents called working backwards. But one of the things that I observed, we talked about here yesterday on the cube was the observations of reinvent versus say, VM world. Now explore is VM world's ecosystem was very partner-centric in the sense of the partners needed to rely on VMware. And the customers came here for both more of the partners, not so much VMware in the sense there wasn't as much, many, many announcements can compare that to the past, say eight years of reinvent, where there's so much Amazon action going on the partners, I won't say take as a second, has a backseat to Amazon, but the, the attendees go there generally for what's going on with AWS, because there's always new stuff coming out. >>And it's, it's amazing. But this year it starts to see that there's an overlap or, or change between like the VMware ecosystem. And now Amazon there's, a lot of our interviews are like, they're on both ecosystems. They're at Amazon's show they're here. So you start to see what I call the naturalization of partners. You guys are continuing to grow, and you'll probably still have thousands of announcements at the event this year, as you always do, but the partners are much more part of the AWS equation, not just we're leasing all these new services and, and oh, for sure. Look at us, look at Amazon. We're growing. Cause you guys were building out and look, the growth has been great. But now as you guys get to this next level, the partners are integral to the ecosystem. How do you look at that? How has Amazon thinking about that? I know there's been some, some, a lot of active reorgs around AWS around solving this problem or no solve the problem, addressing the need and this next level of growth. What's your reaction to >>That? Well, I mean, it's, it's a, it's a good point. So I have to be honest with you, John. I, I, I spent eight of my 10 years so far at AWS within the partner organization. So partners are very near and dear to my heart. We've got tens of thousands of partners and you are you're right. You're starting to see some overlap now between the VMware partner ecosystem and what we've built now in AWS and partners are big >>By the way, you sell out every reinvent. So it's, you have a lot of partners. I'm not suggesting that you, that there's no partner network there, but >>Partners are critical. I mean, absolutely naturally we want a relationship with a customer, but in order to scale the way we need to do to meet the, the needs of customers, we need partners. Right. We, we can't, we can't interact with every single customer as much as we would like to. Right. And so partners have long built teams and expertise that, that caters to even niche workloads or opportunity areas. And, and we love partners >>For that. Yeah. I know you guys do. And also we'll point out just to kind of give props to you guys on the partner side, you don't, you keep that top of the stack open on Amazon. You've done some stuff for end to end where customers want all Amazon, but for the most part, you let competition come in, even on, so you guys are definitely partner friendly. I'm just observing more the maturization of partners within the reinvent ecosystem, cuz we're there every year. I mean, it's, I mean, first of all, they're all buzzing. I mean, it's not like there's no action. There's a lot of customers there it's sold out as big numbers, but it just seems that the partners are much more integrated into the value proposition of at a AWS because of the, the rising tide and, and now their enablement, cuz now they're part of the, of the value proposition. Even more than ever before >>They, they really are. And they, and they're building a lot of capabilities and services on us. And so their customers are our customers. And like you say, it's rising tide, right. We, we all do better together. >>Okay. So let's talk about the VMware cloud here. What's the update here in terms of the show, what's your, what's your main focus cuz a lot of people here are doing, doing sessions. What's been some of the con content that you guys are producing here. >>Yeah. So the best part obviously is a always the customer conversations to partner conversations. So a, a lot of, a lot of sessions there, we did keynote yesterday in Ryan and I, where we talked about a number of announcements that are, I think pretty material now to the offering a joint announcement with NetApp yesterday as well around the storage solution I was talking about. And then some, some really good technical deep dives on how the offering works. Customers are still interested in like how, how do I take what I've got on premises and easily move into AWS and technology like HSX H CX solution with VMware makes it really easy without having to re IP applications. I mean, you know, it is super difficult sometimes to, to move an application. If you've got figure out where all the firewall rules are and re iPing those, those things source. But yeah, it's, it's been fantastic. >>A lot of migrations to the cloud too. A lot of cloud action, new cloud action. You guys have probably seen an uptake on services right on the native side. >>Yes. Yes. For sure. So maybe I just outlined some of the, some of the assets we made this week. So absolutely >>Go ahead. >>We, we announced a new instance family as a, a major workhorse underneath the VMware cloud offering called I, I, you mentioned nitro earlier, this is on, based on our latest generation of nitro, which allows us to offer as you know, bare metal instances, which is, which is what VMware actually VMware was our first partnership and customer that I would say actually drove us to really get Nira done and out the door. And we've continued to iterate on that. And so this I four, I instance, it's based on the, the latest Intel isolate processor with more than double the Ram double the compute, a whopping 75 gigabytes per second network. So it's a real powerhouse. The cool thing is that with the, with the NetApp storage solution that we, we discussed, we're now disaggregating the need to provision, compute and storage at the same time. It used to be, if you wanted to add more storage to your VSAN array, that was on a V VMware cloud. Yeah. You'd add another note. You might not need more compute for memory. You'd have to add another note. And so now customers can simply start adding chunks of storage. And so this opens up customers. I had a customer come to me yesterday and said, there's no reason for us not to move. Now. We were waiting for something that like this, that allowed us to move our data heavy workloads yeah. Into VMware cloud. It's >>Like, it's like the, the alignment. You mentioned alignment earlier. You know, I would say that VMware customers are lined up now almost perfectly with the hybrid story that's that's seamless or somewhat seems it's never truly seamless. But if you look at like what Deepak's doing with Kubernetes and open source, you, you guys have that there talking that big here, you got vs a eight vSphere, eight out it's all cloud native. So that's lined up with what you guys are doing on your services and the horsepower. They have their stuff, you have yours that works better together. So it seems like it's more lined up than ever before. What's your take on that? Do you agree? And, and if so, what folks watching here that are VMware customers, what's, what's the motivation now to go faster? >>Look, it is, it is absolutely lined up. We are, as, as I mentioned earlier, we are jointly engineering and developing this thing together. And so that includes not just the nuts and bolts underneath, but kind of the vision of where it's going. And so we're, we're collectively bringing in customer feedback. >>What is that vision real quick? >>So that vision has to actually help an under help meet even the most demanding customer workloads. Okay. So you've got customer workloads that are still locked in on premises. And why is that? Well, it used to be, there was big for data and migration, right? And the speed. And so we continue to iterate this and that again is a joint thing. Instead of say, VMware, just building on AWS, it really is a, a tight partnership. >>Yeah. The lift and shift is a, an easy thing to do. And, and, and by the way, that could be a hassle too. But I hear most people say the reason holding us back on the workloads is it's just a lot of work, a hassle making it easier is what they want. And you guys are doing that. >>We are doing that. Absolutely. And by the way, we've got not just engineering teams, but we've got customer support teams on both sides working together. We also have flexible commercial options, right? If a customer wants to buy from AWS because they've negotiated some kind of deal with us, they can do that. They wanna buy from VMware for a similar reason. They could buy from VMware. So are >>They in the marketplace? >>They are in the market. There, there are some things in the marketplace. So you talked about Tansu, there's a Tansu offering in the marketplace. So yes. Customers can >>Contract. Yeah. Marketplaces. I'm telling you that's very disruptive. I'm Billy bullish on the market AIOS marketplace. I think that's gonna be a transformative way. People have what they procure and fully agree, deploy and how, and channel relationships are gonna shift. I think that's gonna be a disruptive enabler to the partner equation and, and we haven't even seen it yet. We're gonna be up there in September for their inaugural event. I think it's a small group, but we're gonna be documenting that. So even final question for you, what's next for you? What's on the agenda. You got reinvent right around the corner. Your P ones are done. Right? I know. Assuming all that, I turn that general joke. That's an internal Amazon joke. FYI. You've got your plan. What's next for the world. Obviously they're gonna go this, take this, explore global. No matter what happens with Broadcom, this is gonna be a growth wave with hybrid. What's next for you and your team with AWS and VMware's relationship? >>Yeah. So both of us are hyper focused on adding additional options, both from a, an instance compute perspective. You know, VMware announced some, some, some additional offerings that we've got. We've got a fully complete, like, so they're, they announce things like VMware flex compute V VMware flex storage. You mentioned earlier, there was a conversation around ransomware. There's a new ransomware based offering. So we're hyper focused on rounding out, continuing to round out the offering and giving customers even more choice >>Real quick. Jonathan made me think about the ransomware we were at reinforce Steven Schmidtz now the CSO. Now you got a CSO. AJ's the CSO. You got a whole focus, huge emphasis on security right now. I know you always have, but now it's much more public. It's PO more positive, I think, than some of the other events I've been to. It's been more Lum and doom. What's the security tie in here with VMware. Can you share a little bit real quick on the security piece update around this relationship? >>Yeah, you bet. So as you know, security for us is job zero. Like you don't have anything of security. And so what are the