>>LA from Las Vegas. It's the cube covering AWS reinvent 2019 brought to you by Amazon web services and along with its ecosystem partners. >>Hey, welcome back everyone. Live cube covers here at reinvent 2019 in Las Vegas. I'm John, your host extracting the signal from the noise with Stu Miniman analysts at Silicon angle, the cube and Wiki bond. We've got two great guests talking about the ecosystem and the future of software and how customers are consuming it in the cloud. Todd Osborne G VP of alliances and channels at new Relic and Josh Hoffman, GM and global lead of ISB partner ecosystem of AWS. Guys, welcome to the cube. Thanks so much for having us. So guys, we're the top story to me at this show. So far as I'll see infrastructure at scale. The software development life cycle is continuing to evolve. We are more automation, more as Andy says, heavy lifting's being done, which means that application developers are going to get more and more goodness. Dev ops created infrastructure as code check. Now we've got data, tons of data everywhere. So we're, we're seeing an ISB Renaissance more software. You guys are out there writing software. So what you guys take so far of the impact of the ISV here, Josh, to talk about that because this is a big story, does >>massive, I mean if you walk around the floor, you'll see folks that are automating new ways of doing dev ops. You're looking at new ways of securing serverless functions. Um, you're looking at new types of storage. So you could go across every category of technology in this room and you will see an incredible amount of batim innovation. Our partners are really driving that. >>Talk about the relationship with AWS, new Relic, longstanding partnership. Where is it now? Where's it going? It's, I mean, it's off the charts. So even just the last year, the amount of momentum we've built together as has been fantastic. So we participated in a whole bunch of different programs. We've got dozens, hundreds of joint customers that were doing things together. I mean, just look at this event. It's just a, it's just astonishing. We operate in a lot of different partner models, um, from, from reselling, uh, with, with various partners to building technology programs to participating, uh, with Josh and team and our friends. Uh, our friend Dave McCann and team on a eight of us marketplace. Just a whole host of different things that just continue to, to, uh, expand the partnership at scale. And the consumer is ation of the software, the procurement process she's had Teresa crossing off from public sector, whether you're in the public sector or commercial procurement still stuck in 1995 it feels like, right? >>I mean, like, are they modernizing? They've got a lot more ways to get software with the marketplace. What are you guys seeing with customers? Is it really that bad? Am I over over it? It's not that bad, but you know what I'm saying? I mean, so from my perspective, one of the cool we're seeing is, um, AWS in the cloud. Providers are driving a consolidation of budget of modern stuff, of cloud, of, of all the new things that companies want to do. That's all getting consolidated either in a new groups or new budget cycles and AWS is making it really easy to participate in those. So through programs like the marketplace, through various other other initiatives that we're doing, we can combine what we want to achieve with, with what the customer wants to achieve, which is speed to market with, which is with what AWS wants to achieve, which is faster adoption of all the different services and bringing the right ecosystem along with it. >>So the modernization of the procurement cycles along with the monetization of the technology is really cool to watch. Well, I wanted to ask that before. I want to get to the question that I'm that interested Andy Jassy his point on this keynote, Hey, this is the first time I heard him talk like this. We see two types of developers and two types of customers. People want the low level building blocks, the builders and then a new set of customers who want solutions. Yup. This is, this is your wheelhouse. This is where the solution network kind of ecosystem is evolving very quickly. Can you guys share your observations on what that, what he means by that and what does it mean for customers? >>I'll share it in the context of what we're doing with new Relic. Um, when you think of the concept of a solution, a lot of our customers, hundreds of our enterprise customers are going through our migration programs. They need help making sure that what they're doing on prem is translating to what's happening in the cloud, what the applications are doing on prem, and how they're performing in the cloud. So we've collaborated with NewRelic over the last year and a half on a number of new, not just migration programs, but windows or views into how the applications are performing. And we've designed those specifically for customers who are going through those migrations. So you just take that one little category. Um, and it's an area where we're collaborating together to bring something that is a full solution to the customer for those who are going through that migration journey. >>Your take on the whole solution thing. Yeah. So we, uh, last year at reinvent, we announced really the