(digital music) >> And we're back live in New York. It's theCUBE. It's not SNL, it's better than SNL. Lisa Martin and John Furrier here with about 10,000 to 12,000 folks. (John chuckles) There is a ton of energy here. There's a ton of interest in what's going on. But one of the things that we know that AWS is really well-known for is its massive ecosystem. And one of its ecosystem partners is joining us. Please welcome Domenic Ravita, the VP of Product Marketing from SingleStore. Dominic, great to have you on the program. >> Well, thank you. Glad to be here. >> It's a nice opening, wasn't it? (Lisa and John laughing) >> I love SNL. Who doesn't? >> Right? I know. So some big news came out today. >> Yes. >> Funding. Good number. Talk to us a little bit about that before we dig in to SingleStore and what you guys are doing with AWS. >> Right, yeah. Thank you. We announced this morning our latest round, 116 million. We're really grateful to our customers and our investors and the partners and employees and making SingleStore a success to go on this journey of, really, to fulfill our mission to unify and simplify modern, real time data. >> So talk to us about SingleStore. Give us the value prop, the key differentiators, 'cause obviously customers have choice. Help us understand where you're nailing it. >> SingleStore is all about, what we like to say, the moments that matter. When you have an analytical question about what's happening in the moment, SingleStore is your best way to solve that cost-effectively. So that is for, in the case of Thorn, where they're helping to protect and save children from online trafficking or in the case of True Digital, which early in the pandemic, was a company in Southeast Asia that used anonymized phone pings to identify real time population density changes and movements across Thailand to have a proactive response. So really real time data in the moment can help to save lives quite literally. But also it does things that are just good commercially that gives you an advantage like what we do with Uber to help real time pricing and things like this. >> It's interesting this data intensity happening right now. We were talking earlier on theCUBE with another guest and we said, "Why is it happening now?" The big data has been around since the dupe days. That was hard to work with, then data lakes kicked in. But we seem to be, in the past year, everyone's now aware like, "Wow, I got a lot of data." Is it the pandemic? Now we're seeing customers understand the consequences. So how do you look at that? Because is it just timing, evolution? Are they now getting it or is the technology better? Is machine learning better? What's the forces driving the massive data growth acceleration in terms of implementing and getting stuff out, done? (chuckles) >> We think it's the confluence of a lot of those things you mentioned there. First of all, we just celebrate the 15-year anniversary of the iPhone, so that is like wallpaper now. It's just faded into our daily lives. We don't even think of that as a separate thing. So there's an expectation that we all have instant information and not just for the consumer interactions, for the business interactions. That permeates everything. I think COVID with the pandemic forced everyone, every business to try to move to digital first and so that put pressure on the digital service economy to mature even faster and to be digital first. That is what drives what we call data intensity. And more generally, the economic phenomenon is the data intensive era. It's a continuous competition and game for customers. In every moment in every location, in every dimension, the more data hat you have, the better value prop you can give. And so SingleStore is uniquely positioned to and focused on solving this problem of data intensity by bringing and unifying data together. >> What's the big customer success story? Can you share any examples that highlight that? What are some cool things that are happening that can illustrate this new, I won't say bit that's been flipped, that's been happening for a while, but can you share some cutting edge customer successes? >> It's happening across a lot of industries. So I would say first in financial services, FinTech. FinTech is always at the leading edge of these kind of technology adaptions for speeds and things like that. So we have a customer named IEX Cloud and they're focused on providing real time financial data as an API. So it's a data product, API-first. They're providing a lot of historical information on instruments and that sort of thing, as well as real time trending information. So they have customers like Seeking Alpha, for instance, who are providing real time updates on massive, massive data sets. They looked at lots of different ways to do this and there's the traditional, transactionals, LTP database and then maybe if you want to scale an API like theirs, you might have a separate end-memory cache and then yet another database for analytics. And so we bring all that together and simplify that and the benefit of simplification, but it's also this unification and lower latency. Another example is GE who basically uses us to bring together lots of financial information to provide quicker close to the end-of-month process across many different systems. >> So we think about special purpose databases, you mentioned one of the customers having those. We were in the keynote this morning where AWS is like, "We have the broadest set of special purpose databases," but you're saying the industry can't afford them anymore. Why and would it make SingleStore unique in terms of what you deliver? >> It goes back to this data intensity, in that the new business models that are coming out now are all about giving you this instant context and that's all data-driven and it's digital and it's also analytical. And so the reason that's you can't afford to do this, otherwise, is data's getting so big. Moving that data gets expensive, 'cause in the cloud you pay for every byte you store, every byte you process, every byte you move. So data movement is a cost in dollars and cents. It's a cost in time. It's also a cost in skill sets. So when you have many different specialized data sets or data-based technologies, you need skilled people to manage those. So that's why we think the industry needs to be simplified and then that's why you're seeing this unification trend across the database industry and other parts of the stack happening. With AWS, I mean, they've been a great partner of ours for years since we launched our first cloud database product and their perspective is a little bit different. They're offering choice of the specialty, 'cause many people build this way. But if you're going after real time data, you need to bring it. They also offer a SingleStore as a service on AWS. We offer it that way. It's in the AWS Marketplace. So it's easily consumable that way. >> Access to real time data is no longer a nice-to-have for any company, it's table stakes. We saw that especially in the last 20 months or so with companies that needed to pivot so quickly. What is it about SingleStore that delivers, that you talked about moments that matter? Talk about the access to real time data. How that's a differentiator as well? >> I think businesses need to be where their customers are and in the moments their customers are interacting. So that is the real time business-driver. As far as technology wise, it's not easy to do this. And you think about what makes a database fast? A major way of what makes it fast is how you store the data. And so since 2014, when we first released this, what Gartner called at the time, hybrid transaction/analytical processing or HTAP, where we brought transactional data and analytical data together. Fast forward five years to 2019, we released this innovation called Universal Storage, which does that in a single unified table type. Why that matters is because, I would say, basically cost efficiency and better speed. Again, because you pay for the storage and you pay for the movement. If you're not duplicating that data, moving it across different stores, you're going to have a better experience. >> One of the things you guys pioneered is unifying workloads. You mentioned some of the things you've done. Others are now doing it. Snowflake, Google and others. What does that mean for you guys? I mean, 'cause are they copying you? Are they trying to meet the functionality? >> I think. >> I mean, unification. I mean, people want to just store things and make it, get all the table stakes, check boxes, compliance, security and just keep coding and keep building. >> We think it's actually great 'cause they're validating what we've been seeing in the market for years. And obviously, they see that it's needed by customers. And so we welcome them to the party in terms of bringing these unified workloads together. >> Is it easy or hard? >> It's a difficult thing. We started this in 2014. And we've now have lots of production workloads on this. So we know where all the production edge cases are and that capability is also a building block towards a broader, expansive set of capabilities that we've moved onto that next phase and tomorrow actually we have an event called, The Real Time Data Revolution, excuse me, where we're announcing what's in that new product of ours. >> Is that a physical event or virtual? >> It's a virtual event. >> So we'll get the URL on the show notes, or if you know, just go to the new site. >> Absolutely. SingleStore Real Time Data Revolution, you'll find it. >> Can you tease us with the top three takeaways from Revolution tomorrow? >> So like I said, what makes a database fast? It's the storage and we completed that functionality three years ago with Universal Storage. What we're now doing for this next phase of the evolution is making enterprise features available and Workspaces is one of the foundational capabilities there. What SingleStore Workspaces does is it allows you to have this isolation of compute between your different workloads. So that's often a concern to new users to SingleStore. How can I combine transactions and analytics together? That seems like something that might be not a good thing. Well, there are multiple ways we've been doing that with resource governance, workload management. Workspaces offers another management capability and it's also flexible in that you can scale those workloads independently, or if you have a multi-tenant application, you can segment your application, your customer tenant workloads by each workspace. Another capability we're releasing is called Wasm, which is W-A-S-M, Web Assembly. This is something that's really growing in the open source community and SingleStore's contributing to that open source scene, CF project with WASI and Wasm. Where it's been mentioned mostly in the last few years has been in the browser as a more efficient way to run code in the browser. We're adapting that technology to allow you to run any language of your choice in the database and why that's important, again, it's for data movement. As data gets large in petabyte sizes, you can't move it in and out of Pandas in Python. >> Great innovation. That's real valuable. >> So we call this Code Engine with Wasm and- >> What do you call it? >> Code Engine Powered by Wasm. >> Wow. Wow. And that's open source? >> We contribute to the Wasm open source community. >> But you guys have a service that you- >> Yes. It's our implementation and our database. But Wasm allows you to have code that's portable, so any sort of runtime, which is... At release- >> You move the code, not the data. >> Exactly. >> With the compute. (chuckles) >> That's right, bring the compute to the data is what we say. >> You mentioned a whole bunch of great customer examples, GE, Uber, Thorn, you talked about IEX Cloud. When you're in customer conversations, are you dealing mostly with customers that are looking to you to help replace an existing database that was struggling from a performance perspective? Or are you working with startups who are looking to build a product on SingleStore? Is it both? >> It is a mix of both. I would say among SaaS scale up companies, their API, for instance, is their product or their SaaS application is their product. So quite literally, we're the data engine and the database powering their scale to be able to sign that next big customer or to at least sleep at night to know that it's not going to crash if they sign that next big costumer. So in those cases, we're mainly replacing a lot of databases like MySQL, Postgre, where they're typically starting, but more and more we're finding, it's free to start with SingleStore. You can run it in production for free. And in our developer community, we see a lot of customers running in that way. We have a really interesting community member who has a Minecraft server analytics that he's building based on that SingleStore free tier. In the enterprise, it's different, because there are many incumbent databases there. So it typically is a case where there is a, maybe a new product offering, they're maybe delivering a FinTech API or a new SaaS digital offering, again, to better participate in this digital service economy and they're looking for a better price performance for that real time experience in the app. That's typically the starting point, but there are replacements of traditional incumbent databases as well. >> How has the customer conversation evolved the last couple of years? As we talked about, one of the things we learned in the pandemic was access to real time data and those moments that matter isn't a nice-to-have anymore for businesses. There was that force march to digital. We saw the survivors, we're seeing the thrivers, but want to get your perspective on that. From the customers, how has the conversation evolved or elevated, escalated within an organization as every company has to be a data company? >> It really depends on their business strategy, how they are adapting or how they have adapted to this new digital first orientation and what does that mean for them in the direct interaction with their customers and partners. Often, what it means is they realize that they need to take advantage of using more data in the customer and partner interaction and when they come to those new ideas for new product introductions, they find that it's complicated and expensive to build in the old way. And if you're going to have these real time interactions, interactive applications, APIs, with all this context, you're going to have to find a better, more cost-effective approach to get that to market faster, but also not to have a big sprawling data-based technology infrastructure. We find that in those situations, we're replacing four or five different database technologies. A specialized database for key value, a specialized database for search- >> Because there's no unification before? Is that one of the reasons? >> I think it's an awareness thing. I think technology awareness takes a little bit of time, that there's a new way to do things. I think the old saying about, "Don't pave cow paths when the car..." You could build a straight road and pave it. You don't have to pave along the cow path. I think that's the natural course of technology adaption and so as more- >> And the- pandemic, too, highlighted a lot of the things, like, "Do we really need that?" (chuckles) "Who's going to service that?" >> That's right. >> So it's an awakening moment there where it's like, "Hey, let's look at what's working." >> That's right. >> Double down on it. >> Absolutely. >> What are you excited about new round of funding? We talked about, obviously, probably investments in key growth areas, but what excites you about being part of SingleStore and being a partner of AWS? >> SingleStore is super exciting. I've been in this industry a long time as an engineer and an engineering leader. At the time, we were MemSQL, came into SingleStore. And just that unification and simplification, the systems that I had built as a system engineer and helped architect did the job. They could get the speed and scale you needed to do track and trace kinds of use cases in real time, but it was a big trade off you had to make in terms of the complexity, the skill sets you needed and the cost and just hard to maintain. What excites me most about SingleStore is that it really feels like the iPhone moment for databases because it's not something you asked for, but once your friend has it and shows it to you, why would you have three different devices in your pocket with a flip phone, a calculator? (Lisa and Domenic chuckles) Remember these days? >> Yes. >> And a Blackberry pager. (all chuckling) You just suddenly- >> Or a computer. That's in there. >> That's right. So you just suddenly started using iPhone and that is sort of the moment. It feels like we're at it in the database market where there's a growing awareness and those announcements you mentioned show that others are seeing the same. >> And your point earlier about the iPhone throwing off a lot of data. So now you have data explosions at levels that unprecedented, we've never seen before and the fact that you want to have that iPhone moment, too, as a database. >> Absolutely. >> Great stuff. >> The other part of your question, what excites us about AWS. AWS has been a great partner since the beginning. I mean, when we first released our database, it was the cloud database. It was on AWS by customer demand. That's where our customers were. That's where they were building other applications. And now we have integrations with other native services like AWS Glue and we're in the Marketplace. We've expanded, that said we are a multi-cloud system. We are available in any cloud of your choice and on premise and in hybrid. So we're multi-cloud, hybrid and SaaS distribution. >> Got it. All right. >> Got it. So the event is tomorrow, Revolution. Where can folks go to register? What time does it start? >> 1:00 PM Eastern and- >> 1:00 PM. Eastern. >> Just Google SingleStore Real Time Data Revolution and you'll find it. Love for everyone to join us. >> All right. We look forward to it. Domenic, thank you so much for joining us, talking about SingleStore, the value prop, the differentiators, the validation that's happening in the market and what you guys are doing with AWS. We appreciate it. >> Thanks so much for having me. >> Our pleasure. For Domenic Ravita and John Furrier, I'm Lisa Martin. You're watching theCUBE, live from New York at AWS Summit 22. John and I are going to be back after a short break, so come back. (digital pulsing music)

>>Mm. Welcome back to the cubes. Continuous coverage of A W s reinvent 2021 were running one of the industry's most important and largest hybrid tech events of the year with A W S and its ecosystem partners. And, of course, special thanks to a M D for supporting this year's editorial coverage at the event we got to live sets we had to remote sets one in Boston, one in Palo Alto. We've got more than 100 guests coming on the programme and we're looking >>deep into >>the next decade of cloud innovation. We're super excited to be joined by Ali Zafar, who is the senior director of platform strategy and operations at Dropbox Ali. Great to see you. Thanks for coming on. >>Awesome. It's a pleasure to be here with you, Dave. >>So Hey, what's your day job like at Dropbox? What's your role? >>Got it? Yeah. So I actually oversee the global supply chain at Dropbox. Also all of the capacity planning which entails both our budget and also capacity requirements and Dropbox. And then I also focus on the platform product management side which is basically building our build vs buy and our overall roadmap for our platform in the long run. >>Great. Thank you. So I mean, everybody knows Dropbox, But maybe you can talk a little bit about your business, your mission and how that's evolved. Over the past several years. >>Dropbox is a global collaboration platform, and our mission at Dropbox is to help design a more enlightened way of working. Dropbox has over 700 million registered users and over 550 billion pieces of content. So taking a step back, they've dropbox health. Let's use all of your content. Think of this as videos as music. Even your tax returns allows you to organise all of this content. And then you can share this content with anybody at any time. You can also take Dropbox to work. And actually, it makes you even more productive in the workplace integrating all of your tools seamlessly, also allowing you to collaborate with all of your teams internally and also externally. >>Yeah, so thank you. Uh, when Dropbox was founded, I mean, the cloud was really nascent, right? So it was early days, and so a lot has changed since you know, the mid last decade. And of course, with remote work and hybrid work that had to be a real tailwind to your business. But maybe you could explain your cloud and your hybrid cloud strategy. >>You're spot on Dave. So Dropbox has always been hybrid since its inception in 2000 and seven. And when I say hybrid, I mean, we have our own on prime infrastructure, and then we also leverage Public Cloud. Now, Public cloud still to these days remains absolutely critical for Dropbox to serve all of its customer needs. And when we talk about the decision between public or private, we think about three or four key things. One is the total cost of ownership. Look at the market. We also look at our customer requirements and the latest technology that's available in the market and then any international data storage requirements to make the decision of going towards public or private for that specific use case. >>So what if we could follow up on that? Like maybe you can talk about the key business, these conditions as a as a SAS storage provider? What are the real drivers in in your business framework? >>Got it at the end of the day, what really matters for us. There is to actually think about our customers and delight them And what better than to focus on performance, reliability and also security. Right. So we want to make sure that the infrastructure that we have today allows Dropbox to actually solve for the specific use case for our customers. What do they care about while also doing this in a very efficient management Manage, uh, way So to summarise that looking at performance, looking at liability, looking at scalability, looking at efficiency and then also compliance >>So that leads me to My next question is about the EC two instances that you use. I know you. You make heavy use of AMG compute. How >>did you >>come to that decision? Was that these factors was all