things that, that we're excited about specifically with VMware is, is the latest offering that, that we put together and it's called this, this ransomware offering. And it's, it's a little bit different than other ransomware. I mean, a lot of people have ransomware offerings today, just >>Air gap. >>Right, right, right. Exactly. No, that's easy. No, this one is different. So on the back end, so within VMC, there's this, this option where CU we can be to be taking iterative snapshots of a customer environment. Now, if an event were to occur, right. And a customer is like, I have to know if I'm compromised, we can actually spin up super easy. This is cloud. Remember? Yeah. We can spin up a, a copy of this environment, throw a switch, pick a snapshot with NSX. So VMware NSX firewall it off and then use some custom tooling from VMware to actually see if it's been compromised or not. And then iterate through that until you actually know you're clean. And that's different than just tools that do maybe a >>Little bit of scam. We had Tom gills on yesterday and, and one of the things Dave ante had to leave is taking the sun to college is last one in the house and B nester now, but Tom Gill was on. We were talking about how good their security story is ware. And they really weren't showboating it as much as they could have here. I thought they could have done a better job, but this is an example of kind of them really leaning in with you guys. That's the key part of the relationship. >>Yeah, it really is. And I think this is something is materially different than what you can get elsewhere. And it's exciting for, >>Okay. Now the, the real question I want to know is what's your plans for AWS reinvent the blockbuster end of the year, Amazon surf show that gets bigger and bigger. I know it's still hybrid now, but it's looking be hybrid, but people are back in person last year. You guys were the first event really come back and still had massive numbers. AWS summit, New York at 19,000. I heard last week in Chicago, big numbers. So we're expecting reinvent to be pretty large this year. What are you, what are you gonna do there? What's your role there? >>We are expecting, well, I'll be there. I cover multiple businesses. Obviously. We're, we're planning on some additional announcements, obviously in the VMware space as well. And one of the other businesses I run is around SAP. And you should look for some things there as well. Yeah. Really looking forward to reinvent, except for the fact that it's right after Thanksgiving. But I think it >>Always ruins my, I always get an article out. I like, why are you we're having, we're having Thanksgiving dinner. I gotta write this article. It's gotta get Adam, Adam. Leski exclusive. We, every year we do a, a CEO sit down with Andy was the CEO and then now Adam. But yeah, it's a great event to me. I think it sets the tone. And it's gonna be very interesting to see the big clouds are coming to the big cloud. You guys, and you guys are now called hyperscalers. Now, multiple words. It's interesting. You guys are providing the CapEx goodness for everybody else now. And that relationship seems to be the new, the new industry standard of you guys provide the enablement and then everyone you get paid, cuz it's a service. A whole nother level of cloud is emerging in the partner network, GSI other companies. Yeah. >>Yeah. I mean we're really scaling. I mean we continue to iterate and release regions at a fast clip. We just announced support for VMware in Hong Kong. Yeah. So now we're up to 21 regions for this service, >>The sovereign clouds right around the corner. Let's we'll talk about that soon. Steven. Thanks for coming. I know you gotta go. Thank you for your valuable time. Coming in. Put Steven Jones. Who's the general manager of the VMware cloud on AWS business. Four AWS here inside the cube day. Three of cube coverage. I'm John furrier. Thanks for watching. We'll be right back.

>>Hey everyone. Welcome back to the Cube's day one coverage of VMware Explorer, 2022 live from San Francisco. I'm Lisa Martin, and I'm basically sitting with the cloud. I got a power panel here with me. You are not gonna wanna miss the segment, please. Welcome, nor Barage I probably did. I do. Okay on that. Great, thank you. VP and GM of cloud solutions at VMware. Thanks for joining us. Field brother tune is back our alumni VP solutions and alliances at NetApp bill. Great to see you in person. Thank you. And Steve Jones, GM SAP, and VMware cloud at Amazon. Welcome guys. Thank you. Pleasure. So we got VMware, NetApp and Amazon. I was telling Phil before we went live, I was snooping around on the NetApp website the other day. And I saw a tagline that said two is the company three is a cloud, but I get to sit with the cloud. This is fantastic. Nora, talk to us about the big news that came out just about 24 hours ago. These three powerhouse, we >>Were super excited. We are celebrating five years of VMware cloud this week. And with three powerhouses here, we're announcing the general availability of VMware cloud and AWS with NetApp on tap. We have AWS FSX. And so this solution is now generally available across all global regions. We are super excited with all our joint customers and partners to bring this to the market. >>So Steve, give us your perspective as AWS as the biggest hyperscaler. Talk about the importance of the partnership and the longstanding partnerships that you've had with both NetApp and VMware. >>Yeah, you bet. So first all, maybe I'll start with Ryan and VMware. So we've had a very long standing partnership with VMware for over five years now. One thing that we've heard consistently from customers is they, they want help in reducing the heavy lifting or the, the friction that typically comes with cloud adoption. And VMware's been right in the trenches with us and helping with that over the years with the VMware cloud on AWS offering. And, and now that we've got NetApp, right, the FSX on tap solution, a managed storage solution that is, is been known and trusted in the on-premises world. Now available since September on AWS, but now available for use with VMware cloud is just amazing for customers who are looking for that agility, >>Right? Phil talk about NetApp has done a phenomenal job in its own digital transformation journey. Talk about that as an enabler for what you announced yesterday and the, and the capabilities that NetApp is able to bring to its customers with VMware and with AWS. >>Yeah. You know, it started, it's interesting because we NetApp's always been a company that works very closely with our partners. VMware has been a huge partner of ours since gosh, 2005 probably, or sometime like that. I started working with Amazon back in about 20 13, 20 14, when we first took on tap and brought it to the Amazon platform in the marketplace ahead of what's. Now FSX ends like a dream to bring a fully managed ONAP onto the world's biggest cloud. So that work you you're really looking at about. I mean, it depends how you look at it, 15 years of work. And then as Ryan was saying that VMware was working in parallel with us on being a first party service on Amazon, we came together and, or Ryan and I came together and VMware and NetApp came together about probably about two years ago now with this vision of what we're announcing today and to have so to have GA of this combination for meaning global availability, anybody can try it today. It's just an amazing day. It's really a great day. >>Yeah. It's unbelievable how we have sort of partnered together and hard engineering problems to create a very simple outcome for customers and partners. One of the things, you know, VMware cloud is a very successful service offering with a lot of great consumption and different verticals. Things like cloud migration, you know, transforming your entire, you know, data center and moving to the cloud. Things like, you know, modernizing our apps, disaster recovery now ransomware this week. So really, really exciting uptake and innovation in that whole service. One thing customers always told us that they want more options for storage decouple from compute. And so that really helped customers to lower their total cost of ownership and get to, you know, get even more workloads into VMware cloud. And this partnership really creates that opportunity for us to provide customers with those options. >>Let me give you an example, just I was walking over here just before I walked over here. We were with a customer talking about exactly what Orion's talking about. We were modeling using a TCO calculator that we all put together as well on what we call data intensive workloads, which is in this case, it was a 500 gigabytes per VM. So not a huge amount of data per VM. The, the case study modeled out of 38% cost savings or reduction in total cost, which in the case was like 1.2 million per year of total cost down to 700 million. And just, you could do the, just depends on how many VMs you have and how big odes you have, but that's the kind of cost savings we're talking about. So the, this is a really easy value to talk about. You save a lot of money in it's exactly as nor Ryan said, because we can separate the compute and the storage. Yep. >>Yep. I was just gonna say the reason for that is it used to be with VMware cloud on AWS. If you wanted more storage for your workload, you would have to add another node. So with another node, you would get another compute node. You would get the compute, you'd get the memory and the storage, but now we've actually decoupled the ability to expand the storage footprint from the compute, allowing customers to really expand as their needs grow. And so it's, it's just a lot more flexibility. Yep. That customers had. Yeah. >>Flexibility is key. Every customer needs that they need to be agile. There's always a competitor waiting in the rear view mirror behind any business, waiting to take over. If, if they can't innovate fast enough, if they can't partner with the best of the best to deliver the infrastructure that's needed to enable those business outcomes, I wanna get your perspective, Steve, what are some of the outcomes that when you're talking to customers, you talked about fill the TCO. Those are huge numbers, very compelling. What are some of the other outcomes that customers can expect to achieve from this solution? >>That's a great question. I think customers want the flexibility. We talked about customers absolutely wanna be able to move fast. They're also very demanding customers who have had an experience with solutions like NetApp on tap on premises, right? So they've come to expect enterprise features like thin provisioning, snapshoting cloning, rapid cloning, right? And even replication of data given that customers now can leverage this type of functionality as well through the NetApp solution with VMC, they're getting all those enterprise class features from, from the storage in combination with what they already had with vs a and, and VMC. >>Steve earlier mentioned the word we used, we kind of took it from VMware or from Amazon was friction is so many workloads run in VMware VMs today to be able to just