first solution that new Relic had ever launched trying to meet that market need and we, we announced the cloud adoption solution. So everybody knows we've got this great platform with all these cool features. We had never really gone to market and said, not only do we just address application monitoring or infrastructure mining, we actually address the business outcome of migrating to the cloud and all the benefits of doing that. So we announced that as a methodology last year. We added to that over this, this past year because we've enhanced our platform to, uh, have this new capability that we call programmability, which is the ability to write applications on top of the new Relic platform. So we've built, and we launched today a cloud adoption solution application. Kind of a mouthful. >>But what it is, is it is, it's the ability to use our technology and our platform to very easily drop that into a customer and help them very quickly get time to value of delivering on a solution and ultimately achieving the business outcome they're looking for. Yeah, I taught actually. So as you know, I was at your conference earlier this year in New York city where you really defined what a platform should be. And just like Amazon, what you want is you want builders and you want them putting solutions on Dabo. It gives a little bit of the momentum of what you've seen since new Relic one, and then the rollouts. So I don't know the formal count, but I know we're way past the dozen applications that we launched since then. Uh, we also added several different features including logging and some other technologies. We've closed a bunch of different deals with these new technologies since then. >>Um, and then a couple of the cool things from the partner ecosystem that we've done is with the platform capabilities we have, uh, firstly we're now, uh, getting ready to embark on building our first technology partner program. So we were talking to dozens of different partners in this room about how they can build with us on new Relic to make the platform even stickier, uh, for our customers that can now integrate NewRelic with various other technologies. And then the second, uh, thing we were proud to announce today is we've, we've actually just signed a three new managed service providers. So kind of another partner motion that we're driving in this ecosystem. And the new, all the new features of the neurotic platform helped enable us, uh, to do some really cool things with the platform and also evolving business model, uh, to close. Uh, so we were excited to to close three, top 80 best partners, which is best been global, uh, uh, blaze clan and out of California mission cloud as three new partners that we, uh, just, uh, signed agreements with. >>So we're happy to do that. Yeah. When we talk about the transformation, you know, one of the biggest challenges for customers is their application portfolio. I noticed new Relic has two boosts here. There's one specifically just focused on serverless, which I think is awesome. It's got some cool things. They're very focused on that developer app dev deployment there. Um, but you know, your customers, they've got a broad spectrum of applications and that journey to transformation in a modern nation is going to take time. How do you deal with the spectrum of what they're dealing with? But Todd, maybe start with you and then Josh would love your viewpoints too. I mean the spectrum. Massive. So our biggest challenge is keeping up with everything and continuing to innovate with all the things that are happening. But again, the benefits of the platform that we have enables us to do that in the enhancements. >>We wait and we made this year, this year. Um, now that our platform is, is more open, we can connect data, collect data from multiple entities, not just the new Relic, uh, agents that we've, that we were built on. So, uh, the concept of observability and being able to observe the entire application environment, um, is built on the fact that data's gotta come from all these different places. Then we need to turn that around and curate it, uh, into the right experience and the right use case that the customer's looking for. So, uh, all I can say is that, uh, our, our company is built on innovation. We try and stay on the cutting edge of all that. Try and stay current with that and meet the customer's needs as, as everyone here is innovating like S easy at scale. Todd, talk about what's going on in New York. >>What's the coolest thing going out with new Relic right now? Cause Lou always comes on the Q lose to CEO and he's cool. We love him, but he's always got his hands in something. Yes, he got the observability down. Cloud operations becoming standard. That's a tailwind for you guys as a company. But what cool things are you guys working on right now? Um, I certainly can't do Lou any justice. So the customer stories and things and he comes up with are amazing, but you know, from an industry's perspective, like gaming is hot. Um, and it's just like media and entertainment is hot. So we're just doing some really cool things with some really cool customers. Um, maybe not as cool as Lou would be, but you know, customers like, uh, are really adopting our migration story and we're really driving some significant business