performance. How did you migrate to really enable that capability? How complex was that? >>MD has has been a key strategic partners the partnership as well over 4 to 5 years right now and we've been leveraging them on our on prem infrastructure for compute. So we've always had aimed in our infrastructure. And when the time came where aws was also leveraging some of the MD instances, we wanted to see how we can expand the partnership with AMG and A W S and also experiment with these instances. So we looked at some of the tooling updates that were required. We also looked at specific instances which are either compute optimised and memory optimised instances. And then we actually build our footprint on M D. And what we saw is that the overall performance improvements and also cost improvements that we got for specific workloads. It was actually extremely, uh, overall awesome results for Dropbox and our customers, and we have been using them ever since. >>What kind of business impact did that make that make a difference to your business? That was noticeable >>on the business side, I think primarily it was more on the TCO side, which is where we got most of the benefits on the cost side. Um, and then also for some of our internal work clothes, we also saw benefit, uh, to our internal developers that are using some of those work clothes. >>Well, so you guys have kind of become the poster child for hybrid. A lot has been talked about about you all, but I wonder if you could help us understand what part of your infrastructure is going to be better served by public cloud versus kind of doing your own. I t on Prem. What are some of the value drivers that are that are making, you know, push workloads into the public cloud? Help us understand that better and squint through that >>got ready. I get asked that question a lot. So public cloud in general allows for faster go to market, Think about this as, like product launches teacher launches also international expansion. It allows us to scale and then also leveraging some of the existing technologies out there in the market for some of the common workloads. So just, you know, taking a step back and thinking about Dropbox. We keep on evaluating also the criteria and then also specific workloads on what makes sense on private or public load. And a W s had some instances, like as three rds and EC to that when we started looking at, we knew that some of our key services, like data platform, some parts of our, um, Melania and even paper platform would make more sense for us to actually leverage. Uh, some of these in public cloud for that. >>So what are the sort of characteristics of the workload that are sort of better suited to be in AWS? You know, what's the ideal workload profile? You know, we talk about ideal customer profile. What's the ideal workload profile for the for the AWS Cloud. >>Got it. So the way we think about it, at least we call it the rule of three at Dropbox. Um, and that means we look at scale. First, we look at technology and innovation. Um, and what I mean by that is, is there faster innovation in the public cloud? And is the workload common enough that there's already a lot of work going on in public Cloud? Then there's no reason for us to actually innovate faster than that. We probably can't. And if the scale is not large enough, right? So when we talk about our storage side like magic pocket, the scale is large enough. We're innovating. There makes sense, and it's better for the end customer, so we will probably go towards private cloud there. But then, when we talk about like international expansion, when we talk about, like, faster go to market or some of the innovation in the space. It really makes sense to use public Cloud because of all of the advancements that we've seen there. >>Yeah, so let me circle back to the sort of business benefits and impact of the sort of a MD based compute specifically. But you talked about TCO before. So there's certain things you mentioned on Prem you sometimes use You mean right. If the thing is hardened, you don't want to necessarily rip and replace it. But if you can accelerate, go to market and you spin up things in the cloud that makes sense. You mentioned customer requirements. So that's just kind of depends. And then the international expansion and scale. So it kind of comes down to those whatever. Four or five factors, right? Tco those other factors that I mentioned kind of the high level benefits, if you could, wouldn't mind summarising for us. Ali. >>Yeah, I think you're spot on there. So it's looking at the overall Decio, right? The cost of serving the overall cloud looking at like go to market in general, like can we leverage public cloud and go to market faster? Obviously, meeting that end customer requirements. We also looked at like international expansion, like any of the customer's data that is stored outside of the US is all on public load for Dropbox. Uh, no plans in the short term to do something different there, Um and then also just looking at, like I mentioned anything in the technology space that is ongoing, that we can leverage features side or the product side for our customers, like at Yale or, uh, VRML. We are going to leverage Public cloud there. >>So of course you know we've we've followed the progression of semiconductor technology for decades. This industry has marched to the cadence of performance improvements. What are the one of the futures hold from a technology roadmap standpoint, particularly as it relates to leveraging AMG EC Two instances, Ali >>got it. So drop boxes in a very unique position where we actually leverage AMG both on Prem and for public le leveraging some of the AWS EC two instances like like you mentioned and epic processors from MDR what we're using today, both on the hybrid infrastructure site and the performance and also the d. C o benefits are real and something that we are observing on a day to day basis. So we are gonna be leveraging that technology even in the future. Um, and the partnership with the MD continues to be very, very strong for Dropbox. >>Well, I really, really appreciate you coming on the cube as part of our coverage is great to have You love to have you back sometime. >>Awesome. Thank you. And also just last thing we wanted to also call out that we are also going to be experimenting with probably Milan that is coming out. Uh, room is the current process is from a m D. That we have been leveraging. And as Milan comes available, we do wanna continue to evaluate it and see how we can fit it in our infrastructure. >>Okay, So their their generations are city based, the all Italian city based. They were going to run out of cities soon. >>God, uh, again, the partnership with both A W s and an M. D is something that I'm very proud of. Execution. Thank you, Dave. >>Great to have you, Ali. And really appreciate you watching. Keep it right there for more action on the cube. Your leader in hybrid tech event coverage. Mhm.

>>Hi everyone. Welcome to the cubes coverage of eight of his public sector summit live in Washington D. C, where it's a face to face real event. I'm johN for a year host but virtual events. Hybrid events were hybrid event as well. We've got a great remote interview. Got a guest here in person, Jon Stankovic, president of cloud solutions. Smartronix and Britain was the VP of eight of his managed services, also known as A M. S with amazon web services, jOHN and jOHN and three johns here. Welcome to the cube remote >>in person. >>Hybrid. >>Thanks. Thank you. Great to be on the cube longtime viewer and I really appreciate what you >>do for fun to be here remotely but I feel like it right there. >>Yeah, I love the hybrid if it's only gonna get better next time will be in the metaverse soon. But uh, jOHn on the line there, I want to ask you with AWS managed services, take us through what you guys are doing with Smart Trust because this is an interesting service you guys are working together. How's that relates at the table for us. >>Yeah, well, you know, we're really excited about this announcement, We've been working with Smartronix since we launched A. M S 4.5 years ago. So we've been able to build up working with them, you know, a huge library of automation capabilities and this really just formalised as that in an offer for our joint customers where we can bring the expertise from AWS and Smartronix and offer a full solution that's highly integrated to help help our customers jointly accelerate their cloud adoption as well as their operating model transformation as they start to move to a more devops motion and they need help. We're there together to provide our expertise and make that simple for them. >>Well I appreciate the call. You john b john s over here. Js john Stankevich. Um tell me about Smart trust because you heard what's going on with devoPS to point a whole revolutions going on in devops, you're starting to see a highly accelerated modern application development environment which means that the software developers are setting the pace there, the pace car of the innovation, right? And so other teams like security or I. T. Become blockers. Blockers a drag and anchor. So the shift left on security for instance is causing a lot of problems on the security team. So all this is going on like right now so still the speed is the game. What's your take? >>Sure so absolutely. I think that's where this partnership really really excels. You know, we want customers to focus on their mission, you know, national security, health care outcomes. Um we want them to kind of take the rest off their plate. So when you say some of the quote unquote blockers around security uh Smartronix has invested heavily in a federally authorized platform that sits on top of what a WS has done from a Fed ramp and so right off the bat speed agility. We don't want our customers spending time replicating things that we've done at scale and leveraging what AWS has and so by kind of utilizing this, this joint offer all of a sudden a big part of that compliance is taken care of. Uh, and then things like devoPS, things like SRE models that you hear a lot about, we fold all that into this uh, combined service offering. >>I know a little about what you guys are doing. You mentioned SRE is very cool, but let's take a minute to explain what you guys are doing because you guys are on the cutting edge of solving a lot of problems from infrastructure fools around the deVOPS stack. What are you guys doing in the cloud services? >>Sure. So I think jOHN hit a little bit on it. But you know, we look at AMS as best in breed at scale managing core parts of the U. S. Infrastructure. What Smartronix does is many times customers have some unique requirements and we take that core kind of powered by aims and we try and fill in those kind of complementary skill sets and complementary requirements. And so something like the devops, which is basically making sure that those people developing that software, they have also the ability to manage it and on an ongoing basis. Kind of run it. We develop all the frameworks and that's part of this offering to enable that. >>What's the solution jOHN B because I think you guys don't, this is people have challenges. I want to understand those challenges. And then when they go to the external managed service, what's involved, you walk us through that? Because I think that's important. >>Yeah, sure. You know, it turns out jOHN nailed this one. That moving to the cloud can be, can be a big transformation for many, many enterprises and government teams. Right. They worked for many years and have an ecosystem in their traditional data center. But when they move to the cloud, there's a lot of moving pieces and so what we like to focus on is helping them with the undifferentiated aspects of safely and automating cloud operations. So working with, with Smartronix allows us to take what we're doing across the infrastructure services, around security, around automation, around patching instance management, container management, all of those uh, undifferentiated, heavy lifting passed by now with Smartronix and expertise across the application layer across customers, unique environments across federal and moderate the various government standards and compliance is, and we think we're able to get, take a customer um, from kind of really early stage cloud experience and rapidly deploy configure and get them into a very stable scalable posture operationally on the cloud so that they can start to invest in their people, their skills and their differentiated application on the cloud that really drive the differentiation in their business and not have to worry about best practice configurations and operational run books and, and and automation is and and and the latest dep sec ops capabilities that will pick up for them while they're training and getting, they're getting their emotions in place, >>jOHn is on the Smartronix side. Talk about the difference between scale okay. Which is a big issue with cloud these customers want to have with AMS but then you also have some scale, maybe some scale to but highly compliant environments, regulated industries, for instance, this is the hot areas because scale is unwieldy, but if you don't want get rain it in, it can be chaotic. Right? So also regulations and compliance is a huge issue. >>Yeah. What what we found is um, at times customers look at it and they just get frustrated because it can be kind of intimidating and we as a combined team really have spent a lot of time we have accelerators to walk customers through that process and a really flexible model. If they feel that they have a lot of domain expertise in it, then we'll just kind of be almost a supporter other customers look at it and say, you know, we'd like you to take the entire patch of that compliance and so highly regulated environments. Both commercial D. O. D. National Security, um federal civilian agencies, state and local, they're all looking to this and saying we really want someone that's been through things like the U. S. Audited managed service provider, things like they're managed security service provider, things like fed ramp or D. O. D. Ill four and five. And I think to be honest Smartronix has just invested heavily in that with the goal of reducing all that complexity and it's it's really been taken off and we really appreciate the partnership specifically with jOHn and uh the A. W. S. A. M. S. Team. >>All right so you guys were going together, what's the ultimate benefit to the customer? >>I can I'll give my thing right off the bat all this innovation coming out of A. W. S. Um It's fantastic but only if you have the ability to take advantage of it. And so thousands of new services being rolled out. We really want customers to be able to take advantage of that and let at times us do what we do best and let them focus on their mission. And I think that's what really AWS is all about and we just feel very fortunate to be an enabler of that >>john be talking about talking about the staffing issues too because one of the problems that we have been reporting and this has come up at every reinvest on the max. Peterson about this as well. He's promised last year was gonna train 29 million people. See how that comes out of reinvent when the report card comes back. I was kinda busting his chops a little bit there but he had a smile on his face I think is gonna hit the numbers a lot of times, Maybe people don't have an SRE they don't have a devout person or they have some staff that they're in transition or transforming this is a huge factor. What's your take on this, >>you know, that that is so important, you know, as john mentioned, it's all about helping the customers focused and and their their cloud talent is scarce and it's a scarce resource and you you want to make sure that your cloud talent is working on the cool stuff or they're going to leave and and as you train and skill, these folks, they want to focus on what really impacts the business, what's really differentiating doing, you know, doing the cloud and the necessities on operations and operational tasks and sec ops and things like that, sometimes, that's not the sexiest part of the work that the customer really wants to focus their team on. So again, I think together we're able to help drive high levels of automation and really do that day in and day out work that is not necessarily the differentiator of their business and that's going to attract and keep the best and brightest minds in these in these customers um which allows us to help them with the undifferentiated aspects of of the heavy lifting. >>Not only is availability of people, it's keeping the people, I love that great call out there, Okay, where does this go? Where's the relationship. So you guys are partnering, you have the M. S. Is going on? Strong managed services not gonna go away mormon people were using managed services. It's part of the ecosystem within the ecosystem. What's next in the relationship? >>Well, I think, you know, I'll speak first, john, I'm sure you've got some thoughts to, but you know, we've got so many things on our plate around predictive operations and the predictive capabilities that we're excited about tackling together. Obviously there's all sorts of unique applications that require even deeper capabilities and working with Smartronix to help us, you know, provide even greater insight into the application layer. So I kind of see us expanding um both horizontally as well as well as vertically and horizontally. We've got customers looking at the edge with the outpost solutions and we can snap into those capabilities as well. So there's a tremendous amount of kind of, I'd say vertical and horizontal opportunity that we can continue to expand it together, >>john your reaction, That's >>pretty right on Absolutely. I think john Berger really hit it and I think really machine learning, you know, that's a big area of focus, if you look at all this data is being collected, predictive modeling and so we have this kind of transition from a model where people were basically watching screens reacting and what the AWS MSP offer and what you know, AmS offers is really predicting, so you you're not doing that, you're not reacting, you're proactively ahead of things. And that's the honest truth is AWS is such a well run service. It just doesn't break, you know, it doesn't break like what you see in the traditional kind of legacy infrastructure. And so at times we're just continuing to climb that stack. As, as john mentioned, >>it's really interesting as you guys are, as you're talking, I'm thinking myself just go back a couple of years ago, eight years ago or so. DevoPS is a bad word. Dev's dominate up. So I was through them now, operational leverage is a huge part of this ai operations, um, the entire I. T service management being disrupted heavily by cloud operations that also facilitate rapid development models. Right? So, again, this is like under reported, but it's a really nuanced point hardened operations for security and not holding back the developers is the cloud scale. What's your guys reaction to that? >>Yeah, I completely agree. I think, you know, the automation piece of things and I think customers are still going through transitions. You know, traditionally managed services means a big staff and it's like I said, sitting there watching screens and you flip that model where you have developers actually deploying code and infrastructure to support it. It's, you know, it's very transitional and very transformative and I think that's where an offering, like what we've really partnered on really, really helps because at times it can be overwhelming for customers and we just want to simplify that. And as I've said, let them focus on their mission. >>Amen one last question before we break, because I was talking to another partner, a big part of AWS. Um, and we're talking about SAS versus solutions and sometimes if you're too Sassy, you're not really building a custom solution, but you can have the best of both worlds. A little professional services, maybe some headroom on the stack, if you will your building solutions. So the next question is, as you guys put this cutting edge innovative innovative solution together, how are your customers consuming it? Like what's the consumption? I'm assuming there must be happy because a lot of heavy lifting being taken away, they don't have to deal with house the contract process. >>Well, you know, I think, you know, we have the opportunity, we support customers and kind of all modes of their application stack. So, you know, a full stacks solution. You know, even a legacy architecture moving to the cloud requires a high degree of automation to support it. And then as those applications become modernized over time, they become much more cloud native at some point, they might even become a full stack Starzz offer. So many of our customers actually run their SAAS platform leveraging our capability as well. So, you know, I think it gives the customer a lot of optionality uh, and future kind of growth as they modernize their application stack. >>Yeah, john your reaction. Absolutely. >>I think one of the greatest benefits is it's freeing up funds to do mission work. And so instead of spending time procuring hardware and managing it and leasing data center space, they literally have more funding. And so we've seen customers literally transform their business because this piece of it's done more efficiently and they have really excess and really additional funding to do their mission. >>We love the business model innovation, faster um, higher quality, easy and inexpensive. That's the flywheel gentlemen, Thank you for coming on and get the three. John john thank you. Vice President Cloud Solutions. That Smartronix, thank you for coming on. John Barrington BP of amazon websites managed. There is a also known as AWS and A M. S. A W. S got upside down. W. M. Looks the same. Thank you guys for coming. I appreciate it. Thank you. We appreciate great great Cube covers here. eight of us summit we're live on the ground and were remote. It's a hybrid event. I'm John for your host. Thanks for watching. Mhm