simply pick them up as is move them to Amazon makes cloud adoption. Just, I mean, frictionless is an extreme word, but it's really lowers the friction to cloud adoption. And as Steve said, then you've get all these enterprise features wherever you need to run. >>Just brings speed. >>I was just about to say, it's gotta be the speed. It has to be a huge factor here. Yep, >>Yep. Yeah. >>Sure. One of the things that we've seen with VMware cloud is operational consistency as, as a customer value because when customers are thinking about, you know, complex enterprise apps, moving that to the cloud, they need that operational consistency, which drives down their costs. They don't have to relearn new skills. They're used to VMware, they're used to NetApp. And so this partnership really fosters that operational consistency as a big customer value, and they can reuse those skills and really reapply them in this cloud model. The other thing is the cloud model here is super completely managed. If you think about that, right, customers have to do less VMware, AWS and NetApp is doing more for them. That's true in this model. >>So you're able to really deliver a lot of workforce efficiency, workforce productivity across the stack. >>Absolutely. >>And that's definitely true that it just, as it gets more complex, how do you manage it? Just continue, hear everybody talking about this, right. So when a completely managed service by VMware and Amazon is such a savings in com in management complexity, which then gets back to speed. How do I grow my plant faster? >>I mean, and really at the end of the day, customers are actually able to focus on what differentiate differentiates them, obviously versus the management of the underlying infrastructure and storage and all those, those things that are still critical, but exactly, but >>For, for the customer to be able to have to abstract the underlying underlying technology layer and focus on what differentiates them from the competition. That's like I said, right back here, right. That's especially if there's anything we've learned in the last couple of years, it's that it, that is critical for businesses across every industry, no industry exempt from this. >>None. One other thing, just an example of what you're talking about is we all work a lot on modernization techniques like using Kubernetes and container technologies. So with this, if you think about this, you, this solution, you can move an app as is modernize on the cloud. You can modernize, you can modernize and then move. You can, the flexibility that this enables like. So it's sort of like move to the cloud at your rate is a really big benefit. >>And we've seen so many customer examples of migrating modernize is how we like to summarize it, where customers are, you know, migrating, modernizing at their own pace. Yep. And the good, good thing about the platform and the service is that it is the home for all applications, virtual machines containers with Kubernetes backed by local storage, external storage options. The level of flexibility for all applications is really immense. And that drives down your TCO even more. >>What, from a target customer perspective, Noran, talk about that. Who, who is the target? Obviously I imagine VMware customers, it's NetApp customers, it's AWS, but is there, are there any targets kind of within that, that are really prime candidates for this solution? >>Yeah. A great question. First of all, the, the easy sort of overlap between all of us is our shared customer pool. And so VMware and NetApp have been partners for what, 20 years, something like that. And we have thousands of customers using our joint solutions in the data center. And so that's a very clear target for this solution, as they're considering use cases such as, you know, cloud migration, disaster recovery, virtual desktops, application modernization. So that's a very clear target and we see this day in and day out, obviously there are many other customers that would be interested in this solution, as well as they're considering, you know, AWS and we provide a whole range of consumption options for them. Right. And I think that's one of the, sort of the, the good things about our partnership, including with AWS, where customers can purchase this from VMware can purchase this from AWS and all of these different options, including from our partners really makes it very, very compelling. >>Talk a little bit about from each of your perspectives about the what's in it. For me as a partner of these companies, Steve, we'll start with you. >>I mean, what's in it for me is that it's what my customers have been asking for. And we, we have a long history, I think of providing managed services again, to remove that heavy lifting that customers often just don't want to have to do. Having seen the, the adoption of managed storage offerings, including the, the NetApp solution here and now being able to bring that into the VMware space where they're already using it in an on-premises world, and now they're moving those, those workloads being able to satisfy that need that a customer's asking for is awesome. >>We, every time we're at an AWS event, we are always talking about it's absolute customer obsession, and I know NetApp and VMware well, and know that that is a shared obsession across the three companies. >>Hey, Lisa, let me add one more thing. It's interesting, not everybody sees this, but it's really obvious that the NetApp on-prem installed base with VMware, which is tens of thousands of customers. This is an awesome solution. Not quite as obvious is that every on-prem VMware customer gets that TCO benefit. I mentioned that's not limited to the NetApp on-prem installed base. So we're really excited to be able to expose all the market that hasn't used our products on-prem to this cloud solution. And, and it's really clear customers are adopting the cloud, right? So we're, that's one of the reasons we're so excited about this is it opens up a huge new opportunity to work with new customers for us. Talk >>About those customer conversations, Phil, how, where are they happening at? What level are you talking with customers about migration to cloud? Has it changed in the last couple >>Of years? Oh yeah. You know, I've been working on this for years and a lot of the on-prem conversation, it's been a little bifurcated that on-prem is on-prem and cloud developers or cloud developers. And Amazon's done a huge amount to break that down. VMware getting in the game, a lot of it's networking complexities, those have gone down. A lot of people are cross connected and set up today, which that wasn't so true five years ago. So now it's a lot of conversations about, I hear carbon footprint reduction. I hear data all in around data center reduction. The cloud guys are super efficient operators of data center infrastructure. We were talking about different use cases like disaster recovery. It's it's everybody though. It's small companies, it's big companies. They're all sort of moving into this, it call it at least hybrid world. And that's why when I say we're get really excited about this, because it does get rid of a lot of friction for moving loads in those directions, at the rate, the customer wants to do it. >>And that one last really quick thing is I was using NetApp as an example, we have about 300 enterprise workloads. We wanna move to the cloud two, right? And so they're all running VMware, like most, most of the world. And so this solution is, looks really good to us and we're gonna do the exact, I was just out with our CIO. We're going, looking at those 300, which do we just lift and move? Which do we refactor? And how do we do that? In fact, that Ryan was out to dinner with us last night, talking about >>This it's more and more it's being driven top down. So in the early days, and I've been with Amazon for 10 years now. Yep. Early days, it was kind of developer oriented, often initiated projects. Now it's top level CIOs. Exactly. I >>Are two mandates today talking to customers. >>I think of reinvent as an it conference. Now in the way, some of these top down mandates are driven, but listen, I mean, we got great customer interest. We have been in preview for three to six months now, and we've seen a lot of customers were not able to drag their entire data center workloads because of different reasons of PCO data, intensive workloads, et cetera. And we've seen tremendous amounts of interest from them. And we're also seeing a lot of new customers in the pipeline that want to consider VMware cloud now that we have these great storage options. >>So there's a pretty healthy Tam I'm hearing. >>Absolutely. >>I think so. Yeah. It's interesting. Another, just both like WWT and Presidio, channel partners, big, huge channel partners. It takes no selling to explain. We, we just say, Hey, we're doing this. And they start building services. Presidio is here with us talking about a customer win that they got. So this is it. It's easy for people to see why this is a cool, a cool solution. >>The value prop is there >>Definitely >>There's no having appeal the onion to >>Find it. No, the money savings. It's just in what or Ryan said, a lot of people have seen the, the seen an obstacle of cost. Yeah. So the TCO benefit, I mentioned removes that obstacle. And then that opens the door to all the features Steve was talking about of the advanced storage features and things on the platform. >>So is there a customer that's been in beta on this solution that you can talk about in, in terms of what they were looking for, the challenges that you helped them erase and the outcomes they're achieving? >>Yeah, sure. I can. I can provide one example. A large financial customer was looking at this during the preview phase and you know, for, for, for reasons before that were already a customer, but they were not able to attract a lot of their other workloads from other business units. And with this solution, now the service is a much better candidate for those workloads and those business units that had not considered VMware cloud. So we're really excited to see new workloads coming from that particular customer, given this particular solution and the whole TCO math for them was very, very straightforward and simple. And this became a more attractive option for that particular customer. >>Is there a shadow it elimination factor here in this technology and who you're selling to? >>Not real, I, don't not intent. Wouldn't intentionally. I wouldn't say yeah, not intentionally. I, it was funny with the customers I was thinking is yes. The question, the customers that are in the preview are seeing the benefits that we're talking about. The, one of the reasons we started the project on our side a number of years ago was this very large cement company was looking for carbon CO2 reduction. Part of that was moving disaster recovery to the cloud. There was a lot of friction in the solution prior to this, the, the customers have done some of the things we're talking about, but there's a, it takes a lot of skill. And we were looking at working with that customer going, how could we simplify this? And that was