together. So customers like world fuel services and fleet complete, uh, we've recently come out and announced the stories of how we're helping these companies migrate. >>And frankly that's what's, that's what's cool about it is like everyone wants to get on the cloud faster, do more faster, and we're, we're enabling that, uh, in some really cool customers. So I'll to get your both reactions just to memes that we're developing on the cube this week. One is called, one is cloud native. If you take the T out, it's cloud naive. Okay. So, and the other one is something that I use on my post when my Andy story I did was you got born in the cloud, which is clear benefits. There's no, there's no discussion there. Check winning builder, but reborn in the cloud as companies are becoming reborn, this isn't the Mike, not just migration. There's a fundamental mind shift shift. Yeah. This is a reborn enterprise. And if you're not be born in the cloud and you're probably not going to be around longer, that seems to be the message. What's your reaction to cloud native without the T and reborn in the cloud? >>Well, I think it's, I think it's an accurate statement. It's funny. It's the first I've heard it. I may steal it. If I can use it, please pass it on. I will. Um, I would say that from an APM perspective, many of our partners are in different phases of their journey. Um, and so everything that we do is around three anchor points, which is helping those companies build great software if they haven't already, or if they're making that transition. Once they've made that transition, how do we help them market the software? And then the third piece is really how do we help them sell it? So in the case of new Relic, um, we've got a number of folks around the world that are helping with that co-sale process based on the solutions that we've jointly defined. Um, and then we also help build out the channel because as AWS, we've got tens of thousands of consulting partners. So the idea when you talk about that journey of becoming cloud native is how do you help a partner through that? You've got to hit on all three of those pillars to do it right. The leadership's got to be there for the top. Totally. You've got to have board alignment. You've got to have executive sponsorship, you've got to have technical buying, all of it. >>You guys have a very savvy customer base, Bray cloud native observability. What is the naivety uh, um, issue? What are people mostly naive about? Cause if you don't do it right with instrumentation observability if you're naive about that, you're going to get bitten in the, you know what? Well being, being naive there is not having your observability platform in place. So, but, but you really can't anymore. The old world of if you had a monolithic application running on servers monitoring, sometimes it was optional or a nice to have something today. You couldn't, you could only afford on your most mission critical applications as soon as you flipped a dev ops, a bunch of cloud native technologies, um, modern applications, but on the most modern frameworks with entities that are, that have all these dependencies to make sure that application works. Monitoring is a must, must have an observability is a must have. >>So that's now even in day one, out of the box, out of the one and two, the in to the reborn comment. As soon as you cross that path, you report, you rebirth yourself every day. Like it's constant. You're releasing code daily or multiple times a day, and so there's no like reborn statement anymore. It's a completely agile process. System changeover. This is not just saying it. You got to really believe what you're doing. You have to measure improvement, which is what new Relic is great at because if you take what's happening now on premise and you go to that transformation, you've got to show that you've actually achieved not just savings, but you're helping developers be more efficient and so you, you can't prove that story without the before and after. Yeah, yeah. Love talking to the cloud native gurus that you guys are, congratulations on your marketplace and ISV success. It's only getting the beginning of that run. It's kicking butt. Congratulations. Hundreds of thousands of customers are buying and hundreds of thousands more talk congratulates a new rule. Always great to have you guys on X. Great, impressive company, great results. Always great team, great product cloud, native ashore. Props to that. Thanks for coming on. Appreciate shit. Thanks so much. I'm John here in the cube, extracting the signal in the noise day. Two of three days of wall-to-wall coverage. Two sets here on the ground. Thanks for watching. We'll be right back.

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