>>text, you know, consumer opens up their iphone and says, oh my gosh, I love the technology behind my eyes. What's it been like being on the shark tank? You know, filming is fun, hang out, just fun and it's fun to be a celebrity at first your head gets really big and you get a good tables at restaurants who says texas has got a little possess more skin in the game today in charge of his destiny robert Hirschbeck, No stars. Here is CUBA alumni. Yeah, okay. >>Hi. I'm john Ferry, the co founder of silicon angle Media and co host of the cube. I've been in the tech business since I was 19 1st programming on many computers in a large enterprise and then worked at IBM and Hewlett Packard total of nine years in the enterprise brian's jobs from programming, Training, consulting and ultimately as an executive salesperson and then started my first company with 1997 and moved to Silicon Valley in 1999. I've been here ever since. I've always loved technology and I love covering you know, emerging technology as trained as a software developer and love business and I love the impact of software and technology to business to me creating technology that starts the company and creates value and jobs is probably the most rewarding things I've ever been involved in. And I bring that energy to the queue because the Cubans were all the ideas are and what the experts are, where the people are and I think what's most exciting about the cube is that we get to talk to people who are making things happen, entrepreneur ceo of companies, venture capitalists, people who are really on a day in and day out basis, building great companies and the technology business is just not a lot of real time live tv coverage and, and the cube is a non linear tv operation. We do everything that the T. V guys on cable don't do. We do longer interviews. We asked tougher questions, we ask sometimes some light questions. We talked about the person and what they feel about. It's not prompted and scripted. It's a conversation authentic And for shows that have the Cube coverage and makes the show buzz. That creates excitement. More importantly, it creates great content, great digital assets that can be shared instantaneously to the world. Over 31 million people have viewed the cube and that is the result. Great content, great conversations and I'm so proud to be part of you with great team. Hi, I'm john ferrier. Thanks for watching the cube. >>Hello and welcome to the cube. We are here live on the ground in the expo floor of a live event. The AWS public sector summit. I'm john for your host of the cube. We're here for the next two days. Wall to wall coverage. I'm here with Sandy carter to kick off the event. Vice president partner as partners on AWS public sector. Great to see you Sandy, >>so great to see you john live and in person, right? >>I'm excited. I'm jumping out of my chair because I did a, I did a twitter periscope yesterday and said a live event and all the comments are, oh my God, an expo floor a real events. Congratulations. >>True. Yeah. We're so excited yesterday. We had our partner day and we sold out the event. It was rock them and pack them and we had to turn people away. So what a great experience. Right, >>Well, I'm excited. People are actually happy. We tried, we tried covering mobile world congress in Barcelona. Still, people were there, people felt good here at same vibe. People are excited to be in person. You get all your partners here. You guys have had had an amazing year. Congratulations. We did a couple awards show with you guys. But I think the big story is the amazon services for the partners. Public sector has been a real game changer. I mean we talked about it before, but again, it continues to happen. What's the update? >>Yeah, well we had, so there's lots of announcements. So let me start out with some really cool growth things because I know you're a big growth guy. So we announced here at the conference yesterday that our government competency program for partners is now the number one industry in AWS for are the competency. That's a huge deal. Government is growing so fast. We saw that during the pandemic, everybody was moving to the cloud and it's just affirmation with the government competency now taking that number one position across AWS. So not across public sector across AWS and then one of our fastest growing areas as well as health care. So we now have an A. T. O. Authority to operate for HIPPA and Hi trust and that's now our fastest growing area with 85% growth. So I love that new news about the growth that we're seeing in public sector and all the energy that's going into the cloud and beyond. >>You know, one of the things that we talked about before and another Cuban of you. But I want to get your reaction now current state of the art now in the moment the pandemic has highlighted the antiquated outdated systems and highlighted help inadequate. They are cloud. You guys have done an amazing job to stand up value quickly now we're in a hybrid world. So you've got hybrid automation ai driving a complete change and it's happening pretty quick. What's the new things that you guys are seeing that's emerging? Obviously a steady state of more growth. But what's the big success programs that you're seeing right now? >>Well, there's a few new programs that we're seeing that have really taken off. So one is called proserve ready. We announced yesterday that it's now G. A. And the U. S. And a media and why that's so important is that our proserve team a lot of times when they're doing contracts, they run out of resources and so they need to tap on the shoulder some partners to come and help them. And the customers told us that they wanted them to be pro served ready so to have that badge of honor if you would that they're using the same template, the same best practices that we use as well. And so we're seeing that as a big value creator for our partners, but also for our customers because now those partners are being trained by us and really helping to be mentored on the job training as they go. Very powerful program. >>Well, one of the things that really impressed by and I've talked to some of your MSP partners on the floor here as they walk by, they see the cube, they're all doing well. They're all happy. They got a spring in their step. And the thing is that this public private partnerships is a real trend we've been talking about for a while. More people in the public sector saying, hey, I want I need a commercial relationship, not the old school, you know, we're public. We have all these rules. There's more collaboration. Can you share your thoughts on how you see that evolving? Because now the partners in the public sector are partnering closer than ever before. >>Yeah, it's really um, I think it's really fascinating because a lot of our new partners are actually commercial partners that are now choosing to add a public sector practice with them. And I think a lot of that is because of these public and private partnerships. So let me give you an example space. So we were at the space symposium our first time ever for a W. S at the space symposium and what we found was there were partners, they're like orbital insight who's bringing data from satellites, There are public sector partner, but that data is being used for insurance companies being used for agriculture being used to impact environment. So I think a lot of those public private partnerships are strengthening as we go through Covid or have like getting alec of it. And we do see a lot of push in that area. >>Talk about health care because health care is again changing radically. We talked to customers all the time. They're like, they have a lot of legacy systems but they can't just throw them away. So cloud native aligns well with health care. >>It does. And in fact, you know, if you think about health care, most health care, they don't build solutions themselves, they depend on partners to build them. So they do the customer doesn't buy and the partner does the build. So it's a great and exciting area for our partners. We just launched a new program called the mission accelerator program. It's in beta and that program is really fascinating because our healthcare partners, our government partners and more now can use these accelerators that maybe isolate a common area like um digital analytics for health care and they can reuse those. So it's pretty, I think it's really exciting today as we think about the potential health care and beyond. >>You know, one of the challenge that I always thought you had that you guys do a good job on, I'd love to get your reaction to now is there's more and more people who want to partner with you than ever before. And sometimes it hasn't always been easy in the old days like to get fed ramp certified or even deal with public sector. If you were a commercial vendor, you guys have done a lot with accelerating certifications. Where are you on that spectrum now, what's next? What's the next wave of partner onboarding or what's the partner trends around the opportunities in public sector? >>Well, one of the new things that we announced, we have tested out in the U. S. You know, that's the amazon way, right, Andy's way, you tested your experiment. If it works, you roll it out, we have a concierge program now to help a lot of those new partners get inundated into public sector. And so it's basically, I'm gonna hold your hand just like at a hotel. I would go up and say, hey, can you direct me to the right restaurant or to the right museum, we do the same thing, we hand hold people through that process. Um, if you don't want to do that, we also have a new program called navigate which is built for brand new partners. And what that enables our partners to do is to kind of be guided through that process. So you are right. We have so many partners now who want to come and grow with us that it's really essential that we provide a great partner, experienced a how to on board. >>Yeah. And the A. P. M. Was the amazon partner network also has a lot of crossover. You see a lot a lot of that going on because the cloud, it's you can do both. >>Absolutely. And I think it's really, you know, we leverage all of the ap in programs that exist today. So for example, there was just a new program that was put out for a growth rebate and that was driven by the A. P. N. And we're leveraging and using that in public sector too. So there's a lot of prosecutes going on to make it easier for our partners to do business with us. >>So I have to ask you on a personal note, I know we've talked about before, your very comfortable the virtual now hybrid space. How's your team doing? How's the structure looks like, what are your goals, what are you excited about? >>Well, I think I have the greatest team ever. So of course I'm excited about our team and we are working in this new hybrid world. So it is a change for everybody uh the other day we had some people in the office and some people calling in virtually so how to manage that, right was really quite interesting. Our goals that we align our whole team around and we talked a little bit about this yesterday are around mission which are the solution areas migration, so getting everything to the cloud and then in the cloud, we talk about modernization, are you gonna use Ai Ml or I O T? And we actually just announced a new program around that to to help out IOT partners to really build and understand that data that's coming in from I O T I D C says that that idea that IOT data has increased by four times uh in the, during the covid period. So there's so many more partners who need help. >>There's a huge shift going on and you know, we always try to explain on the cube. Dave and I talked about a lot and it's re platform with the cloud, which is not just lift and shift you kind of move and then re platform then re factoring your business and there's a nuance there between re platform in which is great. Take advantage of cloud scale. But the re factoring allows for this unique advantage of these high level services. >>That's right >>and this is where people are winning. What's your reaction to that? >>Oh, I completely agree. I think this whole area of modernizing your application, like we have a lot of folks who are doing mainframe migrations and to your point if they just lift what they had in COBOL and they move it to a W S, there's really not a lot of value there, but when they rewrite the code, when they re factor the code, that's where we're seeing tremendous breakthrough momentum with our partner community, you know, Deloitte is one of our top partners with our mainframe migration. They have both our technology and our consulting um, mainframe migration competency there to one of the other things I think you would be interested in is in our session yesterday we just completed some research with r C T O s and we talked about the next mega trends that are coming around Web three dato. And I'm sure you've been hearing a lot about web www dot right? Yeah, >>0.04.0, it's all moving too fast. I mean it's moving >>fast. And so some of the things we talked to our partners about yesterday are like the metaverse that's coming. So you talked about health care yesterday electronic caregiver announced an entire application for virtual caregivers in the metaverse. We talked about Blockchain, you know, and the rise of Blockchain yesterday, we had a whole set of meetings, everybody was talking about Blockchain because now you've got El Salvador Panama Ukraine who have all adopted Bitcoin which is built on the Blockchain. So there are some really exciting things going on in technology and public sector. >>It's a societal shift and I think the confluence of tech user experience data, new, decentralized ways of changing society. You're in the middle of it. >>We are and our partners are in the middle of it and data data, data data, that's what I would say. Everybody is using data. You and I even talked about how you guys are using data. Data is really a hot topic and we we're really trying to help our partners figure out just how to migrate the data to the cloud but also to use that analytics and machine learning on it too. Well, >>thanks for sharing the data here on our opening segment. The insights we will be getting out of the Great Sandy. Great to see you got a couple more interviews with you. Thanks for coming on. I appreciate you And thanks for all your support. You guys are doing great. Your partners are happy you're on a great wave. Congratulations. Thank you, john appreciate more coverage from the queue here. Neither is public sector summit. We'll be right back. Mhm Yeah. >>Mhm. Mhm robert Herjavec. People obviously know you from shark tank

>>Yeah. Hello and welcome back to the cubes coverage of AWS public sector summit here in Washington D. C. We're live on the ground for two days. Face to face conference and expo hall and everything here but keith brooks who is the director and head of technical business development for a dress government Govcloud selling brains 10th birthday. Congratulations. Welcome to the cube. Thank you john happy to be E. C. 2 15 S three is 9.5 or no, that maybe they're 10 because that's the same day as sqs So Govcloud. 10 years, 20 years. What time >>flies? 10 years? >>Big milestone. Congratulations. A lot of history involved in Govcloud. Yes. Take us through what's the current situation? >>Yeah. So um let's start with what it is just for the viewers that may not be familiar. So AWS Govcloud is isolated. AWS cloud infrastructure and services that were purposely built for our U. S. Government customers that had highly sensitive data or highly regulated data or applications and workloads that they wanted to move to the cloud. So we gave customers the ability to do that with AWS Govcloud. It is subject to the fed ramp I and D O D S R G I L four L five baselines. It gives customers the ability to address ITAR requirements as well as Seaga's N'est ce MMC and Phipps requirements and gives customers a multi region architecture that allows them to also designed for disaster recovery and high availability in terms of why we built it. It starts with our customers. It was pretty clear from the government that they needed a highly secure and highly compliant cloud infrastructure to innovate ahead of demand and that's what we delivered. So back in august of 2011 we launched AWS GovCloud which gave customers the best of breed in terms of high technology, high security, high compliance in the cloud to allow them to innovate for their mission critical workloads. Who >>was some of the early customers when you guys launched after the C. I. A deal intelligence community is a big one but some of the early customers. >>So the Department of Health and Human Services, the Department of Veterans Affairs, the Department of Justice and the Department of Defense were all early users of AWS GovCloud. But one of our earliest lighthouse customers was the Nasa jet propulsion laboratory and Nasa Jpl used AWS GovCloud to procure Procure resources ahead of demand which allowed them to save money and also take advantage of being efficient and only paying for what they needed. But they went beyond just I. T. Operations. They also looked at how do they use the cloud and specifically GovCloud for their mission programs. So if you think back to all the way to 2012 with the mars curiosity rover, Nasa Jpl actually streamed and processed and stored that data from the curiosity rover on AWS Govcloud They actually streamed over 150 terabytes of data responded to over 80,000 requests per second and took it beyond just imagery. They actually did high performance compute and data analytics on the data as well. That led to additional efficiencies for future. Over there >>were entire kicking they were actually >>hard core missing into it. Mission critical workloads that also adhere to itar compliance which is why they used AWS GovCloud. >>All these compliance. So there's also these levels. I remember when I was working on the jetty uh stories that were out there was always like level for those different classifications. What does all that mean like? And then this highly available data and highly high availability all these words mean something in these top secret clouds. Can you take us through kind of meetings >>of those? Yeah absolutely. So it starts with the federal compliance program and the two most popular programs are Fed ramp and Dodi srg fed ramp is more general for federal government agencies. There are three levels low moderate and high in the short and skinny of those levels is how they align to the fisma requirements of the government. So there's fisma low fisma moderate fisma high depending on the sensitivity of the government data you will have to align to those levels of Fed ramp to use workloads and store data in the cloud. Similar story for D. O. D. With srg impact levels to 45 and six uh impacts levels to four and five are all for unclassified data. Level two is for less sensitive public defense data levels. Four and five cover more sensitive defense data to include mission critical national security systems and impact level six is for classified information. So those form the basis of security and compliance, luckily with AWS GovCloud celebrating our 10th anniversary, we address Fed ramp high for our customers that require that and D. O. D impact levels to four and five for a sensitive defense guy. >>And that was a real nuanced point and a lot of the competition can't do that. That's real people don't understand, you know, this company, which is that company and all the lobbying and all the mudslinging that goes on. We've seen that in the industry. It's unfortunate, but it happens. Um, I do want to ask you about the Fed ramp because what I'm seeing on the commercial side in the cloud ecosystem, a lot of companies that aren't quote targeting public sector are coming in on the Fed ramp. So there's some good traction there. You guys have done a lot of work to accelerate that. Any new, any new information to share their. >>Yes. So we've been committed to supporting the federal government compliance requirements effectively since the launch of GovCloud. And we've demonstrated our commitment to Fed ramp over the last number of years and GovCloud specifically, we've taken dozens of services through Fed ramp high and we're 100% committed to it because we have great relationships with the Fed ramp, Jabor the joint authorization board. We work with individual government agencies to secure agency A. T. O. S. And in fact we actually have more agency A. T. O. S. With AWS GovCloud than any other cloud provider. And the short and skinny is that represents the baseline for cloud security to address sensitive government workloads and sensitive government data. And what we're seeing from industry and specifically highly regulated industries is the standard that the U. S. Government set means that they have the assurance to run control and classified information or other levels of highly sensitive data on the cloud as well. So Fed ramp set that standard. It's interesting >>that the cloud, this is the ecosystem within an ecosystem again within crossover section. So for instance um the impact of not getting Fed ramp certified is basically money. Right. If you're a supplier vendor uh software developer or whatever used to being a miracle, no one no one would know right bed ramp. I'm gonna have to hire a whole department right now. You guys have a really easy, this is a key value proposition, isn't it? >>Correct. And you see it with a number of I. S. V. S. And software as the service providers. If you visit the federal marketplace website, you'll see dozens of providers that have Fed ramp authorized third party SAAS products running on GovCloud industry leading SAAS companies like Salesforce dot com driven technology Splunk essay PNS to effectively they're bringing their best of breed capabilities, building on top of AWS GovCloud and offering those highly compliant fed ramp, moderate fed ramp high capabilities to customers both in government and private industry that need that level of compliance. >>Just as an aside, I saw they've got a nice tweet from Teresa Carlson now it's plunk Govcloud yesterday. That was a nice little positive gesture uh, for you guys at GovCloud, what other areas are you guys moving the needle on because architecturally this is a big deal. What are some areas that you're moving the needle on for the GovCloud? >>Well, when I look back across the last 10 years, there were some pretty important developments that stand out. The first is us launching the second Govcloud infrastructure region in 2018 And that gave customers that use GovCloud specifically customers that have highly sensitive data and high levels of compliance. The ability to build fault tolerant, highly available and mission critical workloads in the cloud in a region that also gives them an additional three availability zones. So the launch of GovCloud East, which is named AWS GovCloud Us East gave customers to regions a total of six availability zones that allowed them accelerate and build more scalable solutions in