from our point of NetApp's point of view, it, it drove us to VMware and to AWS saying, can't we pull some of the friction of this out. And I think that that's what we've seen in the, in the previews. And it's, that's what I meant. It's so exciting to go from having say, I know we have about 20 previews right now, going to the globe today is the, is the exciting news today. >>And is the solution here in booze that it can be demoed and folks can kind of get their hands on it. >>Yeah. Yeah. They can go to the VMware cloud booth at the expo and they can get their hands on their demo and they can take it for a test drive. >>Excellent. >>You can run TCO calculators and do your own math and see what you're gonna all this, the all that's integrated today. We >>Also have pilots where we can help walk customers through a scenario of their own. >>Yep. Excellent. Is there, is there a, a joint website that you guys have, we should drive folks to? >>Yeah, it's >>Actually talk about the press release. It's >>It's yours. So >>It's it's prominently on our website. Okay. VMware cloud. It is onc.vmware.com where we also have the other, you know, our corporate marketing websites that have this vmware.com is a great starting point. Yeah. And we feature the solution. Prominently customers can get started today and they can even participate in the hands on labs here and take the solution for a test drive. >>All right. Last question, nor Ryan, we'll start with you on this. Here we are. I love the theme of this event, the center of the multicloud universe. Does it not sound like a Marvel movie? I feel like there should be some, is there any superheroes running around? Cause I really feel like there should be, how is this solution an enabler of allowing customers to really extract the most of value from their multi-cloud world that they're living in? >>Yeah. I mean, look, I mean, our mission is to build, run, managed, secure applications in any cloud, right. And regu has been talking about this with the keynote this morning as well. You know, at least with NetApp, we share a very good joint vision of enabling customers to, you know, place applications with really good TCO across clouds. And so it's really good story I feel. And I think this is a really good step in that direction where customers have choice and flexibility in terms of where they put their applications in the TCO value that they get. >>Awesome. Guys, you gotta come back next with a customer would love to dig. Maybe at reinvent sounds, we can dig into more and to see a great story of how a customer came together and is really leveraging that the power that is sitting next to me here. Thank you all so much for joining me and having this great conversation. Congratulations on the announcement and it being GA. >>Thank you. Awesome. >>Thank you. Thanks Lisa. All right. Fun conversation. I told you power panel for my guests. I'm Lisa Martin. You're watching the cube, keep it right here for more live coverage of VMware Explorer, 2022 from downtown San Francisco. We'll be right back with our next guest.

>>Welcome to the cubes coverage of VMworld 2021. I'm Lisa Martin, two guests joining me next. Matt Morgan is here. Vice-president cloud infrastructure business group at VMware and Steven Jones joins us as well. Director of services at AWS gentlemen. That's great to have you on the program. >>Thank you, Lisa. >>Glad to see everyone's doing well. Here we are virtual. So we are just around the four year anniversary of VMware cloud on AWS. Can't believe it's been 20 17, 4 years. Matt talked to us about VMware AWS partnership and how it's progressed over that time. >>The partnership has been fantastic and it's evolved. We announced VM-ware cloud on AWS general availability all the way back at VMworld, 2017, we've been releasing new features and capabilities every other week with 16 major platform releases and 300 features as customers have requested. So it's been an incredible co-engineering relationship with AWS. We've also expanded our go to market by announcing a resale program in which AWS can resell VMware cloud on AWS. We did that back in 2019 and in 2020, we've announced that AWS is VMware's preferred public cloud partner for vSphere based workloads. And VMware is AWS's preferred service for vSphere based workloads. >>So as you said, Matt, a tremendous amount of evolution and just a short four year timeframe. Stephen talked to me about the partnership through AWS, this lens. >>Yeah. You bet. Look, I agree with Matt that the partnership has been fantastic and it's just amazing to see how fast four years has gone. I really think that AWS and VMware really are a really good example of how two technology companies can work together for them. The benefit of our mutual customers, um, as Matt indicated, VM-ware is our preferred service for vSphere based workloads. And we're broadly working together as a single team across both engineering and go-to-market functions to help customers drive business value from the, the, the investments they made over the years. And then also as they work to transform their businesses into the future with cloud technology, >>Let's talk about digital transformation. That is a term we've been, we've been talking about that for many years on this program. And at every event we've all been at, right. What we've seen in the last year and a half is a massive acceleration. Now talk to me about how VMware and AWS are helping customers facilitate that digital transformation. >>So our customers see modern it infrastructure as the core pillar of a digital transformation strategy and public cloud has been a digital transformation enabler for organizations. And that's because they have so many benefits when they embraced the public cloud, including the ability to elastically consume infrastructure. That's required the ability to employ a pay as you go financial model and the ability to reduce operational overhead, which helps save both monetary costs, but also provides more flexibility. But the big driver now is the ability to embrace innovative cloud services and those services help accelerate application development, deployment and management VMware cloud on AWS is a prime example of such an offering, which not only provides these benefits, but enhances them with operational consistency working the same way their it architecture works today, giving them familiarity and enterprise robustness that VMware technologies are known for, but being able to maximize the power of the global AWS cloud >>And every year from a customer adoption perspective, that's doubling Steven walked through a couple of customer examples that really highlight the value of VMC on AWS. >>Yeah, I've got a couple here. I think, uh, Kiko Milano is a good one. There a then our Italian company, they sell cosmetics and beauty products through about 900 retail stores in 27 different markets. So quite large, but they found that their on premises data center and outsourcing partner was just too inflexible for the changing needs of their company. And within four months, uh, Kiko actually migrated all of their core workloads to Amazon. Is he too, and particularly surprised how easy it was to migrate over 300 servers to the VMware cloud on AWS offering. And this is, this is key because the actually leveraging the same platform that they were used to, which was BMR. Uh, the Kiko team actually didn't have to perform any testing or modify any other existing applications. They also, they didn't have to actually train their teams again, because again, they were already up-skilled with being able to leverage the BMR technology. >>So again, we think it's the best of both worlds customers like Kiko can come and use VMware cloud on AWS, consolidate their server footprint and also take advantage of, of a hyperscale platform. That's pretty cool. Another customer, uh, SAP global ratings that our company provides a high quality market intelligence in the form of credit ratings, research, and thought leadership to help educate market participants to make better financial decisions who doesn't want to make a better financial decision. Right? So in order to accelerate their business growth and globalization really meet new business capabilities, they knew they needed to move a hundred percent to the cloud and wanted to know how they're actually going to do that. Now they also have an aging data center system outages, which are becoming more frequent, which to them actually concerned that they actually might, um, uh, face in the future, some penalties from the sec. >>So they didn't want to do that. So over the period of about eight months, think about this eight months, they moved to 150 financial apps to AWS leveraging VMware on AWS. Uh, pretty impressive. They reduce technical debt, uh, from legacy systems that were hosted on sun Solaris, Oracle excavator, and a X. And then now actually able to meet the goal demands of their business. The fun part here is they're actually meeting their uptime, uh, needs a hundred percent of the time since it actually moves these workloads to the VMware cloud on AWS. So pretty exciting. See customers link this kind of journey, >>Absolutely impressive journeys. Also short time periods to do a massive change there. It sounds like the familiarity with VMware in the console is a huge facilitator of the speed of migration and folks being able to get up and running. Stephen talked to me about some of the trends that you were seeing in organizations like the customers that you just mentioned. >>Yeah. So there are some emergency transfer store and a lot of customers want to leverage the same cloud operating models, but also in their own data centers. So they can take advantage of agility and innovation of cloud will also meeting requirements that they sometimes have that keep them from adopting cloud. Uh, you can think of workloads that sometimes have low latency requirements, right? Or they need to process large volumes of data locally. Uh, other times customers tell us they really need the flexibility to run data workloads, um, in a particular area that has data sovereignty or residency requirements. So when, as we talk about customers, um, they tell us that not only do they want to minimize their, their need to actually manage and operate infrastructure, um, and focus on business innovation is sometimes need to do this, um, in a, in a data center this close to them, if that makes sense. So they're looking for the best again of both worlds. >>Got it. The best of both worlds and Matt, you have some breaking news to share. What is it? >>So today we're announcing the general availability of VMware cloud on AWS outposts. >>Awesome. Congratulations. Tell me about that. Let's dig into it. >>So for customers looking to extend their AWS centric model to an on-premise location, that data center edge location via more cloud on AWS, outposts delivers the agility and innovation of AWS cloud, but on premises and VMware cloud on AWS outpost is based on VMware cloud, a jointly engineered service. So together we're delivering this service on premises as a service. This gives us the capability to integrate VMware's enterprise