>> Live, from Washington, D.C., it's theCUBE, covering AWS Public Sector Summit 2018, brought to you by Amazon Web Services and it's ecosystem partners. >> Welcome back to the District, everybody. This is theCUBE, the leader in live tech coverage. My name is Dave Vellante, and I'm here with my cohost, Stu Miniman. Day two of the AWS Public Sector Summit. We saw Teresa Carlson yesterday, a lot of keynotes, we saw the CIA. Todd Osbourne is here, he's the Vice President of Alliances of New Relic, a company that's been smokin' hot, six billion dollar market cap, and really is takin' the world by storm. He's joined by Scott Drossos, who's the president of Infiniti, who is a public sector consultancy. Gentleman, welcome to theCUBE, good to see you. >> Thanks, good to be here. >> Thank you. >> So Todd, you heard me, I mean really, everybody's talkin' about New Relic, stocks been smoking, I read an article recently, "it's got to cool off, it's too hot." So why so hot, what's goin' on, why the appeal of New Relic? >> Well as our CEO Lew Cirne has been on a couple of times talking to you about, every business is becoming a software business in the public sector, which we're here representing at the Amazon public sector event. It's the same thing with agencies and all the digital experiences that are happening across all the government and whether it's education, higher ed, healthcare, any of the DOD or other agencies, there's always some sort of digital experience that folks are having with the citizens that all the agencies and organizations are tryin' to support, and New Relic's right there, right there at the forefront of every one of those digital experiences. Everyone's running software that's modern software, or shifting to that with modern software running microservices, running containers, shifting to the cloud, and anyone deploying that type of software needs to have New Relic as part of their engagement to monitor what's happening at the citizen or the customer level, what's going on in the back end, on through the infrastructure. And New Relic, whether it's a large enterprise that we're out there, like Dunkin' Donuts or Dominos, monitoring their applications and their eCommerce sites, or it's an agency in the public sector space, you got to have New Relic as part of those engagements. >> So Scott, when AWS services first came out, 2006 timeframe, we looked at it, we said okay, this is the future, but as much as it potentially simplifies lives, it brings a lot of new complexities. So you know, Stu and I used to talk about, look, the AWS is awesome, we're big fans, but the ecosystem has to grow. Consultancies have to come out of the woodworks, and help customers really, adopt. So that's really exactly what's happened. I presume that's how Infiniti got started, maybe you could tell us a little bit about the company, and what your value is. >> Sure, thanks Dave, so Infiniti is a 15 year old company. We're originally founded in public sector IT consulting, and we realized several years ago that the world was changing and that we needed to make the shift from IT consulting to cloud services. And so we dove in headfirst with AWS, and we really tried to move to the top of the curve very quickly, and so we were a little bit ahead of our market in public sector, being a public sector focused organization, but we felt it was important to get ahead of the market because now the market really is smokin' hot. But we thought it was important that if we're going to move into the cloud, we wanted to move to the top of the curve, and deal with things like DevOps, migrations, even machine learning, predictive analytics, so we kind of pride ourselves on having some of the largest public sector contracts in the US, even though we're, right now, predominantly California based, California focused. >> And what's your head count? >> We're about a hundred people. >> I mean this is the thing, we're seeing this trend toward a lot of, you know, smaller specialists, are really doing super. Why is that, or how are you able to differentiate from these big global SIs that have tens of thousands, hundreds of thousands of employees, vertical expertise, why are you guys winning? >> Well, first of all, I think we're able to be nimble and shift our focus pretty quickly to serve our market, to serve our customers, I think more successfully. But one of the thing's that's changed when the cloud arrived, is the cloud really let smaller organizations like us, act like big organizations, so we didn't need to go deploy millions of dollars of capital to go set up a massive data center, we can build an environment on the fly, as you know, in the cloud, and we can have access to world-class platform tools like New Relic, and we can help a customer, a large customer, perform just as well as if we were a large multi-billion dollar services organization. >> Todd, one of the interesting things to talk to customers about is their journey, and where are they, and the cloud migration and how do they do this, reinvent? A year ago or two I heard there were like seven or nine ARS to get there, anything from the full refactoring and building cool new stuff with server lists and things like that, to just the re-platforming. Lift and shift, is that a good thing, isn't that? Walk us through how New Relic with Infiniti, how are you involved in some of those migrations? There's no typical customer, but give us some examples. >> Yeah absolutely, so Infiniti, just like many of the integrators that we work with are all delivering services generally in a couple different areas. One is typically a cloud adoption, or cloud migration practice. So working with Amazon, how do we get more and more of customer's workloads shifted to the cloud? Usually those projects are also going on with something in the refactoring world or application