the cloud. More recently, there is an emergence of another D O D program called the cybersecurity maturity model, C M M C and C M M C is something where we looked around the corner and said we need to Innovate to help our customers, particularly defense customers and the defense industrial based customers address see MMC requirements in the cloud. So with Govcloud back in December of 2020, we actually launched the AWS compliant framework for federal defense workloads, which gives customers a turnkey capability and tooling and resources to spin up environments that are configured to meet see MMC controls and D. O. D. Srg control. So those things represent some of the >>evolution keith. I'm interested also in your thoughts on how you see the progression of Govcloud outside the United States. Tactical Edge get wavelength coming on board. How does how do you guys look at that? Obviously us is global, it's not just the jet, I think it's more of in general. Edge deployments, sovereignty is also going to be world's flat, Right? I mean, so how does that >>work? So it starts back with customer requirements and I tie it back to the first question effectively we built Govcloud to respond to our U. S. Government customers and are highly regulated industry customers that had highly sensitive data and a high bar to meet in terms of regulatory compliance and that's the foundation of it. So as we look to other customers to include those outside of the US. It starts with those requirements. You mentioned things like edge and hybrid and a good example of how we marry the two is when we launched a W. S. Outpost in Govcloud last year. So outpost brings the power of the AWS cloud to on premises environments of our customers, whether it's their data centers or Coehlo environments by bringing AWS services, a. P. I. S and service and points to the customer's on premises facilities >>even outside the United States. >>Well, for Govcloud is focused on us right now. Outside of the U. S. Customers also have availability to use outpost. It's just for us customers, it's focused on outpost availability, geography >>right now us. Right. But other governments gonna want their Govcloud too. Right, Right, that's what you're getting at, >>Right? And it starts with the data. Right? So we we we spent a lot of time working with government agencies across the globe to understand their regulations and their requirements and we use that to drive our decisions. And again, just like we started with govcloud 10 years ago, it starts with our customer requirements and we innovate from there. Well, >>I've been, I love the D. O. D. S vision on this. I know jet I didn't come through and kind of went scuttled, got thrown under the bus or whatever however you want to call it. But that whole idea of a tactical edge, it was pretty brilliant idea. Um so I'm looking forward to seeing more of that. That's where I was supposed to come in, get snowball, snowmobile, little snow snow products as well, how are they doing? And because they're all part of the family to, >>they are and they're available in Govcloud and they're also authorized that fed ramp and Gov srg levels and it's really, it's really fascinating to see D. O. D innovate with the cloud. Right. So you mentioned tactical edge. So whether it's snowball devices or using outposts in the future, I think the D. O. D. And our defense customers are going to continue to innovate. And quite frankly for us, it represents our commitment to the space we want to make sure our defense customers and the defense industrial base defense contractors have access to the best debris capabilities like those edge devices and edge capable. I >>think about the impact of certification, which is good because I just thought of a clean crows. We've got aerospace coming in now you've got D O. D, a little bit of a cross colonization if you will. So nice to have that flexibility. I got to ask you about just how you view just in general, the intelligence community a lot of uptake since the CIA deal with amazon Just overall good health for eight of his gum cloud. >>Absolutely. And again, it starts with our commitment to our customers. We want to make sure that our national security customers are defense customers and all of the customers and the federal government that have a responsibility for securing the country have access to the best of breed capability. So whether it's the intelligence community, the Department of Defense are the federal agencies and quite frankly we see them innovating and driving things forward to include with their sensitive workloads that run in Govcloud, >>what's your strategy for partnerships as you work on the ecosystem? You do a lot with strategy. Go to market partnerships. Um, it's got its public sector pretty much people all know each other. Our new firms popping up new brands. What's the, what's the ecosystem looks like? >>Yeah, it's pretty diverse. So for Govcloud specifically, if you look at partners in the defense community, we work with aerospace companies like Lockheed martin and Raytheon Technologies to help them build I tar compliant E. R. P. Application, software development environments etcetera. We work with software companies I mentioned salesforce dot com. Splunk and S. A. P. And S. To uh and then even at the state and local government level, there's a company called Pay It that actually worked with the state of Kansas to develop the Icann app, which is pretty fascinating. It's a app that is the official app of the state of Kansas that allow citizens to interact with citizens services. That's all through a partner. So we continue to work with our partner uh broad the AWS partner network to bring those type of people >>You got a lot of MST is that are doing good work here. I saw someone out here uh 10 years. Congratulations. What's the coolest thing uh you've done or seen. >>Oh wow, it's hard to name anything in particular. I just think for us it's just seeing the customers and the federal government innovate right? And, and tie that innovation to mission critical workloads that are highly important. Again, it reflects our commitment to give these government customers and the government contractors the best of breed capabilities and some of the innovation we just see coming from the federal government leveraging the count now. It's just super cool. So hard to pinpoint one specific thing. But I love the innovation and it's hard to pick a favorite >>Child that we always say. It's kind of a trick question I do have to ask you about just in general, the just in 10 years. Just look at the agility. Yeah, I mean if you told me 10 years ago the government would be moving at any, any agile anything. They were a glacier in terms of change, right? Procure Man, you name it. It's just like, it's a racket. It's a racket. So, so, but they weren't, they were slow and money now. Pandemic hits this year. Last year, everything's up for grabs. The script has been flipped >>exactly. And you know what, what's interesting is there were actually a few federal government agencies that really paved the way for what you're seeing today. I'll give you some examples. So the Department of Veterans Affairs, they were an early Govcloud user and way back in 2015 they launched vets dot gov on gov cloud, which is an online platform that gave veterans the ability to apply for manage and track their benefits. Those type of initiatives paved the way for what you're seeing today, even as soon as last year with the U. S. Census, right? They brought the decennial count online for the first time in history last year, during 2020 during the pandemic and the Census Bureau was able to use Govcloud to launch and run 2020 census dot gov in the cloud at scale to secure that data. So those are examples of federal agencies that really kind of paved the way and leading to what you're saying is it's kind >>of an awakening. It is and I think one of the things that no one's reporting is kind of a cultural revolution is the talent underneath that way, the younger people like finally like and so it's cooler. It is when you go fast and you can make things change, skeptics turned into naysayers turned into like out of a job or they don't transform so like that whole blocker mentality gets exposed just like shelf where software you don't know what it does until the cloud is not performing, its not good. Right, right. >>Right. Into that point. That's why we spend a lot of time focused on education programs and up skilling the workforce to, because we want to ensure that as our customers mature and as they innovate, we're providing the right training and resources to help them along their journey, >>keith brooks great conversation, great insight and historian to taking us to the early days of Govcloud. Thanks for coming on the cube. Thanks thanks for having me cubes coverage here and address public sector summit. We'll be back with more coverage after this short break. Mhm. Mhm mm.

>>Mhm >>Welcome to the cube where we're celebrating the EC 2/15 birthday anniversary. My name is Dave Volonte and we're joined right now by Sandy carter, Vice President of AWS. Welcome Sandy, it's great to see you again, >>David. So great to see you too. Thanks for having me on the show today. >>Very welcome. We were last physically together. I think it was reinvent 2019. Hopefully I'll see you before 2022. But first happy birthday to EC two. I mean, it's hard to imagine back in 2006, the degree to which EC two would impact our industry. Sandy, >>I totally agree. You know, I joined a W S about 4.5 years ago in EC two and it's, it's even amazing to see what's just happened in the last 4.5 years. So I'm with you. Nobody really expected the momentum, but EC two has really shone brightly in value to our customers. >>You know, we've done the public sector summit, you know, many times. It's a great event. Things are a little different in public sector as you well know. So talk about the public sector momentum with EC two and that journey. What have you seen? >>Yeah, so it's a great question day. So I had to go back in the time vault. You know, public sector was founded in 2010 and we were actually founded by the amazon process writing a paper setting up a two pizza team, which happened to be six people. And that journey really started with a lot of our public sector customers thinking that we don't know about the cloud. So we might want to do a pilot or just look at non mission critical workloads now public sector and I know you know this day but public sector is more than just government, it has education, not for profit healthcare and now space. But everybody at that time was very skeptical. So we had to really work hard to migrate some workloads over. And one of our very first non mission critical workloads was the U. S. Navy. Um and what they did was the Navy Media Services actually moved images over to EC two. Now today that seems like oh that's pretty easy. But back then that was a big monumental reference. Um and we had to spend a lot of time on training and education to win the hearts and souls of our customers. So back then we had half of the floor and Herndon Washington, we just had a few people and that room really became a training room. We trained our reps, we trained our customers um research drive. A lot of our early adopters accounts like Nasa and jpl. And um then when cloud first came out and governments that started with the U. S. A. And we announced Govcloud, you know, things really picked up, we had migration of significant workloads. So if you think back to that S. A. P. And just moving media over um with the Navy, the Navy and S. A. P. Migrated their largest S A P E R P solution to the cloud in that time as well. Um, then we started international. Our journey continued with the UK International was UK and us was us. Then we added a P. J. And latin America and Canada. And then of course the partner team which you know, is very close to my heart. Partners today are about 73% of our overall public sector business. And it started out with some interesting small pro program SVS being very crucial to that, accelerating adoption. And then of course now the journey has continued with Covid. That has really accelerated that movement to the cloud. And we're seeing, you know, use of ec two to really help us drive by the cute power needed for A I N. M. L. And taking all that data in from IOT and computing that data. And are they are. Um, and we're really seeing that journey just continue and we see no end in sight. >>So if we can stay in the infancy and sort of the adolescent years of public sector, I mean, remember, I mean as analysts, we were really excited about, you know, the the the introduction of of of of EC two. But but there was a lot of skepticism in whatever industry, financial services, healthcare concerns about security, I presume it was similar in public sector, but I'm interested in how you you dealt with those challenges, how you you listen to folks, you know, how did you drive that leadership to where it is today? >>Yeah, you're right. The the first questions were what is the cloud? Doesn't amazon sell books? What is this clown thing? Um, what is easy to, what is easy to stand for and then what the heck is an instance? You know, way back when there was one instance, it didn't even have a name. And today of course we have over 400 instant types with different names for each one. Um and the big challenges you asked about challenges, the big challenges that we had to face. Dave were first and foremost, how do we educate? Um we had to educate our employees and then we had to educate our customers. So we created these really innovative hands on training programmes, white boarding um, sessions that we needed. They were wildly popular. So we really have to do that and then also prove security as you know. So you asked how we listen to our customers and of course we followed the amazon way we work backwards from where we were. So at that time, customers needed education. And so we started there um, data was really important. We needed to make customer or data for government more available as well. So for instance, we first started hosting the Census Bureau for instance. Um and that was all on EC two. So we had lots of early adopters and I think the early adopters around EC two really helped us to remember. I said that the UK was our international office for a while. So we had NIH we had a genomes project and the UK Ministry of Justice as well. And we had to prove security out. We had to prove how this drove a structured GovCloud and then we had to also prove it out with our partners with things like helping them get fed ramped or other certifications. I'll for that sort of thing as well. And so we really lead in those early days through that education and training. Um we lead with pilots to show the potential of the possible and we lead with that security setting those security standards and those compliance certifications, always listening to the customer, always listening to the partner, knowing how important the partners we're going to be. So for example, recovery dot gov was the first government wide system that moved to the cloud. Um the recovery transparency board was first overseeing that Recovery act spending, which included stimulus tracking website. I don't know if you remember that, but they hosted the recovery dot gov On amazon.com using EC two. And that site quickly made information available to a million visitors per hour and at that time, that was amazing. And the cost savings were significant. We also launched Govcloud. You'd asked about GovCloud earlier and that federal cloud computing strategy when the U. S. Government came out with cloud first and they had to consider what is really going to compel these federal agencies to consider cloud. They had Public-sector customers had 70 requirements for security and safety of the data that we came out with Govcloud to open up all those great opportunities. And I think Dave we continue to leave because we are customer obsessed uh you know, still supporting more security standards and compliance sort than any other provider. Um You know, now we lead with data not just data for census or images for the US Navy, but we've got now data in space and ground station and data at scale with customers like Finra who's now doing 100 billion financial transactions. Not just that one million from the early days. So it has been a heck of a ride for public sector and I love the way that the public sector team really used and leveraged the leadership principles. Re invent and simplify dive deep. Be obsessed with the customers start where they are. Um and make sure that you're always always always listening to what they need. >>You know, it's interesting just observing public sector. It's not uncommon, especially because of the certifications that some of the services, you know come out after they come out for the commercial sector. And I remember years ago when I was at I. D. C. I was kind of the steward of the public sector business. And that was a time when everybody was trying to focus in public sector on commercial off the shelf software. That was the big thing. And they want to understand, they wanted to look at commercial use cases and how they could apply them to government. And when I dug in a little bit and met with generals and like eight different agencies, I was struck by how many really smart people and the things that they were doing. And I said at the time, you know, a lot of my commercial clients could learn a lot from you. And so the reason I bring that up is because I saw the same thing with Govcloud because there was a lot of skepticism in various industries, particularly regulated industries, financial services, healthcare. And then when Govcloud hit and the CIA deal hit, people said, whoa CIA, they're like the most security conscious industry or organization in the world. And so I feel as though in a way public sector led that that breakthrough. So I'm wondering when you think about EC two today and the momentum that it has in the government, Are there similar things that you see? Where's the momentum today in public sector? >>You are right on target day? I mean that CIA was a monumental moment and that momentum with ever increasing adoption to the cloud has continued in public sector. In fact today, public sector is one of our fastest growing areas. So we've got um, you know, thousands of startups or multiple countries that were helping out today to really ignite that innovation. We have over 4000 government agencies, 9000 education agencies. Um 2000 public sector partners from all over the globe. 24,000 not for profit organizations. And what I see is the way that they're using EC two um is is leading the pack now, especially after Covid, you know, many of these folks accelerated their journey because of Covid. They got to the cloud faster and now they are doing some really things that no one else is doing like sending an outpost postbox into space or leveraging, you know robots and health care for sure. So that momentum continues today and I love that you were the champion of that you know way back when even when you were with I. D. C. >>So I want to ask you, you sort of touched on some interesting use cases, what are some of the more unusual ones and maybe breakthrough use cases that you see? >>Oh so yeah we have a couple. So one is um I mentioned it earlier but there is a robot now that is powered by IOT and EC two and the robot helps to take temperature and and readings for folks that are entering the hospital in latin America really helped during Covid, one of my favorites. It actually blew the socks off of verne or two and you know that's hard to do is a space startup called lunar outpost and they are synthesizing oxygen on mars now that's, that's driven by Ec two. That's crazy. Right? Um, we see state governments like new york, they've got this vision zero traffic and they're leveraging that to prevent accidents all through new york city. I used to live in new york city. So this is really needed. Um, and it continues like with education, we see university of Illinois and Splunk one of our partners, they created a boarding pass for students to get back to school. So I have a daughter in college. Um, and you know, it's really hard for her to prove that she's had the vaccine or that she's tested negative on the covid test. They came out with a past of this little boarding pass, just like you used to get on an airplane to get into different classes and labs and then a couple of my favorites and you guys actually filmed the Cherokee nation. So the Cherokee nation, the chief of the Cherokee nation was on our silicon um show and silicon angles show and the cube featured them And as the chief talked about how he preserves the Cherokee language. And if you remember the Cherokee language has been used to help out the US in many different ways and Presidio. One of our partners helped to create a game, a super cool game that links in with unity To help teach that next generation the language while they're playing a game and then last but not least axle three d out of the UK. Um, they're using easy to, to save lives. They've created a three D imaging process for people getting ready to get kidney transplants and they have just enhanced that taken the time frame down for months. Now today's that they can actually articulate whether the kidney transplant will work. And when I talked to roger their Ceo, they're doing R. O. L return on life's not return on investment. So those are just some of the unusual and breakthrough use cases that we see powered by E. C. To >>Sandy. I'll give you the last word. Your final closing comments. >>Well, my final closing comments are happy birthday to ec two celebrating 15 years. What a game changer and value added. It has been the early days of Ec two. Of course we're about education like what is the cloud? Why is a bookseller doing it. But um, easy to really help to create a new hub of value Now. We've got customers moving so fast with modernization using a I. M and M. L. Containers survivalists. Um, and all of these things are really changing the game and leveling it up as we increased that business connection. So I think the future is really bright. We've only just begun. We've only just begun with EC two and we've only just begun with public sector. You know, our next great moments are still left to come. >>Well, Sandy, thanks so much. Always Great to see you. Really appreciate your time. >>Thank you so much. Dave. I really appreciate it. And happy birthday again to E. C. To keep >>It right there were celebrating Ec 2's 15th birthday right back. >>Mhm.