class architecture and platform with next generation dedicated Amazon nitro based ECE to bare metal instances. It provides a deeply integrated hybrid cloud operating environment that extends from a customer's data center to these particular services running on premises in the data center, the edge, or to the public cloud and having a unified control plane between all of it. >>A unified control plan is absolutely critical. Uh, Stephen eight, >>We have a detailed plan to offer integrated AWS services, and that capability really enhances the innovation angle for customers as they embraced the modernization of their applications. >>Another great example of how deep the partnership is Steven AWS outpost was announced at reinvent, I think 2019, which was the last time I was at an event in person. So coming up on a couple of years here, when GA talked to me about some of the key use cases that you're seeing, where it really excels. >>Yeah. So Matt, Matt highlighted a number of these, right. And you're right. It was 2019. Uh, we were all together back then and hopefully we can do that, uh, very soon here, um, quickly on apple. So overall, since, since we're talking about outposts, uh, VMware cloud on a post as well. So the thing here and Matt highlighted this is that without posts, we actually live we've leveraged, leveraged literally the same hardware and control plane technology that we leverage in our own data centers so that the customers will come to know and love and expect about the AWS platform and VMC on AWS, uh, uh, is, is, is the exact same thing that we'll be able to get with the Apple's technology. I'll give you a couple of customer examples. I think that that actually speaks to the use cases best. So, um, you remember, I talked a little bit about data locality and residency requirements. >>So first ABI Dhabi bank, uh, is the largest bank in the United Arab Emirates, right? And they were offering corporate investment and personal banking service, and they wanted to deliver a digital banking service, including email and mobile payments, but they had to follow a specific residency and data retention requirements and they had to do it in the UAE. And so what they've done is they've actually leveraged multiple AWS outposts in the UAE to allow them to provide business continuity while also leveraging the same API APIs that they had to come to know about, uh, and love about the AWS services in region, right? Phillips healthcare is another really good example. Um, you can imagine that, uh, what they do every day is, is, uh, very important things like predictive analytics for preventative treatments. And so outposts Phillips has actually taken those and that developed cloud applications, again, deployed on the same infrastructure they were used to within region. Now they can actually do this in clinics at hospitals, and they're in managing that the same tools providing, uh, same end-to-end, um, view and to their own providers, 19 administrators. And so they actually estimate they have over 70,000 servers now distributed across 12,000 locations or 1200 locations. Excuse me. So that's an example of, again, just two use cases that really broadened the reach and the flexibility of customers to run workloads in the cloud, but in a on-premise fashion. Does that make sense? >>Yes, it does. And you mentioned two great stories there. One in financial services, the other one healthcare, two industries that have had to massively pivot in the last 18 months amongst many others, but let's talk a little bit more Steven, about some of the things that you're hearing from some of the early customers of BMC on outpost. What are some of the near term opportunities that you're uncovering? >>Yeah, I've got to say here too, that, uh, customers are VMware customers have been asking us for this for quite some time. I'm sure Matt would agree. Um, so look from, uh, go back to some of the use cases we've discussed low latency compute requirements. So one of our higher education customers today who has migrated workloads to be more cloud on AWS, um, is looking at, uh, extending the same capability to an on-premise experience specifically for, um, uh, school applications that require a low latency, um, uh, integration, um, from a local data processing perspective. Again, one of our VMware on AWS top biopharmaceutical companies, uh, here again in the U S um, is planning to use VMware cloud on AWS outposts for health management applications with patient records that need to be retained locally at the hospital hospital sites. And then finally you can kind of going back to the story around data residency. We have a large telco provider in Europe that is planning to use this particular offering for their applications that need to remain on premises to meet regulatory requirements. So again, you know, we're just super pleased with the amount of interest, not only in VMware cloud on AWS, but also in this new run that we're announcing today. And we're really excited to be able to support the VMware cloud experience really on the AWS Apple's platform for a of these use cases. >>One of the things we've talked about for many years with both VMware and AWS is the dedication to listening to the voice of the customer. Not obviously this is a great example, Steven, as you said, VMware customers have been asking for this for awhile. So while customers have a ton of choice, I want you guys to unpack what the differentiators are of this service. And Matt, if we can start with you to bring you back into the conversation, we'd love to get your, your input on those differentiators. >>Yeah, absolutely. So people have to look at this for the service that's delivered and on the VMware side of the equation, we're delivering the full VMware cloud infrastructure capability. This is delivered as a service as a cloud service on premises. So why is this valuable? Well, it relieves the it burden of infrastructure management and fully maximizes the value of a fully managed cloud service, giving an organization, the capability to unlock the renovation, budgets, and start to invest truly an innovation. This is all about continuous life cycle management, ongoing service monitoring, automated processes to ensure the health and security the infrastructure. And of course, this is backed by expert VMware site recovery and reliability engineers, to ensure that everything works perfectly. We also enable organizations to leverage best in class enterprise grade capabilities that we've talked about in our compute storage and networking for best-in-class resiliency auto-scaling and intrinsic availability. >>So there's no long procurement cycles to set up these environments. And that means it's developer ready right out of the box. We're also deeply integrated with what customers do today. So end to end hybrid cloud usually requires end-to-end hybrid processes. And with this integration into those processes is instant, no reconfiguration, no conversion, no refactoring, no rearchitecture of existing applications using VMware HDX or B motion organizations can move applications to leverage this cloud service instantly. It allows you to use established on premises governance, security, and operational policies, and ensures that that workload portability I mentioned goes both ways. It's bi-directional as customers need to have portability to meet their business requirements. As we mentioned earlier, there's a unified hybrid control plane with a single pane of glass to manage resources across the end-to-end hybrid cloud environment. And we're giving direct access to 200 plus native AWS services. And that enables an organization to truly modernize their applications, starting where they are today. And so that gives you the real capability to deliver a unique service. One that gives you an organization, the ability to migrate without any downtime have fast, fast cost effective capabilities and a low risk to their hybrid cloud strategy. >>Excellent. That's a pretty jam packed list of differentiators there, but one of the things that it really sounds like not from what you said is how much work has gone on to make the transition smooth for customers, give them that flexibility and that portability that they need. Those are marketing terms you and I know are used very frequently, but it really seems like the work that you've done here will be done straight to that. I want to ask you Stephen, that same question from AWS's perspective, what really differentiates the solution. >>It is a good question. I'll just, uh, I'll agree that there has been a ton of work first that is, has gone, gone into actually making this happen. Right. Um, and to, to all the points that Matt made. And I would just add that again. 80 was outpost is built on the same AWS nitro system and infrastructure. The customers have already come to love in the cloud. And so gone really are the days where customers have to worry about procuring and racking and stacking their own gear layer on all the benefits, the map outline from a VMware perspective. And again, we, we really believe the customers are getting the best of both worlds here. Um, with, with specifically with the compute that comes in the outpost rack, um, customers actually get getting kind of built in redundancy and resiliency, hard security, all those things that customers don't know, they need certain things. >>The customers know they need to pay attention to, but also want some help with. And so we've, we, we put a lot of thought and effort into this. Um, but could I just, uh, explain a little bit about the customer experience, um, when a customer orders and AWS outposts rack, right? AWS actually signs up, uh, to do a fully managed experience here. Like we'll bring people in to actually do site assessments. Um, we'll manage the hardware, setup, the installation and the maintenance of that gear over time. Well, VM-ware also manages the, the software defined data center construct as well as, um, the, the single point for, uh, for support questions. And so together, we really thought through how customers is met, but it get an end to end experience from hardware all the way up through application modernization. It's pretty exciting, >>Very deep partnership there. And we're out of time, but I do want to ask you guys, where can customers go, who are interested in learning more about this new service? >>So at VM world, there are a collection of DMR cloud, AWS sessions, including sessions, dedicated to VMware cloud on AWS outpost. We encourage everyone who's attending VMworld to look up those sessions and you'll learn all about the hardware, the service, the capabilities, the procurement, and how to get started. In addition, on vmware.com, we have a web portal for you to gain additional knowledge through a digital consumption. That's vmware.com/vmc-outposts. >>Awesome. Matt, thank you. I'm sure folks will be just drinking up all of this information at the sessions at VMworld 2021. And I hope to see you in person at next year's VM. I'm crossing my fingers. Great to see you guys Format Morgan and Steve Jones. I'm Lisa Martin, and you're watching the cubes coverage of the em world to 2021.