space. Usually they're also developing or shifting to some sort of DevOps practice, and that's also part of our sweet spot, what's happening in the application there, whether it's on the cloud yet or not, we're going to provide that visibility to that. And then the third piece is, there's usually something else happening with that, as I was mentioning before, the customer experience or the citizen experience, so what's the browser impact, what's the user experience on that, what's the, if it's on a mobile app, what's the user experience on there? So while Infiniti's delivering all those services for the clients, New Relic's part of all those services, so our whole model that we're tryin' to do with all of our partners is embed ourselves into all of those services, such that we can help Infiniti be more successful, deliver those projects on time, and really resolve any issues that may come up during those migration issues. >> Scott, I'd love to hear especially, I know I hear DevOps talked about a lot in New Relic's customers, is it pervasive around the agencies that you work with and please do add some color there too. >> So in the public sector, it's a range of readiness, but we're seeing a real wave building, we believe. We worked with New Relic on a very large DevOps, SysOps, very complex cloud services engagement, largest higher education cloud services engagement in the US, and in that case, just like Todd was referencing, when we implemented the migration of the legacy platform to the cloud, first of all we had to do, make choices around refactory, host, rearchitect and so forth, but then when we're managing that environment, and there's millions of users hitting that environment, we need to be able to make sure that we can monitor the application to make sure the application's performing well, and if there's an issue, we want to see the line of code that's causing the problem as quickly as possible so we can keep the environment up all the time. Even though public sector may not be driven by the same financials as say, commercial, they still expect to be up all the time. They still want to take advantage of the benefits of the cloud and so New Relic allows us to do that, but then, as we're looking at the users interface with the application environment, New Relic's browser and mobile, they let us monitor how that experience is going, and we can proactively get at the performance issues there that the application may not tell us, if there's an issue there. And then, we can do things like test middleware with synthetics and make sure that the whole environment's working, and then obviously on the infrastructure side, it lets us make sure that we're optimizing the environment for our clients. One of the cool thing is, when you in the past, you'd set up an EC2 instance, you may not see that you don't need as much CPU as you're using, and so you can size that appropriately, and allow your environment to still run at a high performance, 100% up time, but give them the cost efficiencies at the same time. So we use New Relic across board to help support the entire environment. >> I wonder if we could talk about the marketplace a little bit, generally and then specifically, the public sector? So Scott, I presume you're obviously public sector focused, but are you exclusive to AWS, no, you probably do some other stuff, is that right, is that fair? >> Well we are both AWS and Azure Gold, in terms of partner, but we do more of our work in AWS for sure. >> Okay, so we'll come back to that. And New Relic, of course you're a software company, so you want everybody to love your software, so if there's a cloud that a customer wants to use, you want your software to be on that cloud, fair enough? >> Sure, and also on PRIM, I mean a lot of our... >> On PRIM too. >> A lot of our applications we monitor are still on PRIM, and there's a tremendous amount of value there regardless of... >> I would just add, Infiniti is a trusted advisor, we like to see ourselves as a trusted advisor, so we do feel like we have to be multi-cloud and have an objective perspective. >> And New Relic is presumably the same way, I mean let the customers decide, so, and it's a hybrid world, folks, despite what Amazon wants, it's a hybrid world, and they even recognize that. My question is, there's a lot of discussion in the industry about Amazon as an infrastructure service provider and their lead or relative lead on the competition. It's our sense that there's still a lead there, what's your sense? >> Well AWS is still the leading cloud services provider in the marketplace. They lead in innovation, they lead in disruption, they lead in market share, they lead in so many metrics, and because they have that lead, and that's where we started, we've benefited from that, and we've invested heavily, and in the same way, we see New Relic, when we made a choice around who we were going to pick as a platform to support our customers, we wanted something that was cloud-born, didn't come out of on-premise and get sort of bootstrapped into the cloud, and we wanted something that was a complete platform. So New Relic was really a clear choice for us. It was not a, we looked at the entire market when we made that choice. >> So the narrative in the market used to be, oh, security in