>>Hello everyone. Thank you, add appreciating the studio. We're here at the cube here in cloud city telco DRS Cloud city. I'm Jeffrey Day Volonte. We're here for the next three days. Wall to wall live coverage. It's a physical event with a virtual program. It's hybrid. We're here with Daniel Royston, the Ceo of telco D. R. And the acting Ceo Toby, which is announced today. Great >>to see you. It's awesome to see you guys. >>Awesome to see how you doing, how you >>Feeling? I'm feeling congratulations. Right. 101 days ago, I didn't even think this doesn't exist. Right. And we got in contact with you guys and we said we knew there was always going to be a big virtual component and we invited you guys and here we are together. It's insane. >>Well we did the preview videos, but we're kind of walking through and document in the early stages. It all came together beautifully spectacular For the folks watching behind us is the most spectacular build out clouds. It's an ecosystem open concept. It feels like the Apple store meets paradise. Of course. We got the cube here in the set and we got the studio with all the command and control of adam there. So I gotta ask you with the connected keynotes going on right now. The connected world. Yeah. It's connected. We all know that everyone knows that what's, what's different now real quick before we get into the program, what's going on? >>Yeah. I think a big part of my messages and advocating it's more than just the network, Right? And I think telcos forever have relied on. That's all it is. That's what it's about. And I'm like, nope, you guys got to start focusing on your subscribers, right? And so the over the top players keep coming in and siphoning away their revenue and it's time for them to start focusing on us, right and making experience great. And I think that's what this is all about. >>So we're gonna get the news but I want to toss it to Katie. The roving reporter is going to give it a detail on how it all came together. So Katie take it away. >>Mhm We're here in Barcelona and so excited to be back in this beautiful city over at the convention center. The team is working hard putting the finishing touches to tell Cody are amazing cloud city booth at MwC Barcelona 2021. I'm sure you know the story of how this all came together as one of the biggest vendors Erickson pulled out of M. W. C. With just over 100 days until the start of the event. When this happened last year, it kicked off a tidal wave of departures and MwC was called off this year. We all wondered if MWC was going to be cancelled again and that's when Daniel Royston Ceo of Telco D. R. And Tito G swooped in and took over the booth all 6000 square meters of it. The plan turn the booth into cloud city, the epicenter of public cloud innovation at MWC crews have been working around the clock. Over 100 and 50 people have been on this construction site for over three weeks with covid testing every day to prevent outbreaks during the build and in 100 days, it's become just that Cloud city has over 30 vendors presenting over 70 demos with 24 private meeting areas. Cloud City Live is a virtual showcase and live broadcast studio featuring 50 guests from cloud Thought leaders around the world. They have telepresence robots for a more personalized experience and the Cloud city quest game with a chance to win more than $100,000 to gain access to live streams of our nightly concerts with rosario flores and rock legend Jon bon Jovi. And don't forget to visit cloud city dot telco D R dot com to join in on the fun Daniel Royston and Nacho Gomez, founder and Ceo of one of the key vendors in the construction of the booth gave us a behind the scenes tour of the booth. >>Nacho. We did it. Yeah, we did. It can't even touch because of Covid. Yeah, but look what we did. But right, 100 days ago I called and I said I'm taking over the Ericsson booth. What did you think? I know you were crazy but just a little bit crazy, realized that you were mortgages than I thought. So at the very, at the very beginning I thought, yeah, she's crazy. But then I couldn't sleep that night. But the next uh then I realized that it was a very good it's a great idea. Yeah super smart. So yeah we're gonna show everyone toward the booth. Yeah let's go. Let's go. Okay So how do we build such an amazing, beautiful building now? So this is we've made building inside a book. So it was very hard to find a glassful of facade. The roof is around 24 tones. Yeah so it's crazy crazy but we made it work and it's totally amazing. Yeah. Do you want to go to tragedy life? Do let's go. Okay so here we are Cloud city live. I know we're producing a whole live streaming tv show. We always knew because of covid that not everyone will be able to come to Mwc as we wanted to make sure that people can learn about the public cloud. So over here we have the keynote stage, we're gonna have awesome speakers talking all throughout M. W. C. People from AWS Microsoft, google vendors companies. So really really great content. And then over there we have the cube interviewing people again 15 minute segments, live streaming but also available on demand. And you can find all of this content on cloud city. Tell Cody are calm and it's available for anyone to you. Well, a lot of content. And what about the roberts? I never get them out. Come on. We remember 100 days ago we were locked down. So we came up with the idea of having robots for the people who cannot attend in person. I know right. We always knew that there was gonna be a big virtual component to MWC this year. So we bought 100 telepresence robots. It's a great way to have a more personal experience inside the boot. Just sign up for one on cloud city dot telco D r dot com and you can control it yourself. Right? So today we have Nikki with us, who's dialing in from the Philippines in Manila? Hello, Nicky. Hi there, how are you? I were great. Can you show us a twirl all gaining on us? Super cool. Yeah, it is. What an experience. So Nikki robots are not the only cool thing we have in cloud city. We also have super awesome concert. We have rosario flores on monday. Who's a latin grammy award winner. We have Jon bon Jovi, Jon bon Jovi on Tuesday, can't be changing telephone that a little bit of rock n roll and that's Tuesday. And on Wednesday we have DJ official, it's going to be a super party. Now if you play our cloud city quest on cloud city telco D R dot com you can participate in a live streaming concert and so I know a lot of people out there have been a lockdown. Haven't been able to be going to concerts. Things from austin texas, which is the live music capital of the world, How to have music. It would be so exciting is gonna be great. I'm getting hungry. Why don't we go to the restaurant? Let's go eat. Let's go. Yeah, Here is our awesome restaurant. I know it's called Cloud nine. Right? It's a place to come and sit down and relax now. Barcelona is known for its great food and I'm a foodie. So we had to have a restaurant. Should we go check out my secret bar? Let's go. Mhm. Yeah, here >>thanks to a R. And thank you Nacho if you're watching this at home, I'm so sorry you can't join us in person. However, let's not forget this is a hybrid event meaning we're bringing all the public cloud action right to you wherever in the world you might be. This includes the Pact cloud city live program. We've partnered with the cube Silicon angle Media's live streaming video studio to make sure that all of the keynotes, panel discussions, demos, case studies interviews and way more are available on demand so you can watch them whenever and wherever you want or you can live stream and enjoy all things cloud city as and when they happen. So for those of you not able to join us in, Barcelona, be sure to log in to cloud city live and catch all the action and don't miss the awesome concert Tuesday night with Jon bon Jovi available for free. If you participate in our cloud city quest game, I'll be here throughout MWc bringing you reports and updates. Stay >>tuned. Yeah. >>Mhm. Okay, we're back here on the cube on the floor at mobile world congress in cloud city telco DRS clouds. They were here with D. R. Of telco, D R. Danielle Rice and great to see you back, we're back. So the keynotes going on connected world, the big news here, I'll see the open shift that's happening is going open. Open ran, it's been a big thing. Open ran alliance. You're starting to see the industry come together around this clear mandate that applications are gonna be cloud native and the public cloud is just coming in like a big wave and people are gonna be driftwood or they'll be surfing the wave. Yeah, this is what's happening. >>Yeah, I think public cloud is an unstoppable megatrend. It's hit every other industry regulated industries like banking, right? Top secret industries like government. They all use the public cloud tells us the last, you know, standing old school industry and it's coming and I don't think we could have had an MWc without talking about open man. That's the other major shift. And so we're bringing both of those ideas here together in cloud city. So >>the big theme is telco transformation. Maybe we could start with the basics like paint a picture of what the telco infrastructure looks like, particularly the data center stuff because they all have big data centers >>because that's >>those are the candidates to go into the cloud explained to the audience. >>Well, do you have a time machine? I think if any of us were in tech in the late 90s and early 2000s, that's what telcos like today. Right. So for people outside of the industry don't know right there mostly still managing their own data centers, they're just sort of adopting virtualization. Some of the more advanced telcos are mostly virtualized public cloud. Is this idea that like this advanced thought and so yeah, I mean things are on premise, things are in silom, things don't use a P. I. S there all integrated with custom code. And so the transformation, we can all see it because we've lived it in other industries. And I'm bringing that to telco and say come along for the ride. It totally works and it's gonna be amazing. >>So it's hardened purpose built infrastructure. Okay. That ultimately parts of that need to go to the public cloud. Right. What parts do you see going first? >>I think all of it. Really. Yeah. And I think when you look at like dish in the W. S. Which was an announcement that came out about two months ago. Right. I mean dish was doing all these are FPs. Everyone knew about it. They were looking for a cloud native software and no one knew what they were. They knew a big part was open man. But their coupling open ran with AWS and deploying their parts of their network onto the public cloud and the whole industry is like wait we thought this was years away, right? Or number two, you're crazy. And I'm saying this is what I've been talking about guys. This is exactly what you can do, leverage the Capex over. Let's see. I think Amazon did $100 billion 2020 right, leverage that Capex for yourself. Get that infinite scalability right? It's going to, well we >>have, we have a saying here in the queue, we just made this up called D. R. That's your initial tucker. The digital revolution and the three Rs reset re platform and re factor. I think the observation we're seeing is that you're coming in with the narrative what everyone's kind of like they're waking up because they have to reset and then re platform with the cloud. But the opportunity is gonna be the re factoring, You're seeing the public cloud, do that already with the Enterprise Enterprises. Already re factoring has done that. Already done that now. Telcos the last area to be innovated by the cloud. >>Yeah, I think there's old school big, we're kind of on a hollowed ground here in the Ericsson booth that I took over, right? They bailed and I kind of made fun of them. I was like, they don't have anything to say, right, They're not going to go to the show. I'm like, this is this is a revolution that's happening in telco and I don't think the big guys are really interested in rewriting their software that frankly makes them billions and billions of dollars of revenue. And I'm like to use the public cloud. All of the software needs to be rewritten needs to be re factored and you've got to start training your teams on how to use it. They don't have any capability. The telcos, in terms of those skills hire the right people, retrain your teams, move your applications, rewrite them. And I think that's what we're talking, this is not a short journey, this is a 10 year journey. So >>let's fast forward to the future a little bit because when I look around cloud city, I see ecosystem everywhere. So as you well know, the telcos have generally done a poor job of attacking adjacent seas. So my question is can they go beyond should they go beyond connectivity or is that going to be the role of the ecosystem? >>Yeah, I think it's time that the telco starts to focus on their subscriber, right? It's been really easy for them to rely on the oligopoly of the network, Right? The network, we live in the United States, we see the 18 T Verizon T mobile five G network, five G network. Like what about us? Right. And it's really easy for the over the top players right, that come in and they're always, telcos are always complaining about being coming dumb pipes and I'm like, you don't focus on the customer, we would rather buy from an Apple and amazon if they provided a mobile service because the customer experience will be better. Right? They need to start focusing on us. They have great businesses but they want to make them better. They need to start focusing on the subscriber, so >>it's a partnership with the ecosystem then for them to go beyond just straight connectivity because you're right, those are the brands that we want to do business >>with. You know, there was a great survey, Peter Atherton who will be talking as a speaker I think um I can't remember when he's talking but he was talking about how there was a survey done, where would you rather get your mobile service from? And it had a couple of big names in telco and then of course the obvious, you know, consumer brands, the ones that we all know and it was like overwhelmingly would rather buy from an amazon or an apple. And I'm like, this is like if you guys don't change, right, if telco doesn't change they keep rolling out 60 and blah blah blah. It's about the network and I don't start making about the subscriber right? Those revenues are going to continue to erode and they just sit there and complain about the O. T. T. Players. Like it's time to fight back. Yeah, I own the subscriber >>relationship. It's a digital revolution and I think This event really encapsulates in my mind this hybrid world here because it's physical events back. It's been since 2019 winter that this event actually happened. >>Well no it was even longer than, well I guess winter it was February of 19, right? And so like you look at ericsson and some of the big names that dropped out of the show, the time they come back, three years will have passed three years, right? This is how you feel your sales funnel is how you connect with your customers right? Tokyo is a very global, you know experience and so you gotta, you gotta get in front of people and you got to talk a >>lot of change to its happened, look at just what public clouds done in 2.5 years. You imagine three years being just >>gone, right? And I think a lot of people back to edition A. W. S. I think the industry was a little bit surprised by that announcement. So I've been telling executives if you were surprised by that, if you think that's, you know, if you don't know how that's gonna work, you need to come to cloud cities, you start meeting all the vendors are here. We have over 30 vendors, 70 demos, right? People who are pushing the technology forward, you need to learn what's going on here. We have several dish vendors here. Come learn about open rand, come learn about public cloud. So >>we're tight on time today, but we're going to have you back and we want to get into the tech, Get it to open, ran a little bit, get into what 5G and beyond and how we're going to take advantage of that and monetize it and what that all means. >>And also we want to hear what's going on the hallways. I know you got a lot of your key noting, you're gonna be a lot of events, the yacht. You've got a lot of briefings, >>yep. Yeah, I've already had two meetings this morning. I shot a video. Um, I met with one of the world's largest groups and I met with a tiny little super app company. Right? So running the gamut, doing everything reporter >>now, we could be like our roaming >>reporter. You know, I love, I love talking to execs and telco getting their perspective on what is public cloud and where are they going, what are they thinking about? And you talked to people who really, really get it and you get people who are just nascent and everywhere in between and I love mwc it's going great. >>Daniel Rose and you are a digital revolution telco DDR. There's amazing. Davis has been fantastic. Again for the folks watching, this is a hybrid events, there's an online component and we're reaching out with our remote interviews to get people brought in and we're shipping this content out to the masses all over the world. It's gonna be really amazing cube coverages here. It's gonna be rocking you guys are doing great. I just want to give you a compliment that you guys just did an amazing job. And of course we've got adam in the studio with the team. So adam, I'm gonna pass it off back to you in the studio

>>mhm Yes, Welcome back to the cubes coverage of red hat summit 2021 virtual, which we were in person this year but we're still remote. We still got the Covid coming around the corner. Soon to be in post. Covid got a great guest here, Clayton Coleman architect that red hat cuba love and I've been on many times expanded role again this year. More cloud, more cloud action. Great, great to see you. Thanks for coming on. >>It's a pleasure >>to be here. So great to see you were just riffing before we came on camera about distributed computing uh and the future of the internet, how it's all evolving, how much fun it is, how it's all changing still. The game is still the same, all that good stuff. But here at Red had some and we're gonna get into that, but I want to just get into the hard news and the real big, big opportunities here you're announcing with red hat new managed cloud services portfolio, take us through that. >>Sure. We're continuing to evolve our open shift managed offerings which has grown now to include um the redhead open shift service on amazon to complement our as your redhead open shift service. Um that means that we have um along with our partnership on IBM cloud and open ship dedicated on both a W S and G C P. We now have um managed open shift on all of the major clouds. And along with that we are bringing in and introducing the first, I think really the first step what we see as uh huh growing and involving the hybrid cloud ecosystem on top of open shift and there's many different ways to slice that, but it's about bringing capabilities on top of open shift in multiple environments and multiple clouds in ways that make developers and operation teams more productive because at the heart of it, that's our goal for open shift. And the broader, open source ecosystem is do what makes all of us safer, more, uh, more productive and able to deliver business value? >>Yeah. And that's a great steak you guys put in the ground. Um, and that's great messaging, great marketing, great value proposition. I want to dig into a little bit with you. I mean, you guys have, I think the only native offering on all the clouds out there that I know of, is that true? I mean, you guys have, it's not just, you know, you support AWS as your and I B M and G C P, but native offerings. >>We do not have a native offering on GCPD offered the same service. And this is actually interesting as we've evolved our approach. You know, everyone, when we talk about hybrid, Hybrid is, um, you know, dealing with the realities of the computing world, We live in, um, working with each of the major clouds, trying to deliver the best immigration possible in a way that drives that consistency across those environments. And so actually are open shift dedicated on AWS service gave us the inspiration a lot of the basic foundations for what became the integrated Native service. And we've worked with amazon very closely to make sure that that does the right thing for customers who have chosen amazon. And likewise, we're trying to continue to deliver the best experience, the best operational reliability that we can so that the choice of where you run your cloud, um, where you run your applications, um, matches the decisions you've already made and where your future investments are gonna be. So