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020. Special coverage sponsored by AWS Global Partner Network. Hello, everyone. This is Dave Balanta. And welcome to the cubes Virtual coverage of AWS reinvent 2020 with a special focus on the A p N partner experience. I'm excited to have two great guests on the program. Fernando Castillo is the head s a p on AWS Partner Network and s A P Alliance and AWS and Stephen Jones is the general manager s a p E c to enterprise that aws Gentlemen, welcome to the Cube. Great to see you. >>I'm here. >>So guys ASAP on AWS. It's a core workload for customers. I call it the poster child for mission Critical workloads and applications. Now a lot has happened since we last talked to you guys. So So tell us it. Maybe start with Stephen. What's going on with Sapna Ws? Give us the update. >>I appreciate the question Day. Look, a lot of customers continue to migrate. These mission critical workloads State of us on a good example is the U. S. Navy right? Who moved their entire recipe landscape European workload AWS. This is a very large system of support. Over 72,000 users across 66 different navy commands. They estimate that 70 billion worth of parts and goods actually transact through the system every year. Just just massive. Right? And this this type of adoptions continued to accelerate a very rapid clip. And today, over 5000 customers now are running SFP workloads. I need to be us on there really trusting us, uh, to to manage and run these workloads. And another interesting stat here is that more than half of these customers are actually running asap, Hana, which is a safe He's flagship in memory database. >>Right, Fernando, can you add to that? >>Sure. So definitely about, you know, the customs are also SCP themselves continue to lose a dollar less to run their own offerings. Right? So think about conquer SCP platform. SCP analytics were when new offers like Hannah Cloud. In addition to that, we continue to see the P and L despondent network to grow at an accelerated pace. Today we have over 60 SNP company partners all over the world helping SFP customers s O that customers are my green. There s appeal asking CW's. They only look for reduced costs, improved performance but also toe again access to new capabilities. So innovate around their core business systems and transform their businesses. >>So for now, I wonder if I could stay with you for a minute. I mean, the numbers that Steve was putting out there, it's just massive scale. So you obviously have a lot of data. So I'm wondering when you talk to these customers, Are you discerning any common patterns that are emerging? What are some of the things that you're hearing or seeing when you analyze the data? >>Sure. So just to give a couple example right. Our biggest customers are doing complete ASAP. Transformations on Toe s four Hana. Their chance they're going to these new S a p r p code nine All customers have immediate needs, and they're taking their existing assets to AWS, so looking to reduce costs and improve performance, but also to sell them apart for innovation. This innovation is something that operation or something that they can wait. They need it right now. It's they This time to innovate is now right on some of these customers saying that while s and P has nice apart. So that is a multi year process on most organizations and have a look from waiting for this just before they start innovating. So instead of that, they focus on bringing what they have on start innovating right away on Steve has some great stories around here, so maybe Steve can share with that. Goes with that? >>Yeah, that'd be great, Steve. >>Yeah. Look, I think a good example here on and Fernando touched it, touched on it. Well, right. So customers coming from all kind of different places in their journey aws as it relates to this this critical workload and some are looking to really reap the benefits of the investments they made over the last couple decades sometimes. And Vista is a really good example Here, um there a subsidiary of Cook Industries, they migrated and moved their existing S a P r P solution called E c C. To AWS. They estimate that this migration alone from an infrastructure cost savings perspective, has netted them about two million per year. Additionally, you know, they started to bring some of the other issues they were trying to solve from a business perspective, together now that they were on the on the on the business on the AWS platform. And one thing that recognizes they had different data silos, that they had been operating in an on premises world. Right? So massive factories solution and bringing all of that data together on a single platform on AWS and enriching that with the SCP data has allowed them to actually improve their forecasting supply chain processes across multiple data sources and the estimate that that is saving them additional millions per year. So again, customers are not necessarily waiting to innovate. Um, but actually moving forward now. >>All right, so I gotta ask, you don't hate me for asking this question, but but everybody talks about how great they are. Supporting s a P is It's one of the top, of course, because s a p, you know, huge player in the in the application space. So I want you guys to address how aws specifically compares Thio some of your competitors that are, you know, the hyper scaler specifically as it relates to supporting S a P workloads. What's the rial differential value that you guys bring? Maybe Steve, you could start >>Sure, you're probably getting to know us a little bit. Way don't focus a lot on competition, Aziz mentioned week We continue to see customers adopt AWS for S a p a really rapid clip. And that alone actually brings a lot of feedback back into how we consider our own service offerings as it relates to this particular workload on that, that's it. That's important signal right for what we're building. But customers do tell us the security performance availability matters, especially for this workload, which, you know, to be honest, is the backbone of many, many organizations. Right? And we understand why. And there was a study that was done recently about a. D. C. Where they found that even a single hour of unplanned downtime as a released this particular workload could cost millions. And so it's it's super important. And if you look at, um, you know, publicly available data from an average perspective, um, it has considerably less downtime than the other hyper scale is out there way. Take the performance and availability of oh, our entire global footprint and in this workload in particular, super important. >>Well, you know, that's a great point, Steve. I mean, if you got critical mission critical applications like ASAP supporting the business, that's driving revenue. It's driving productivity. The higher the value of the application, the greater the impact when it's down, I wonder, Fernando, you know, Steve said, You guys don't focus on the competition. Well, is an analyst. You know, I always focused on the competition, So I wonder if you're gonna add anything to that. >>Sure. So again, as you can imagine, multiple analyst called Space right. And, uh, everybody shares information. And analysts have agreed that Italy's clean infrastructure services, including the three quite a for CP across the globe. So we feel very humble and honor about this recognition on this encourages to continue to improve ourselves to give you a couple examples for a 10 year in a row. Italy's US evaluated as a leader in the century Gardner Magic Quadrant, right for cloud infrastructure from services. And, as you know, the measure to access right they measure very execute on complete, insufficient were the highest, both of them. Another third party, just not keep with one is icy, right? You know, technology research dreamers, you already you might know advice for famous Well, the reason they publisher s a p on infrastructure service provider lands reports long name which, basically, the analyzers providers were best suited to host s a. P s four hana workloads on more broadly s a p Hannah landscapes, you know, very large scape ASAP 100 landscapes. So they recognize it, at least for the third year in a row. And conservative right, the best class enterprise. Great infrastructure towards security performances, Steve mentioned, but also making the panic community secure. Differentiation. Andi, they posted. They mentioned it all us as a little position in quadrant for the U. S. U K France, Germany, the Nordics in Brazil. So again, really honor and humble on discontinued in court just to continue to improve. >>You know, Steve, I just wrote a piece on Cloud 2030 trying to project what the next 10 years is gonna look like in one of the I listed a lot of things, but one of the things I talked about was some of the technical factors like alternative processors, specialized networks, and you guys have have have really, always done a good job of sort of looking at purpose built, you know, stuff that that can run workloads faster. How relevant is that in the the S A P community? >>Oh, that's a great question, David. It's It's absolutely relevant. You take a look at what? What we've done over the years with nitro and how we've actually brought the ability for customers to run on environmental infrastructure but still have that integrated, uh, native cloud experience. Uh, that is absolutely applicable to Unless if you workload and we're actually able toe with that technology, bring the capability to customers to run thes mission critical workloads on instances with up to 24 terabytes of brand, albeit bare metal, but fully integrated into the AWS network fabric, >>right? I mean, a lot of people, you know, need that bare metal raw performance on, and that makes sense that you've been, you know, prioritize such an important class of workload. I'm not surprised that that I mean, the numbers that you threw out a pretty impressive eso. It's clear you're leading the charge here. Maybe you could share a little glimpse of what's coming in the future. Show us a little leg, Steve. >>Yeah, well, look, uh, we know that infrastructure is super important. Thio. Our customers and in particular the customers are running these mission critical workloads. But there's a lot of heavy lifting, uh, that that we also want to simplify. And so you've seen some indications of what we've done here over the years, uh, ice G that Fernando mentioned actually called out. AWS is differentiating here, right? So for for many years, we've actually been leading in releasing tools for customers to actually orchestrate and automate the deployment of these types of worthless so ASAP in particular. I mean, if you think about it a customer who is coming to a to a hyper scale platforms like AWS and having to learn what that means, Plus understand all the best practices from