the cloud, now we hear the CIA say hey, security on the worst day in Amazon's cloud is way better than I ever saw with client server. It was a pretty powerful statement, so let's assume security, people are relatively comfortable with security these days, even though I'm sure there's still some issues with regard to corporate edicts, and flexibility, and audits, let's put that aside. SLAs is another big one. People often criticize the public cloud SLAs, and cost, oh it's so expensive, I can do it cheaper on PRIM. Are those myths, are those realities, is it a it depends? What's your sense? >> I mean they're all, they're all factors that all of our customers are looking into. I would say what we're hearing a lot about right now, is how do we help provide more visibility to everything that's happening, so if you've got a developer now that has the ability to write code, put it on any cloud they want, spin up containers, spin down containers, go try out server-less base of architectures, they've got a lot of flexibility to do what they want. Government agencies, as well as customers, one of the things they're looking for is what's actually happening? Who's doing what? The governance piece is a big piece and I think New Relic plays right into that in terms of helping control all that. One of the things that we're, is one of our sweet spots, is as you move to DevOps and a truly microservices architecture, one of the whole values of that is speed, keeping up with how fast the whole market is moving, and customers and agencies, what they want out of that, is to deploy applications where they're releasing multiple times a day. You have to have visibility into everything you're doing across the stack to be successful in that, and that's really New Relic's sweet spot in terms of doing that. So providing that visibility, instrumenting the applications in the infrastructure before, and then helping provide visibility to things like governance, things that other, not necessarily our sweet spot, but other companies in the industry are doing things throughout the DevOps life cycle in the governance realm, things like that. So we're part of that ecosystem that's helping Amazon and the other cloud providers be very successful, helping customers and agencies be very successful deploying modern applications. >> It's all about that visibility. >> Scott, one of the things, when we look at any rollout of new technology or migration, once it's up and running, then what, so wondering how your firm's involved in, you know, is there re-training, is there things go on, once this is in place, now what? >> Well Infiniti, what we found in public sector is that everybody wants to take advantage of the cost efficiencies and the benefits, and most public sector isn't going to reduce cost, they're just going to want to re-use cost more wisely. So some of the confusion around cost savings is that they're getting way more for their dollar in the future state, and the choices you have to make around how fast you want to get to the cloud, and what you want to get out of the cloud when you're there, those all effect the equation in terms of what you're actually outcomes are immediately and in the long term. So we often see that in public sector, some of the legacy applications, they may not naturally or easily move all at once, and so you have to make a choice, are you going to do some refactory and architecting before you get it there, are you going to get in the cloud now, and then do it afterwards. Either way, there's benefits, but you have to make choices about what, how you want to approach it. >> Yeah, when you talk about, after I've rolled this in, I've heard from some customers, they're like, after I've gotten a cloud, I love it, but I had to dedicate an engineer for financial architecting because there's all of these things we need to do. Are we still in that state? And once again, do you help with some of the training as to, okay, or is it plugging them into the Amazon ecosystem and how do they get certified and ready to use all of this. >> So Infiniti works with clients differently, we work with some in a more episodic, lighter capacity, and we work with some in a wholistic capacity where we are that engine for them, where we provide them the complete cloud services team to do everything from migrations, architecture, DevOps, SysOps, SecOps, machine learning and all the way through. And so when we're providing those services, we're doing those kind of things, we're making sure that the next improvement is worked into the architecture. Last year, the customer I was referencing earlier, we did just under a hundred releases, so that's a hundred releases that we're using the New Relic platform and our architectural solution, our solution architects, rather, to make sure that it's faultless, that the process is efficient, it's effective, it's secure, and that we're driving efficiencies wherever possible. So it really depends on what the customer wants. If the customer wants to hone the environment, they may have to go a little slower to account for their learning, their learning curve, and we'll help them, if that's what they want, but if they want to go faster, and they want to take advantage of our expertise, we make that available, and we're happy to do that. >> We