we want to be where customers are, but we also want to give you that consistency. That has been a hallmark of um of open shift since the beginning. >>Yeah. And thanks for clarifying, I appreciate that because the manage serves on GCB rest or native. Um let me ask about the application services because Jeff Barr from AWS posted a few weeks ago amazon celebrated their 15th birthday. They're still teenagers uh relatively speaking. But one comment he made that he that was interesting to me. And this applies kind of this cloud native megatrend happening is he says the A. P. I. S are basically the same and this brings up the hybrid environment. You guys are always been into the api side of the management with the cloud services and supporting all that. As you guys look at this ecosystem in open source. How is the role of A PS and these integrations? Because without solid integration all these services could break down and certainly the open source, more and more people are coding. So take me through how you guys look at these applications services because many people are predicting more service is going to be on boarding faster than ever before. >>It's interesting. So um for us working across multiple cloud environments, there are many similarities in those mps, but for every similarity there is a difference and those differences are actually what dr costs and drive complexity when you're integrating. Um and I think a lot of the role of this is, you know, the irresponsible to talk about the role of an individual company in the computing ecosystem moving to cloud native because as many of these capabilities are unlocked by large cloud providers and transformations in the kinds of software that we run at scale. You know, everybody is a participant in that. But then you look at the broad swath of developer and operator ecosystem and it's the communities of people who paper over those differences, who write run books and build um you know, the policies and who build the experience and the automation. Um not just in individual products or an individual clouds, but across the open source ecosystem. Whether it's technologies like answerable or Terror form, whether it's best practices websites around running kubernetes, um every every part of the community is really involved in driving up uh driving consistency, um driving predictability and driving reliability and what we try to do is actually work within those constraints um to take the ecosystem and to push it a little bit further. So the A. P. I. S. May be similar, but over time those differences can trip you up. And a lot of what I think we talked about where the industry is going, where where we want to be is everyone ultimately is going to own some responsibility for keeping their services running and making sure that their applications and their businesses are successful. The best outcome would be that the A. P. R. S are the same and they're open and that both the cloud providers and the open source ecosystem and vendors and partners who drive many of these open source communities are actually all working together to have the most consistent environment to make portability a true strength. But when someone does differentiate and has a true best to bring service, we don't want to build artificial walls between those. I mean, I mean, that's hybrid cloud is you're going to make choices that make sense for you if we tell people that their choices don't work or they can't integrate or, you know, an open source project doesn't support this vendor, that vendor, we're actually leaving a lot of the complexity buried in those organizations. So I think this is a great time to, as we turn over for cloud. Native looking at how we, as much as possible try to drive those ap is closer together and the consistency underneath them is both a community and a vendor. And uh for red hat, it's part of what we do is a core mission is trying to make sure that that consistency is actually real. You don't have to worry about those details when you're ignoring them. >>That's a great point. Before I get into some architectural impact, I want to get your thoughts on um, the, this trends going on, Everyone jumps on the bandwagon. You know, you say, oh yeah, I gotta, I want a data cloud, you know, everything is like the new, you know, they saw Snowflake Apollo, I gotta have some, I got some of that data, You've got streaming data services, you've got data services and native into the, these platforms. But a lot of these companies think it's just, you're just gonna get a data cloud, just, it's so easy. Um, they might try something and then they get stuck with it or they have to re factor, >>how do you look >>at that as an architect when you have these new hot trends like say a data cloud, how should customers be thinking about kicking the tires on services like that And how should they think holistically around architect in that? >>There's a really interesting mindset is, uh, you know, we deal with this a lot. Everyone I talked to, you know, I've been with red hat for 10 years now in an open shift. All 10 years of that. We've gone through a bunch of transformations. Um, and every time I talked to, you know, I've talked to the same companies and organizations over the last 10 years, each point in their evolution, they're making decisions that are the right decision at the time. Um, they're choosing a new capability. So platform as a service is a great example of a capability that allowed a lot of really large organizations to standardize. Um, that ties into digital transformation. Ci CD is another big trend where it's an obvious wind. But depending on where you jumped on the bandwagon, depending on when you adopted, you're going to make a bunch of different trade offs. And that, that process is how do we improve the ability to keep all of the old stuff moving forward as well? And so open api is open standards are a big part of that, but equally it's understanding the trade offs that you're going to make and clearly communicating those so with data lakes. Um, there was kind of the 1st and 2nd iterations of data lakes, there was the uh, in the early days these capabilities were knew they were based around open source software. Um, a lot of the Hadoop and big data ecosystem, you know, started based on some of these key papers from amazon and google and others taking infrastructure ideas bringing them to scale. We went through a whole evolution of that and the input and the output of that basically let us into the next phase, which I think is the second phase of data leak, which is we have this data are tools are so much better because of that first phase that the investments we made the first time around, we're going to have to pay another investment to make that transformation. And so I've actually, I never want to caution someone not to jump early, but it has to be the right jump and it has to be something that really gives you a competitive advantage. A lot of infrastructure technology is you should make the choices that you make one or two big bets and sometimes people say this, you call it using their innovation tokens. You need to make the bets on big technologies that you operate more effectively at scale. It is somewhat hard to predict that. I certainly say that I've missed quite a few of the exciting transformations in the field just because, um, it wasn't always obvious that it was going to pay off to the degree that um, customers would need. >>So I gotta ask you on the real time applications side of it, that's been a big trend, certainly in cloud. But as you look at hybrid hybrid cloud environments, for instance, streaming data has been a big issue. Uh any updates there from you on your managed service? >>That's right. So one of we have to manage services um that are both closely aligned three managed services that are closely aligned with data in three different ways. And so um one of them is redhead open shift streams for Apache Kafka, which is managed cloud service that focuses on bringing that streaming data and letting you run it across multiple environments. And I think that, you know, we get to the heart of what's the purpose of uh managed services is to reduce operational overhead and to take responsibilities that allow users to focus on the things that actually matter for them. So for us, um managed open shift streams is really about the flow of data between applications in different environments, whether that's from the edge to an on premise data center, whether it's an on premise data center to the cloud. And increasingly these services which were running in the public cloud, increasingly these services have elements that run in the public cloud, but also key elements that run close to where your applications are. And I think that bridge is actually really important for us. That's a key component of hybrid is connecting the different locations and different footprints. So for us the focus is really how do we get data moving to the right place that complements our API management service, which is an add on for open ship dedicated, which means once you've brought the data and you need to expose it back out to other applications in the environment, you can build those applications on open shift, you can leverage the capabilities of open shift api management to expose them more easily, both to end customers or to other applications. And then our third services redhead open shift data science. Um and that is a, an integration that makes it easy for data scientists in a kubernetes environment. On open shift, they easily bring together the data to make, to analyze it and to help route it is appropriate. So those three facets for us are pretty important. They can be used in many different ways, but that focus on the flow of data across these different environments is really a key part of our longer term strategy. >>You know, all the customer checkboxes there you mentioned earlier. I mean I'll just summarize that that you said, you know, obviously value faster application velocity time to value. Those are like the checkboxes, Gardner told analysts check those lower complexity. Oh, we do the heavy lifting, all cloud benefits, so that's all cool. Everyone kind of gets that, everyone's been around cloud knows devops all those things come into play right now. The innovation focuses on operations and day to operations, becoming much more specific. When people say, hey, I've done some lift and shift, I've done some Greenfield born in the cloud now, it's like, whoa, this stuff, I haven't seen this before. As you start scaling. So this brings up that concept and then you add in multi cloud and hybrid cloud, you gotta have a unified experience. So these are the hot areas right this year, I would say, you know, that day to operate has been around for a while, but this idea of unification around environments to be fully distributed for developers is huge. >>How do you >>architect for that? This is the number one question I get. And I tease out when people are kind of talking about their environments that challenges their opportunities, they're really trying to architect, you know, the foundation that building to be um future proof, they don't want to get screwed over when they have, they realize they made a decision, they weren't thinking about day to operation or they didn't think about the unified experience across clouds across environments and services. This is huge. What's your take on this? >>So this is um, this is probably one of the hardest questions I think I could get asked, which is uh looking into the crystal ball, what are the aspects of today's environments that are accidental complexity? That's really just a result of the slow accretion of technologies and we all need to make bets when, when the time is right within the business, um and which parts of it are essential. What are the fundamental hard problems and so on. The accidental complexity side for red hat, it's really about um that consistent environment through open shift bringing capabilities, our connection to open source and making sure that there's an open ecosystem where um community members, users vendors can all work together to um find solutions that work for them because there's not, there's no way to solve for all of computing. It's just impossible. I think that is kind of our that's our development process and that's what helps make that accidental complexity of all that self away over time. But in the essential complexity data is tied the location, data has gravity data. Lakes are a great example of because data has gravity. The more data that you bring together, the bigger the scale the tools you can bring, you can invest in more specialized tools. I've almost do that as a specialization centralization. There's a ton of centralization going on right now at the same time that these new technologies are available to make it easier and easier. Whether that's large scale automation um with conflict management technologies, whether that's kubernetes and deploying it in multiple sites in multiple locations and open shift, bringing consistency so that you can run the apps the same way. But even further than that is concentrating, mhm. More of what would have typically been a specialist problem, something that you build a one off around in your organization to work through the problem. We're really getting to a point where pretty soon now there is a technology or a service for everyone. How do you get the data into that service out? How do you secure it? How do you glue it together? Um I think of, you know, some people might call this um you know, the ultimate integration problem, which is we're going to have all of this stuff and all of these places, what are the core concepts, location, security, placement, topology, latency, where data resides, who's accessing that data, We think of these as kind of the building blocks of where we're going next. So for us trying to make investments in, how do we make kubernetes work better across lots of environments. I have a coupon talk coming up this coupon, it's really exciting for me to talk about where we're going with, you know, the evolution of kubernetes, bringing the different pieces more closely together across multiple environments. But likewise, when we talk about our managed services, we've approached the strategy for managed services as it's not just the service in isolation, it's how it connects to the other pieces. What can we learn in the community, in our services, working with users that benefits that connectivity. So I mentioned the open shift streams connecting up environments, we'd really like to improve how applications connect across disparate environments. That's a fundamental property of if you're going to have data uh in one geographic region and you didn't move services closer to that well, those services I need to know and encode and have that behavior to get closer to where the data is, whether it's one data lake or 10. We gotta have that flexibility in place. And so those obstructions are really, and to >>your point about the building blocks where you've got to factor in those building blocks, because you're gonna need to understand the latency impact, that's going to impact how you're gonna handle the compute piece, that's gonna handle all these things are coming into play. So, again, if you're mindful of the building blocks, just as a cloud concept, um, then you're okay. >>We hear this a lot. Actually, there's real challenges in the, the ecosystem of uh, we see a lot of the problems of I want to help someone automate and improved, but the more balkanize, the more spread out, the more individual solutions are in play, it's harder for someone to bring their technology to bear to help solve the problem. So looking for ways that we can um, you know, grease the skids to build the glue. I think open source works best when it's defining de facto solutions that everybody agrees on that openness and the easy access is a key property that makes de facto standards emerged from open source. What can we do to grow defacto standards around multi cloud and application movement and application interconnect I think is a very, it's already happening and what can we do to accelerate it? That's it. >>Well, I think you bring up a really good point. This is probably a follow up, maybe a clubhouse talk or you guys will do a separate session on this. But I've been riffing on this idea of uh, today's silos, tomorrow's component, right, or module. If most people don't realize that these silos can be problematic if not thought through. So you have to kill the silos to bring in kind of an open police. So if you're open, not closed, you can leverage a monolith. Today's monolithic app or full stack could be tomorrow's building block unless you don't open up. So this is where interesting design question comes in, which is, it's okay to have pre existing stuff if you're open about it. But if you stay siloed, you're gonna get really stuck >>and there's going to be more and more pre existing stuff I think, you know, uh even the data lake for every day to lake, there is a huge problem of how to get data into the data lake or taking existing applications that came from the previous data link. And so there's a, there's a natural evolutionary process where let's focus on the mechanisms that actually move that day to get that data flowing. Um, I think we're still in the early phases of thinking about huge amounts of applications. Microservices or you know, 10 years old in the sense of it being a fairly common industry talking point before that we have service oriented architecture. But the difference now is that we're encouraging and building one developer, one team might run several services. They might use three or four different sas vendors. They might depend on five or 10 or 15 cloud services. Those integration points make them easier. But it's a new opportunity for us to say, well, what are the differences to go back to? The point is you can keep your silos, we just want to have great integration in and out of >>those. Exactly, they don't have to you have to break down the silos. So again, it's a tried and true formula integration, interoperability and abstracting away the complexity with some sort of new software abstraction layer. You bring that to play as long as you can paddle with that, you apply the new building blocks, you're classified. >>It sounds so that's so simple, doesn't it? It does. And you know, of course it'll take us 10 years to get there. And uh, you know, after cloud native will be will be galactic native or something like that. You know, there's always going to be a new uh concept that we need to work in. I think the key concepts we're really going after our everyone is trying to run resilient and reliable services and the clouds give us in the clouds take it away. They give us those opportunities to have some of those building blocks like location of geographic hardware resources, but they will always be data that spread. And again, you still have to apply those principles to the cloud to get the service guarantees that you need. I think there's a completely untapped area for helping software developers and software teams understand the actual availability and guarantees of the underlying environment. It's a property of the services you run with. If you're using a disk in a particular availability zone, that's a property of your application. I think there's a rich area that hasn't been mined yet. Of helping you understand what your effective service level goals which of those can be met. Which cannot, it doesn't make a lot of sense in a single cluster or single machine or a single location world the moment you start to talk about, Well I have my data lake. Well what are the ways my data leg can fail? How do we look at your complex web of interdependencies and say, well clearly if you lose this cloud provider, you're going to lose not just the things that you have running there, but these other dependencies, there's a lot of, there's a lot of next steps that we're just learning what happens when a major cloud goes down for a day or a region of a cloud goes down for a day. You still have to design and work around those >>cases. It's distributed computing. And again, I love the space where galactic cloud, you got SpaceX? Where's Cloud X? I mean, you know, space is the next frontier. You know, you've got all kinds of action happening in space. Great space reference there. Clayton, Great insight. Thanks for coming on. Uh, Clayton Coleman architect at red Hat. Clayton, Thanks for coming on. >>Pretty pleasure. >>Always. Great chat. I'm talking under the hood. What's going on in red hats? New managed cloud service portfolio? Again, the world's getting complex, abstract away. The complexities with software Inter operate integrate. That's the key formula with the cloud building blocks. I'm john ferry with the cube. Thanks for watching. Yeah.