S, A, P and AWS to make that thing really shine from a performance and availability perspective, that's a heavy asked. Right? So we put a lot of work from a tooling perspective into into automating this and making this super simple not just for customers, but also partners. >>Anything you wanna chime in on that particular the partner side, Fernando. >>Sure. So this is super important for public community, right? As you can imagine, the tooling that we're bringing together toe. The market is helping the Spanish to move quicker, right? So they don't have to reinvent. They will all the time. They will just take this and move and take it and move forward. Give an example. One of our parents in New York, three hosts. Thanks for lunch. We start with Steve just reference right. They want to create work clothes in an automated way. Speeding up the delivery time. 75% corporation is every environments. So it just imagine the the impact of these eso a thing here that is important is our goal is to help customers and partners move quicker, removing any undifferentiated heavy lifting, right, Andi, that's kind of the mantra of this group. >>You know, when you think about what Doug Young was saying is in the keynote, um, the importance of partners and I've been on this kick about we've moved in this industry from products to platforms, and the next 10 years is gonna be about leveraging ecosystems. The power of many versus the resource is of a few or even one is large is a W s so so partners air critical on I wonder if you could talk toe the role that that the network partners air playing in affecting S a p customer outcomes and strategies. Maybe Steve, you could take that first. >>Yeah, but look, we recognize that the migration on the management of these systems it's complex, right? And for years, we've invested in a global community of partners many partners who have been fundamental to s a p customer success over over a couple decades, Right? And so, um, that there are some nuances that that need to be realized when it comes to running ASAP on on a hyper scale platforms like AWS. And so we put a lot of work into making sure these partners are equipped to ensure customers have have a really good experience. And I mean, in a recent conversation I had with a CEO of a large, uh, CPG company, he told me he reflected that the partners really are the glue. That kind of brings it all together for them. And, uh, you know, just to share something with you today, our partners, our partner community network for S. If he is actually helping over 90% of net new customers who are coming toe migrate as if you were close to AWS, so they're just absolutely critical. >>So, Fernando, there's the m word, the migration, you know, it's you don't want to unless you have to, but people have to move to the cloud. So So what can you add to this conversation? >>Sure, they So again, just to echo what Steve mentioned, right? Uh, migration. Super important. We have ah group of partners that are right now specializing in migration projects. And they have built migration factories. You may have seen some of them. They have been doing press releases through the whole year saying that they're part of these and their special cells they're bringing to the helping customers adopt AWS. So they go through the next, you know, very detailed process. We call them map for ASAP partners. So they have these incremental value on top of being SCP competent funds, which I referred earlier on. This group has, as mentioned, you know, show additional capability to safeguard these migrations on. Of course, we appreciate and respect and we have put investment programs for them to help them support their own customers right in those in these migrations. But because the SNP ecosystem on it. But it's not about only migrations, right? One important topic that we need technologies as you as Steve mentioned, we have these great set of partner of customers have trusted us or 5000 through a year on these, uh, these customers asking for innovation right there, asking us how come the ecosystem help us innovate faster? So these partners are using a dollars a plan off innovation, creating new solutions that are relevant for SCP. So basically helping customers modernize their business processes so you can take an example like Accenture Data Accelerator writers taking SCP information and data legs Really harm is the power of data there or the Lloyd you know, kinetic finances helping, you know, deploy Central finance, which is a key component of SCP, or customer like partners like syntax that has created our industrial i o. T. Offering that connects with the SNP core. So more and more you will see thes ecosystem partners innovating on AWS to support SNP customers. >>You know, I think that's such an important point because for for decades have been around for a while. It's the migrations air like this. Oftentimes there's forced March because maybe a vendor is not going to support it anymore. Or you're just trying to, you know, squeeze Mawr costs out of the lemon. What you guys are talking about is leveraging an ecosystem for innovation and again that ties into the themes that we're talking about about Cloud 2030 in the next decade of innovation. Let's close, guys. What can customers ASAP customers AWS customers expect from reinvent this year? Um, you know, maybe more broadly, what can they expect from A W S in the coming 12 months? Maybe, Steve, you could give us a sense, and then Fernando could bring us home. >>You bet. Look, um, this year we've really tried to focus on customer stories, right? So we've we've optimized. There's a number of sessions here agreement this year. We want customers and partners to learn from other from other customer experiences, so customers will be able to listen to Bristol Myers Squibb talk about their performance, their their experiences, Alando Newmont's and Volkswagen. And I'll be talking about kind of different places where they are on this, this journey to cloud and this innovation life cycle, right, because it really is about choice and what's right for their business. So we're pretty excited about that. >>Yeah. Nice mix of representative Industries there. I Fernando bring us home, please. >>Sure. So, again, we think about 21 in the future. Rest assured, we'll continue to invest heavily to make sure it values remains the platform innovation. Right on choice for recipe customers where a customer wants to move their existing investments on continue to add value. So what they have already done for years or goto export transformation. We're here to support their choice. Right? And we're committed to that as part of our customers Asian culture. So we're super excited about the future. And we're thankful for you to spend time with us today. >>Great, guys, Look, these are the most demanding workloads we're seeing that that rapid movement to the cloud is just gonna accelerate over the coming years. Thanks so much for coming on The Cube. Really appreciate it. >>Our pleasure. Thank >>you. All >>right. Thank you for watching everyone keep it right there from or great content. You're watching the cube aws reinvent 2020

>> Announcer: Live from the Moscone center it's theCUBE covering AWS Summits San Francisco 2018. Brought to you by Amazon Web Services. >> Welcome back, this is theCUBE's coverage of AWS Summit San Francisco. Here at the Moscone Center West. I'm Stu Miniman, happy to have a distinguished panel of guests on the program. Starting down of the fair side, Steven Jones whose the Director of Solution Architecture with AWS, helping us talk about how AWS gets to market is Chris Wegmann, Manager and Director of Accenture, and then super excited to have a customer on the program Chad Anderson is the IT Director of Operations at Del Monte Foods. Gentleman, thank you so much for joining us. >> Thanks for having us. >> Alright Chad, we're going to start with you, talk to us a little bit about your role inside Del Monte and really the journey of the cloud, something we've been talking about for years, but Del Monte has an interesting story. I want to kind of understand your role in that. Start us off. >> Ya so I oversaw the project for us to migrate everything to AWS. We started off with just needing to really understand if were missing something here. Like, shouldn't we be moving to the cloud and that ended up in a study where we just kind of went threw the numbers, we looked at what the benefits were going to be and it kind of just turned into a obvious choice for us to do it. >> Back us up for a second, give us you know your organization Del Monte Foods and your technology group is this global and scope kind of how many end user do you have? How many sites? Can you give us a little bit of the speeds and feeds of what what was being considered, was it everything or some pieces, what was the impetus for the journey of the cloud? >> Ya, so we have about a thousand users, globally we are mostly in Manila, for our global share services our business back office work is done there and then most of it is U.S. footprint of plants and distribution centers and headquarters, et cetera operations. >> Alright so Chris, the SI partner for this cloud journey. So bring us a little bit of insight, bring us back to you know, kind of what was the business challenge and what was your teams role in helping along those journeys? >> The business challenge was getting Del Monte, getting the heart of their organization SAP to AWS quickly. Alright, there was a short time frame, I learned a lot about fruit packing during the project, but it was about how quickly could we get there? So, when we actually started, we started looking at taking seven months to do the migration of their environment. We really got into it and really got focused on what needed to be done. We looked at a lot of automation, put a lot of automation on the process, a very diligent approach, and we were able to do it, we thought we could do it in four months, and we did in three and a half months so very rapid, and I think as Chad will tell you we really kind of focused on building the right architecture, putting a lot of automation, and then also getting it in there with the right performance and then being able to tune things down, because you can you can move so quickly between engine sizes and memory and it was a really really exciting process to go through. >> Ya, so you said it originally we thought it was seven months, and it was good and done in half that time. That's not my experience with Enterprise Software roll outs. So, what was the delta there? How was the team able to move so fast? >> A lot of it was obviously AWS, being able to spin up the infrastructure, being able to automate a lot of the tasks that had to be done. Alright we did it threw three different environment sets. So we started diligent, moved to test, then went to production, and