had the former CTO of the NSA on yesterday, who now works for Accenture, and we were asking about sort of, federal versus commercial, are we sort of still taking, learning lessons from commercial and bringing it to federal, or is it because federal has so much interesting technology around analytics, does it go the other way, and he said, "it's funny, when you're on the inside, you think all the innovation is goin' on outside, now that I'm on the outside I say wow, there's a lot of interesting stuff going on in federal." We heard Teresa yesterday talk about Aurora, she talked about the VM wear partnership, so things that were announced a while ago and actually being adopted in commercial coming in to federal. So how does it work? Is it more of a two-way than it used to be 20 years ago and I wonder if you could comment? >> Yeah, from Infiniti's perspective, absolutely. We work with clients to understand the problems and where they want to get to, and then we innovate with them. You're pretty dependent on the subject matter expertise of the organization. I think our customers like that, they like that they're part of the solution, but then they need the expertise that we bring to create the next generation solution. We just created something in the higher ed space called, a college called Architecture Builder, and it was after teaming with a specific college, and working in that space for a long time, but we wanted to create a way for colleges to rapidly implement a complete architecture integrated with all the different things, including New Relic, quickly and successfully, and that was done in partnership with them, so we did the work, but we couldn't have done it without them. >> Todd, New Relic obviously, you're a believer, you drink the Koolaid every day. Why New Relic relative to the competition? How do you guys differentiate? Pitch me. >> So it's really all about being successful in that modern software space, again, as I've mentioned, and so New Relic is the only SAS only platform, so we're not going to put anything on PRIM. We've got ourselves one of the biggest and best DevOps team that develops our software, we roll code everyday, and our customers get the benefit of us being a pure SAS platform. Part of that is scalability. What we can do at scale is unbelievable. There was a customer that was just talked about on the news today that I can't mention, but they just went from basically zero to $100 million on an application just in the past 90 days. It's one of our customers and we've scaled, we have no problem scaling with customers that are doing things like that, and again, the full platform value that we have now, looking at everything from the front end on the browser and mobile applications, through the application, which is core to us, it's where we provide that code-level visibility, the ability to trace across all the different microservices that are happening, connected back to that infrastructure. That full platform now provides such tremendous value up and down the stack, but not only to the technology leaders but also to those folks that are business leaders, chief marketing officers, heads of practices at the consultants we work with, all these folks are all getting value out of New Relic. >> What would that customer who should not be named say about the value contribution of New Relic to that scale? >> The value's unbelievable. That's a commercial customer, but their business is taking off like so many of our customer's businesses are at an unbelievable scale. They can't be hamstrung by having to do a server upgrade, or having to go back, working with a release of code from a couple weeks ago, they have to be as fast as possible 'cause their business is moving so fast, their agencies are moving so fast, they need a provider that's going to provide that visibility to that at the speed with which they're moving. >> Awesome so, you got one more? >> No, we've got to run. >> Yeah, we've got to go. So this is the last question, so impressions of AWS Public Sector Summit? I presume you guys, like we did, had to register yesterday. There were some logistic issues, but other than that, maybe you could give us your last word on the summit? >> Well Infiniti is very committed to public sector, so we really enjoy coming to the Public Sector Summit. It's great to connect with our partners, like New Relic and others, and it's great to see the latest innovations coming out from AWS. >> Yeah and I've been to, I don't know, 10 or so summits around the world so far this year. It is unbelievable the excitement and the amount of people that are now excited about what's happening in the clouded option world, and Amazon's piece in that, and what's happening here in D.C. this week is no exception. >> I would second that. It's been a while since I've been at summits. Stu, you go all the time, and they are just exploding and growing, and this is one of the best that's out there. So thanks guys, for comin' on theCUBE, we really appreciate it. >> Thanks very much. >> Thank you for the opportunity. >> You're welcome. Alright, keep it right there everybody, Stu and I will be back with our next guest after this short break. John Furrier's here, you're watchin' theCUBE live, from AWS Public Sector Summit. We'll be right back. (upbeat music)