>>from around the globe, it's the cube with digital coverage of >>IBM. think 2021 >>brought to you by IBM. >>Welcome to the cubes coverage of IBM Think 2021. I'm lisa martin joined next by Peter morrow, the VP of sales and marketing at IBM partner TRM. Peter welcome to the program. >>I thank you. Happy to be here. >>Tell me a little bit about yourself and TRM before we dig in. >>Um Well Trn is a longtime business partner for IBM, we for about 30 years have specialized in helping IBM customers implement maximo and um have a lot of deep technology expertise and in maximo and and related um software and the enterprise asset management industry um On the VP of sales and marketing. I've been at TRM for about 10 years and I'm I'm proud to lead our talented sales teams and our sole mission is to help our customers get value out of their am solutions and and we're really excited about recent developments in Ai and and bringing value um to a lot of our customers and their organization and finally get our ally out of their longtime investments in the am. >>Let's dig in a bit more to the IBM relationship, I know TRM as a gold partner, but talk to me about that and how TRM has leveraged that partnership with IBM to help your customers be successful. >>Um sure, now, you know, we're a little bit of a unique partner with IBM for a long time, we've been pure resell and implementation services and and recently we've transitioned into an O E M relationship with IBM where we actually embed IBM products into broader TRM offerings. And I, you know, this, this relationship that we have with with IBM is really important as IBM is the, is the dominant player in the A, m and A I and and hybrid cloud. It's really a natural fit for us to leverage those really mature solutions and build on top of them. Uh, TRS deep expertise and the technology and the reliability side to offer more of an end to end solution to our customers. >>Got it. So the last year or so we've seen a lot of market dynamics. Talk to me about the E a M, market, what's going on there? What are some of the changes? >>Um well, there's a couple of key changes that that we see. Um one of the biggest changes I think that impacts our business and IBM is that customers really don't have an appetite for long expensive implementations of custom solutions. They're really looking for more turnkey solutions that have proven value already and and very mature. You know, they've already spent tens of millions of dollars implementing, you know, maximo or related E AM solution. They really don't want to embark on, you know, this really expensive long journey um to get to that next level. And so to me this requirement, we've been focused for the past couple years on developing much more turnkey solutions, one of which is is one that we call TRM maximo A. M solution and that's built on maximum, but it's also layered with IBM's new AI solution for maximo customers. And you know, we marry that with our deep reliability expertise and you know, we're really excited about being able to roll it out and in literally weeks instead of months or years for a lot of new customers and you know, that's a really short time to value. And our ally, it's something that's pretty much unheard of until now in this industry. >>Talk to me about some of the advantages that your customers are getting like on a general level from ai from hybrid cloud from data. >>Um I mean this is really groundbreaking. What we're finding is that there's, you know, until very recently, a I was really not embraced as a practical solution to a lot of maintenance problems. You know, you're looking at a community of of pretty old school mindsets and maintenance and reliability where you know, it's a very, you know, R. C. M is a very structured methodology for breaking down um equipment and failure types and and and solutions, you know, ways to predict those failures and you know, for a long time RCM specialists didn't really feel like a I was a solution that that was the answer. And what we're finding is that, you know, with the maturity level of IBMS products, it is now at a point where a I is a great fit and you take an experienced reliability specialist and you arm them with A. I tools like like IBM is asset monitor and maximum health and predict and you give them those tools and they can, they can roll out predictive solutions that scale like like really they've never had the chance to before >>and talk to me about some of the the adaptations that TRM has made in the last year or so as the market has been so much in flux and so many dynamics going on. How have you adapted to that to really help those customers take advantage of the latest technologies and for example use aI >>you know, well the big thing for us is recognizing that that customers really aren't interested in a long expensive, drawn out solution. You know, they recognize they have problems but until you can come to the table with something that they can digest in in small bites and that, is that a price point that isn't over the top there really happy staying with the status quo at least until the solutions, you know, can be delivered in like that, you know, very um bite sized um implementation program. So we've, we've spent a lot of time trying to make our solutions more turnkey, packaging up offerings in a way that you can start small, but all that effort you put in on a small scale, you can ramp up and scale enterprise wide without making a huge investment and it doesn't take years to roll it out. You can really do something and make an impact within a couple of weeks or months rather than many months and years down the road. >>That time to value is key, especially I think we've learned in the last year that that real time is so essential for so many things. I'm just curious of any industries in particular that TRM and IBM are really helping transform energy, for example, give me some examples of industries that are really moving forward with your technologies. >>It's really the classic asset intensive industries, utilities are really big maximum users and they're they're the ones that, you know, they um there embraced, they've embraced maximum for many, many years, they're hungry for innovative technology, but still, you know, cautious about moving forward on a large scale, but we're able to get them excited with the programs that we're offering and the same goes with oil and gas, that's another big user of maximum, you know, asset intensive organization and you know, manufacturing, you know, definitely big maximo users, all three have been, you know, very interested in moving forward with, you know, the ai for maintenance solutions that, you know, TRM and and IBM are together bringing to the market, >>You summed up, you know, across the oil and gas energy utilities, as you mentioned, what are some of the biggest things that you hear in terms of demands from customers when you're in sales meetings, what are they looking for problems they need you to help solve? >>You know, it's honestly, it's it's the classic problems that we've been working with them for 20 years and really have, they haven't been able to solve effectively, you know, where they're talking about, you know, critical assets that break down unexpectedly, you know, maintenance teams running around doing a lot of maintenance on assets that's in perfect health, um making big promises on transforming maintenance, you know, massively reducing maintenance budgets and it really hasn't happened. And there's really been until now no real solution that solves those problems directly. And we believe the combination of Ai and reliability engineering and in the key e A. M fundamental principles is what's going to help our customer base really get value and really solve the problems that they really suffered from all these years. >>It's interesting that you say that it really they haven't been able to solve those problems and but from a technological perspective, the technology is there now to help them do that. What's the time window when you're talking with customers, especially given the market dynamics that were still living in, are they coming to you saying help us? You know, within a week two weeks we've got to turn this around. >>I mean the ones that are approaching this with an open mind, you know, we can we can communicate to them that a huge undertaking is not required. They can they can get started on a small project, select one critical asset and then begin to plug in some data, um, you know, around that asset that they know is related to equipment failures. We can get that data connected with the maximum asset monitor and you know, within weeks they begin monitoring that asset health, They do some anomaly detection and it does not require a big long term investment. And so for somebody who is willing to keep an open mind about AI and and really wants to give it a try, you know, that sale cycle is very short. They're willing to get going relatively quickly. You know, we do find that many organizations want to step back, take it slow, assess other options. And for them, that's that aligns more with the classic, you know, big bang type of implementation project where that takes months of planning, you know, budget planning approvals and and that goes into that 12, 18 months sales cycle or project planning phase that, you know, that's fine. And at the end of that, you know, it's a big project but we really do recommend starting small, it is definitely possible to see some early quick winds and then roll out on a larger scale and you know, frankly you could have something deployed at scale within that entire period of planning that they would otherwise naturally do on their own. >>Take us out here peter with some predictions, some thoughts maybe a crystal ball on where you see the ea m market going the rest of this year and what TRM is planning to do to help customers really leverage opportunities and growth. >>You know, I really do believe we're at a tipping point where there's been a lot of anticipation leading up to um the release of maximo and the max maximum eight and the maximum application suite. There's the Ai apps that are in the sweet like asset monitor and health and predict that they really are mature products. There's not, you know, I think until now there's the customer base has, has viewed ai as more of like a fantasy or science fiction as it relates to two maintenance. But you know, these products are real and I think with a lot of spending having been on hold over the past year, there's a lot of interest in learning more, trying to test the waters. I really think that we're going to see a lot of interest in predictive solutions, a lot of interest in IOT projects and you know, we're in a position where we're ready to begin rolling these out and it's really exciting. >>Yeah, the maturation is there, the technology is the customer interest is there? Certainly the opportunities in there. Peter take us out with customers, go to learn more information about your solutions. >>I mean, the best places to check us out on our website, W W W dot TRM net dot com were also on linked in. We do a lot of blogs, we do a lot of webinars, you know, we're out in front and trying to make um, you know, the market aware of our thought leadership and deep expertise in, you know, maximo and e a M and and in predictive solutions. Um We've got a Youtube channel where we post demos and, you know, all of our webinars, so we're, you know, we're trying to push information out there, um you know, happy to, you know, we look forward to interacting with prospects and customers about how our solutions can impact them. >>Excellent. Peter thanks for stopping by and sharing with us more about the TRM IBM relationship, the opportunities in the A. M. Market and the appetite for AI that >>your customers and >>very big industries are having. We appreciate your time. >>Hey, thank you very much. I enjoyed it. >>Two for Peter Morrow. I'm Lisa Martin. You're watching the cubes coverage of IBM think 2021 Yeah.

>>From around the globe, it's the Cube with digital coverage of IBM, think 2021 brought to you by IBM. >>Welcome to the cubes, digital coverage of IBM Think 2021 fine lisa martin. Next joining me is Leo Lebron's director of global strategic initiatives at Aws. Leo, Welcome to the cube. >>Thank you. >>So, talk to me about AWS and IBM. What's going on there with the relationship? What are some of the things that are significant for both partners? >>Yeah, absolutely. You know, IBM relationship really started with us around 2016, I would say it was a little bit more opportunistic at the time, we knew there was an opportunity to go to market together. We knew there were some great things we could do for our customers, but we haven't quite cracked, cracked the code, so to speak, on, on when and where and why we're going to partner at that point. Um you fast forward into the sort of 2017 to 2019 timeframe, um and we became a lot more intentional about how we're going to go to market where we were going to invest. Areas such as S. A. P, et cetera, were early, want to be identified. Um and I'd say the ball really started rolling sort of in the 2018 time Frank, a combination of a number of different things occurred. Uh You know, the the acquisition of Red Hat obviously, you know, Red Hat is a very significant, was a very significant partner with a W. S prior to the acquisition. Um And so post acquisition, you combine that with ramping up a workforce focused on AWS, combined with a number of different competencies at A W or IBM really invested in around migration as an example or S. A. P. Um and you know, the ball really started to roll quickly. Um after that, you know, I'd say in the last 18 months or so, we've both invested, significant in the relationship expansion around the world really, and in joint resources and capability to make sure that we're going to mark, it's sort of a partnered intentional way rather than sort of opportunistic. Uh >>Oh God, >>yeah, I'd say so far that's that's absolutely been paying off. Um and that we are seeing a number of winds all around the world across a broad set of industries as well as a broad set of technologies. Um so, you know, the strength of IBM consulting services in particular, but also their software, combined with the strength of our platform, is really proven to be successful for our customers. >>So you said started in 2016, really started taking shape in the last couple of years. That redhead acquisition talk to me about what's in this for customers. I imagine customers that are, that are expanding or needing to move workloads into the cloud or maybe more of a hybrid cloud approach. What are some of the big benefits that customers are going to gain from this partnership? >>Yeah, absolutely. Uh, reality is um, IBM has a long and storied history and relationship with their customers, right? Um, They run and manage many of the workloads. Um, they really know the customer's business incredibly well. Um They have domain expertise and industry, um, and then the technology expertise from a professional services perspective to really help navigate the waters and and determine what the right strategy is around moving to the cloud, right? You combine that with the depth and breadth of the skills and capabilities and services the WS provides. Um and the fact that IBM has invested significantly in making sure their professional services are deeply steeped in our technology and capabilities. Um, it's a great combination of really understanding the customer's needs plus the art of the possible honestly, when it comes to technology that we provide, really can accelerate both and mitigate risk when it comes to move into the club, >>that risk mitigation is key. So you guys, recently a W has recently launched, I'm gonna get this right red hat, open shift service on AWS or Rosa. Can you talk to me a little bit about rosa? >>Yeah, so um Red Hat obviously very well known and ultimately adopted within the enterprise. Um, we have built a fully managed service around red hat on AWS. Um, what that means is um, you'll have access to essentially the capabilities that that red hat would normally provide, but all containerized within a solution that allows you to have access to AWS services, right. Um, the other benefit here is normally you would get sort of a multi vendors with invoicing and cost model right? Where you get built from red hat get built from amazon, you get built from IBM um, in this case it's it's essentially a holistic service in which there is a single sort of invoicing and vendor relationship. Right? Um, so it's a combination of capabilities that normally would be provided the red hat combined with access to cloud and all the interfaces and capabilities around um, open shift etcetera that you could do their um, plus a more interesting and beneficial commercial model. >>So streamlined pricing model, streamlined operating model for customers. Talk to me about some of the customers that have adopted it. Give me a look into some of the industry's where you've seen good adoption and some of the results that they're gaining so far. >>Yeah, one second. Sorry. It's like insanely love uh worries. >>Let's just take it, let's just take a >>pause. Like we can >>just we can just so yeah, we'll go right as if lisa lisa just finish the question. Um so just take a breather. Yeah, as long as it as it needs. Um and then whenever you're ready, whenever that's that's died down, just just give it a beat, give it like a second and then just write as if she >>just yeah. >>Oh cut it out as if nothing happened. >>Give me >>two minutes. Mhm. >>So actually on your question, I know the answer from things that I've done recently, but was there an official answer Teresa, I'm supposed to give them the >>No, not >>really. I mean, I think what you're talking about on Red Hat specifically >>right earlier. >>No, I mean there's a product page and stuff, it's really about just the >>the >>ability of customers to be able to run those solutions on the AWS console is really the gist of it and then it's fully integrated. >>Not sure advantage of the examples I know of are publicly referenced. >>That's okay. You could just say customer in X y z industry. That's totally fair. Not to worry about that. Yeah, >>I don't know if uh, so rosa, lisa rosa was just launched in March and so it's brand new. So I don't know, I'm the customer stories yet, >>so >>that's why I don't have them listed for leo >>that's fine. That's totally fine. Maybe we can talk about, you know, since the launch was just around the corner, some of the things that have been going on the momentum interest from customers questions conversations, you mean more like that as you're launching the GTM >>Yeah, and there's certainly a couple of industries that they have targeted. So as well as a couple of customers. >>Yeah, thank you >>lisa. Of course. I think they went around the corner. >>All right, let me know and I'll re ask the question. I'll tweak it a little >>bit. Alright, >>so talk to me about Rosa just launched very recently. Talked to me about customer interest adoption. Maybe some of the industry's in particular if you're seeing any industry that's kind of really leading edge here and taking advantage of this new manage service. >>Yeah. So no big surprise, right. The existing customer base that currently uses red at Lenox and some of the options and open shift etcetera that are out today are then the right customers to potentially look at this when it comes to moving forward. Um, you know, industry wise, certainly there are areas in financial services, banking, insurance, um, et cetera. We're also seeing some around manufacturing a little a little less so, but some in media and telco as well. Um, So it's, it's a broad swath of the applicability of red hat and open shift is somewhat universal, but the early customer base is larger than sort of in those three areas. >>What I'm curious what the key target audiences are these Red Hat customers are these AWS customers? IBM all three. >>Yeah. I mean there isn't necessarily the perfect customer that we're not necessarily looking for as much as um if there are existing customers that are currently using Lennox for using Red Hat. Um, if there are someone who, a customer who currently has a relationship with either a W. S. Or IBM, um, there's an opportunity to essentially look at it from any of the angles if you're already on cloud or you've already experienced AWS in some shape or form, there's an opportunity to potentially to leverage rosa to further expand that capability and also have some more flexibility, so to speak. Um if you're already using IBM as a professional services provider and advisory firm, then they absolutely have the expertise and understanding of this product set to help you understand how it could be best leverage. Right? So you can kind of look at it from either the dimensions. Um if it's a customer that's completely new to all of us, then we're happy to talk to you. But um, it's uh, it's something that we'll definitely take a little bit more explanation to understand or why why you should or shouldn't consider this multi cloud open shift. Absolution >>got it. Let's shift gears a bit and talk about ASAP when we think about customers looking to migrate ASAP workloads to the cloud, looking at the right cloud provider providers and those are really big challenging strategic decisions for leadership to make. Talk to me about why when you're in those conversations, AWS is the best choice. >>Absolutely. I mean, really AWS and say with S A P N with many of our services is really looking to give all the options that you could conceivably need or want in order to engage in cloud migration and transformation. Um, press safety specifically right, There are a number of different options, right? You could go for a lift and shift or upgrade from many database. Too sweet on safety hana. Um, could potentially look to modernize and leverage cloud services, post post migration as well as the sort of final Pinnacle of that is a complete transformation to S four, S 4 Hana as far as why AWS specifically beyond just choice. Um, You know, from a from a cost perspective, uh it's a pretty, pretty compelling and we have some pretty compelling business and use cases around ultimately the cost savings that come when, when you move from an on premise S A. P implementation to cloud. Beyond that, usually the cloud migration itself as an opportunity to uh condense or reduce the number of instances you're paying for from an S A S a P perspective, which then further reduces cost um from a reliability perspective, you know, AWS is is the world's most secure, extensive, reliable part infrastructure, right? Um, any of the instances that you put on AWS are uh, instantly and say fairly instantly provision in such a way that they're they are provided across multiple what we call availability zones, um, which is giving you for the resiliency and the stability that really no other cloud broke Right. Um On the security front, I mean, this is really a unique position in that AWS plus IBM and the security, the depth and security services, you know, numerous years of professional services work um that IBM has done the security space um you know, they have roughly 8000 or so cybersecurity experts with an IBM so the combination of their expertise and security plus the security of our platform um is a great combination. Um I'd say the final one is around performance. Right. AWS offers many more cloud native options around certified ASAP instances specifically all the way from 256 gigabyte option all the way up to 24 terabytes, which is the largest of its kind. Um and as as those who have implemented ASAP No, it's a very resource intensive so having the ability to do that from a performance perspective is is a key differentiator for sure. >>Talk to me from your opinion about why IBM for S. A. P on AWS, why should customers go that direction for their projects? >>Yeah. You know, ASAP has, sorry, safety, IBM has over 40 years of experience in implementing ASAP for their customers. Right. They've done I think it's over 6000 S. A. P migrations, uh 40,000 global S A. P consultants around the world. Right. So from a capability and depth of experience, uh yeah, there's a lot of nuance to doing a safety implantation, particularly one that's been moving from on prem to the cloud. Um you know, they've got they've got the experience right beyond that, they have industry specific solutions that are pre configured. So I think that is 12 industry specific industry solutions we configured for S. A. P. It allows, you know, roughly 20-30 acceleration when it comes to implementation of platform. So um combination of just depth of experience, death of capability combined with these solutions to accelerate are all key key reasons for sure. >>The acceleration yet you bring up, sorry, is interesting because we saw in the last year the acceleration of digital transformation projects and businesses needing to pivot again and again and again to figure out how to survive and be successful in this very dynamic market in which we're still living anything industry. Why is it specific that you saw that was really driving the acceleration and the use cases for Rosa in the last year? Yeah, >>yeah. So you ASAP we saw an interesting trend as a result of what everyone's been experiencing in the last year with Covid etcetera. Um you know, many organizations postponed large european implementations and large as a few migrations because of what you just said, right, they weren't entirely sure um what would need to be done in order to survive either competitive threats or more? Just the global threats that are occurring. Um so what we saw was really none of, none of the transformations went away. They were put on hold for a period of time, let's say 6-9 months ago, maybe even a year ago almost um in lieu of I would say more um top line revenue generating or innovative type solutions that maybe we're focused specifically at, you know, the changing dynamic with with Covid. Um Since then we've seen a combination of those new ideas, right? Combination of the new innovation around health care of course, but also public sector and um you know, a lower unemployment and you know, the engagement there, we sent a combination of those new ideas and new innovations with the original goal of optimizing transforming ASAP, europe et cetera, And then combining the two to allow access to the data right that sits inside the S. A. P. Implementation ASAP, Combined the data asap with all these new innovations and then ultimately use that to sort of capitalize on what the future business is going to be. Um that's been huge. It's been very interesting to see some organizations completely changed their business model over the course of the last 12 months um in ways they probably had never intended you before. Right? But it's it's absolutely become an opportunity, you know, time with a lot of challenges. >>I agree there are silver linings and we've seen a lot of those interesting opportunities to your point and businesses probably would never have come up with had there not been a forcing function like we've been living with Julio. Thank you for joining me today. Talking to me about what's going on with I. B. M. And A W. S will be excited to follow. What happens with Rosa as a, uh, continues to roll out and we appreciate you joining us on the program. >>Absolutely. Thank you for time. >>Pearly Lebron chime lisa martin. You're watching the cubes digital coverage of IBM think 2021. Mhm.