in each step we automated more and more of the process so we were able to condense the speed of the technical work that had to take place in a really short amount of time. >> We had to treat it also, like a mission critical thing across it wasn't just a infrastructure move it really the application guys were focused on this, we stopped all development of other activities going on. We really just kind of turned everybody and say "Let's get this done as soon as possible "and not be competing with each other." >> When you say stop everything, but of course the business didn't stop, but was transition pretty seamless. >> I mean other projects. >> Ya, ya, ya I understand, but I mean from the cut over and from your users stand point, did it go pretty smoothly? >> Oh definitely, these guys did an amazing job of putting together a plan that was really ready to be executed against. It took some, it took a lot of, I mean on my part it was really just to negotiate the extended maintenance window, but as far as the best compliment I ever got was people were like what did you do? Like I didn't even know that you guys did anything. From day one they took it and ran with it and we were stable. I mean it was pretty awesome. >> A black box, magic happens here and all of a sudden everything is running faster, scaling easier, cost is better, some of those types of thing? >> Ya, cocktails and beach time. >> Steve cocktails? I didn't realize that when I moved my enterprise application to cloud cocktails were involved. >> A few cocktails are involved. >> I mean look, I remember a few years ago where it was like well it's your development will do in the cloud, but I mean SAP has really raised cloud full boar and you know very strong partner, but bring us up to how does AWS help customers make sure that, this is critical things running the business, that it runs so smoothly. What have you learned along the way? What is different in 2018, then say it was even a year or two ago? >> A lot of great questions in there Stu, I would say this is become the new normal. Right? It use to be full disclosure, dev test, training type work loads in the early days but over the course of years we have taking a lot of learning with partners like Accenture and customers like Del Monte and we've taking those learnings and put them back into the platforms, so what you see today is a platform that a partner like Accenture could come in build a lot of automation tooling around, to reduce time frame from seven months down to three and a half. I think it was around two hundred servers, 50 of those were SAP related, and 25 terabytes of data that were moved in a short amount of time. So it's a combination of years worth of effort to build a platform that is scalable, resilient, and flexible. As well as the work that we have done directly with SAP that has gone right back into the platform. >> Chad bring us inside kind of operations on your team. What is the before and after? What's it look like? Was there change in personal or roles or skills? >> We transition services with our migration. So the Accenture team has taking over the long term operational activities as well as helping us through the migration efforts. We had a lot of preparation that was going on besides the server migration that was happening and I think what is really unique about them is because they can deliver these capabilities of the migration they have got a lot of the tooling and the automation is built into the operational mana services model as well. So it's been a much easier kind of hand over from those teams because we are working with the same vendor. >> Most of the time its not just that I've migrated from my environment to the cloud, but how does that enable the new services either Accenture from AWS from the marketplace. What has changed as to how you look at your SAP environment and kind of capability wise? >> It's just incredibly flexible now. It's just one of those situations where we can start small and we can scale so rapidly and it's like I feel like its kind of like walking into a fast food restaurant and just like oh, I'll take one of these, one of these, and one of these. You wait there and the food comes out, it just happens automatically. So, it's a great thing. >> Chris, I remember I interviewed a CEO a few years ago, and he said use to give me a million dollars in 18 months and I'll build you the Taj Mahal from my applications. Today I need to move faster and it's not a one time migration, but there's ongoing I've heard it a time and again there, so where does Accenture, it's not just the planning, where's Accenture involved? What is kind of the ongoing engagement? >> We go end to end. Right? So, we start out with strategy, we start out with a migration. The migration takes planning and execution, but really we focus on the run area as well using our Accenture platform and tooling that we have built. We really focus on how do you continue to optimize? How do you continue to improve performance? How do you govern? How do you do things like quota and security management and that type of stuff. I do think that a lot of our customers start with cloud think I can spin this stuff up, I can run it just like I ran my on premise data center and it's not the same. You go from a capacity planning person to a cost management person. You need to have a cloud architect understanding how you build your applications to be Cloud ready and AWS ready. There are a lot of great services, but if your not taking advantages of those services you can't auto scale, you can't do that stuff. So, we really help our clients go threw that entire process and make sure their getting the most value out of AWS all the way through the run for many years after they have done the migration. >> Chad, do you have any discussion of how are you reporting back to the business as to what were the hero numbers or success factors that said hey this was actually the right thing to do? >> Ya I mean we're a canned food company, so people are very interested in making sure that we are keeping our cost low. Most people from a business prospect want to talk to me about the efficiencies that their seeing and how's that going to show up a reduction in SG and A. We have seen it, I mean when you move to a group of people that can manage a larger set of infrastructure with a smaller group of people and the underline services can be turned on and off, so you only utilize what you really absolutely have. Those numbers show up on our bottom line. >> Steve, any other similar, what do you hear from customers when it comes to SAP, and what is the main driver, and what are the big hero things? >> So in the early days, it was all about cost right, driving cost out of the system. Now it's the flexibility, the ability to move quicker. Chad was relating earlier how you would spend a lot of time sizing environment and now there actually able to right size their environments using purpose built equipment the AWS has built for SAP. It's enabled them to actually reduce cost and move quicker. That's what we are hearing is common theme now these days. It's okay to move faster, to maybe not worry about sizing as much as we use to. >> Ya for future initiatives, I mean it's, there's all these windows of time that are just gone for us to stand up new services whether it's traditional application that needs servers and computer, whether it's SAP services, we are kind of all on that platform now where we can just click and plug in items much easier. >> Chad, what do things like digital transformation and innervation mean to a canned food company? >> We are desperately trying to get in touch of our consumer. So, whether were figuring out how to get improve kind of how we are managing our digital assets, how were managing, our pages on Amazon, or our pages on Walmart.com. We need to be much more in touch and much more consumer focused and a lot of these newer technologies, et cetera there built to run on AWS and we ready to kind of integrate that into our existing enterprise environment. >> Innervation has been a big part of our customers reason for moving to cloud. I'd say 18 months ago, we saw a big transition in our enterprise customers a lot of them were starting off with cost savings, for operational savings, just overall improvement of their operations, and then we seen about 18 months ago we saw a big shift of people very much focused on innervation and using AWS platform as that catalyst renovation. So, the businesses asking for Alexa apps, they're asking for the integration. Well, the SAP data has to be there to support that stuff. Right, and your enterprise tech has to be there, so by doing that it's enabled a lot of innervation in our processors. >> Chad, last question when you talk about innovation, are there certain areas that your team's investing in is it AI, is it IOT, you know what are some of the areas that you think will be the most promising and how do Accenture and AWS fit into those from your planning? >> Ya, I mean IOT is definitely an interesting area for us, and getting to a point where we can measure our effectiveness and our manufacturing processes, those are all really initiatives now that we're starting to focus on, now that we kind of gotten some of the infrastructure related stuff and were ready to kind of build out those platforms. We're talking about scaling out our OE software and our infrastructure its just such an easier conversation to kind of plan for those activities. We turned a three month sizing exercise as to how much IOT did and we think were going to have to process through these engines into a hey let's go with this and if it doesn't work then we'll take it out and increase the size. It really helps us deliver capabilities new capabilities and new types of ways of measuring or helping our business run in a much more effective and efficient way. >> Anything that you've learned along the way that you've turned to peers and say "Here's something I did, maybe do it faster or do it a little bit different way?" >> I think Accenture has been an amazing partner. I think a lot of people are skeptical about running their entire enterprise across the network and once you kind of bring them in and you really let them look under the cover of what you have. One of the reasons we went with them was just the trust and confidence that they had that we could do this. Once I kind of saw that it was like well I mean let's trust the process here. I mean these guys are the experts and so so that's been a big thing is just reach out learn about what people are doing. There's no reason why you can't do this. >> Well Chad, Chris, and Steve thank you both so much for highlighting the story of a customer's journey to the cloud. We will be back with lots more coverage here at AWS Summit in San Francisco. I'm Stu Miniman. You're watching theCUBE. (upbeat music)