>>from around the globe. It's the Cube presenting Cuban cloud brought to you by silicon angle, everybody to Cuban cloud. My name is Dave Volonte, and I'll be here throughout the day with my co host, John Ferrier, who was quarantined in an undisclosed location in California. He's all good. Don't worry. Just precautionary. John, how are you doing? >>Hey, great to see you. John. Quarantine. My youngest daughter had covitz, so contact tracing. I was negative in quarantine at a friend's location. All good. >>Well, we wish you the best. Yeah, well, right. I mean, you know what's it like, John? I mean, you're away from your family. Your basically shut in, right? I mean, you go out for a walk, but you're really not in any contact with anybody. >>Correct? Yeah. I mean, basically just isolation, Um, pretty much what everyone's been kind of living on, kind of suffering through, but hopefully the vaccines are being distributed. You know, one of the things we talked about it reinvent the Amazon's cloud conference. Was the vaccine on, but just the whole workflow around that it's gonna get better. It's kind of really sucky. Here in the California area, they haven't done a good job, a lot of criticism around, how that's rolling out. And, you know, Amazon is now offering to help now that there's a new regime in the U. S. Government S o. You know, something to talk about, But certainly this has been a terrible time for Cove it and everyone in the deaths involved. But it's it's essentially pulled back the covers, if you will, on technology and you're seeing everything. Society. In fact, um, well, that's big tech MIT disinformation campaigns. All these vulnerabilities and cyber, um, accelerated digital transformation. We'll talk about a lot today, but yeah, it's totally changed the world. And I think we're in a new generation. I think this is a real inflection point, Dave. You know, modern society and the geo political impact of this is significant. You know, one of the benefits of being quarantined you'd be hanging out on these clubhouse APS, uh, late at night, listening to experts talk about what's going on, and it's interesting what's happening with with things like water and, you know, the island of Taiwan and China and U. S. Sovereignty, data, sovereignty, misinformation. So much going on to talk about. And, uh, meanwhile, companies like Mark injuries in BC firm starting a media company. What's going on? Hell freezing over. So >>we're gonna be talking about a lot of that stuff today. I mean, Cuba on cloud. It's our very first virtual editorial event we're trying to do is bring together our community. It's a it's an open forum and we're we're running the day on our 3 65 software platform. So we got a great lineup. We got CEO Seo's data Practitioners. We got a hard core technologies coming in, cloud experts, investors. We got some analysts coming in and we're creating this day long Siri's. And we've got a number of sessions that we've developed and we're gonna unpack. The future of Cloud computing in the coming decade is, John said, we're gonna talk about some of the public policy new administration. What does that mean for tech and for big tech in General? John, what can you add to that? >>Well, I think one of the things that we talked about Cove in this personal impact to me but other people as well. One of the things that people are craving right now is information factual information, truth texture that we call it. But hear this event for us, Davis, our first inaugural editorial event. Robbo, Kristen, Nicole, the entire Cube team Silicon angle, really trying to put together Morva cadence we're gonna doom or of these events where we can put out feature the best people in our community that have great fresh voices. You know, we do interview the big names Andy Jassy, Michael Dell, the billionaires with people making things happen. But it's often the people under there that are the rial newsmakers amid savory, for instance, that Google one of the most impressive technical people, he's gotta talk. He's gonna present democratization of software development in many Mawr riel people making things happen. And I think there's a communal element. We're going to do more of these. Obviously, we have, uh, no events to go to with the Cube. So we have the cube virtual software that we have been building and over years and now perfecting and we're gonna introduce that we're gonna put it to work, their dog footing it. We're gonna put that software toe work. We're gonna do a lot mawr virtual events like this Cuban cloud Cuban startup Cuban raising money. Cuban healthcare, Cuban venture capital. Always think we could do anything. Question is, what's the right story? What's the most important stories? Who's telling it and increase the aperture of the lens of the industry that we have and and expose that and fastest possible. That's what this software, you'll see more of it. So it's super exciting. We're gonna add new features like pulling people up on stage, Um, kind of bring on the clubhouse vibe and more of a community interaction with people to meet each other, and we'll roll those out. But the goal here is to just showcase it's cloud story in a way from people that are living it and providing value. So enjoy the day is gonna be chock full of presentations. We're gonna have moderated chat in these sessions, so it's an all day event so people can come in, drop out, and also that's everything's on demand immediately after the time slot. But you >>want to >>participate, come into the time slot into the cube room or breakout session. Whatever you wanna call it, it's a cube room, and the people in there chatting and having a watch party. So >>when you're in that home page when you're watching, there's a hero video there. Beneath that, there's a calendar, and you'll see that red line is that red horizontal line of vertical line is rather, it's a linear clock that will show you where we are in the day. If you click on any one of those sessions that will take you into the chat, we'll take you through those in a moment and share with you some of the guests that we have upcoming and and take you through the day what I wanted to do. John is trying to set the stage for the conversations that folks are gonna here today. And to do that, I wanna ask the guys to bring up a graphic. And I want to talk to you, John, about the progression of cloud over time and maybe go back to the beginning and review the evolution of cloud and then really talk a little bit about where we think it Z headed. So, guys, if you bring up that graphic when a W S announced s three, it was March of 2000 and six. And as you recall, John you know, nobody really. In the vendor and user community. They didn't really pay too much attention to that. And then later that year, in August, it announced E C two people really started. They started to think about a new model of computing, but they were largely, you know, chicken tires. And it was kind of bleeding edge developers that really leaned in. Um what? What were you thinking at the time? When when you saw, uh, s three e c to this retail company coming into the tech world? >>I mean, I thought it was totally crap. I'm like, this is terrible. But then at that time, I was thinking working on I was in between kind of start ups and I didn't have a lot of seed funding. And then I realized the C two was freaking awesome. But I'm like, Holy shit, this is really great because I don't need to pay a lot of cash, the Provisional Data center, or get a server. Or, you know, at that time, state of the art startup move was to buy a super micro box or some sort of power server. Um, it was well past the whole proprietary thing. But you have to assemble probably anyone with 5 to 8 grand box and go in, and we'll put a couple ghetto rack, which is basically, uh, you know, you put it into some coasting location. It's like with everybody else in the tech ghetto of hosting, still paying monthly fees and then maintaining it and provisioning that's just to get started. And then Amazon was just really easy. And then from there you just It was just awesome. I just knew Amazon would be great. They had a lot of things that they had to fix. You know, custom domains and user interface Council got better and better, but it was awesome. >>Well, what we really saw the cloud take hold from my perspective anyway, was the financial crisis in, you know, 709 It put cloud on the radar of a number of CFOs and, of course, shadow I T departments. They wanted to get stuff done and and take I t in in in, ah, pecs, bite sized chunks. So it really was. There's cloud awakening and we came out of that financial crisis, and this we're now in this 10 year plus boom um, you know, notwithstanding obviously the economic crisis with cove it. But much of it was powered by the cloud in the decade. I would say it was really about I t transformation. And it kind of ironic, if you will, because the pandemic it hits at the beginning of this decade, >>and it >>creates this mandate to go digital. So you've you've said a lot. John has pulled forward. It's accelerated this industry transformation. Everybody talks about that, but and we've highlighted it here in this graphic. It probably would have taken several more years to mature. But overnight you had this forced march to digital. And if you weren't a digital business, you were kind of out of business. And and so it's sort of here to stay. How do you see >>You >>know what this evolution and what we can expect in the coming decades? E think it's safe to say the last 10 years defined by you know, I t transformation. That's not gonna be the same in the coming years. How do you see it? >>It's interesting. I think the big tech companies are on, but I think this past election, the United States shows um, the power that technology has. And if you look at some of the main trends in the enterprise specifically around what clouds accelerating, I call the second wave of innovations coming where, um, it's different. It's not what people expect. Its edge edge computing, for instance, has talked about a lot. But industrial i o t. Is really where we've had a lot of problems lately in terms of hacks and malware and just just overall vulnerabilities, whether it's supply chain vulnerabilities, toe actual disinformation, you know, you know, vulnerabilities inside these networks s I think this network effects, it's gonna be a huge thing. I think the impact that tech will have on society and global society geopolitical things gonna be also another one. Um, I think the modern application development of how applications were written with data, you know, we always been saying this day from the beginning of the Cube data is his integral part of the development process. And I think more than ever, when you think about cloud and edge and this distributed computing paradigm, that cloud is now going next level with is the software and how it's written will be different. You gotta handle things like, where's the compute component? Is it gonna be at the edge with all the server chips, innovations that Amazon apple intel of doing, you're gonna have compute right at the edge, industrial and kind of human edge. How does that work? What's Leighton see to that? It's it really is an edge game. So to me, software has to be written holistically in a system's impact on the way. Now that's not necessarily nude in the computer science and in the tech field, it's just gonna be deployed differently. So that's a complete rewrite, in my opinion of the software applications. Which is why you're seeing Amazon Google VM Ware really pushing Cooper Netease and these service messes in the micro Services because super critical of this technology become smarter, automated, autonomous. And that's completely different paradigm in the old full stack developer, you know, kind of model. You know, the full stack developer, his ancient. There's no such thing as a full stack developer anymore, in my opinion, because it's a half a stack because the cloud takes up the other half. But no one wants to be called the half stack developer because it doesn't sound as good as Full Stack, but really Cloud has eliminated the technology complexity of what a full stack developer used to dio. Now you can manage it and do things with it, so you know, there's some work to done, but the heavy lifting but taking care of it's the top of the stack that I think is gonna be a really critical component. >>Yeah, and that that sort of automation and machine intelligence layer is really at the top of the stack. This this thing becomes ubiquitous, and we now start to build businesses and new processes on top of it. I wanna I wanna take a look at the Big Three and guys, Can we bring up the other The next graphic, which is an estimate of what the revenue looks like for the for the Big three. And John, this is I asked and past spend for the Big Three Cloud players. And it's It's an estimate that we're gonna update after earning seasons, and I wanna point a couple things out here. First is if you look at the combined revenue production of the Big Three last year, it's almost 80 billion in infrastructure spend. I mean, think about that. That Z was that incremental spend? No. It really has caused a lot of consolidation in the on Prem data center business for guys like Dell. And, you know, um, see, now, part of the LHP split up IBM Oracle. I mean, it's etcetera. They've all felt this sea change, and they had to respond to it. I think the second thing is you can see on this data. Um, it's true that azure and G C P they seem to be growing faster than a W s. We don't know the exact numbers >>because >>A W S is the only company that really provides a clean view of i s and pass. Whereas Microsoft and Google, they kind of hide the ball in their numbers. I mean, I don't blame them because they're behind, but they do leave breadcrumbs and clues about growth rates and so forth. And so we have other means of estimating, but it's it's undeniable that azure is catching up. I mean, it's still quite distance the third thing, and before I want to get your input here, John is this is nuanced. But despite the fact that Azure and Google the growing faster than a W s. You can see those growth rates. A W s I'll call this out is the only company by our estimates that grew its business sequentially last quarter. Now, in and of itself, that's not significant. But what is significant is because AWS is so large there $45 billion last year, even if the slower growth rates it's able to grow mawr and absolute terms than its competitors, who are basically flat to down sequentially by our estimates. Eso So that's something that I think is important to point out. Everybody focuses on the growth rates, but it's you gotta look at also the absolute dollars and, well, nonetheless, Microsoft in particular, they're they're closing the gap steadily, and and we should talk more about the competitive dynamics. But I'd love to get your take on on all this, John. >>Well, I mean, the clouds are gonna win right now. Big time with the one the political climate is gonna be favoring Big check. But more importantly, with just talking about covert impact and celebrating the digital transformation is gonna create a massive rising tide. It's already happening. It's happening it's happening. And again, this shift in programming, uh, models are gonna really kinda accelerating, create new great growth. So there's no doubt in my mind of all three you're gonna win big, uh, in the future, they're just different, You know, the way they're going to market position themselves, they have to be. Google has to be a little bit different than Amazon because they're smaller and they also have different capabilities, then trying to catch up. So if you're Google or Microsoft, you have to have a competitive strategy to decide. How do I wanna ride the tide If you will put the rising tide? Well, if I'm Amazon, I mean, if I'm Microsoft and Google, I'm not going to try to go frontal and try to copy Amazon because Amazon is just pounding lead of features and scale and they're different. They were, I would say, take advantage of the first mover of pure public cloud. They really awesome. It passed and I, as they've integrated in Gardner, now reports and integrated I as and passed components. So Gardner finally got their act together and said, Hey, this is really one thing. SAS is completely different animal now Microsoft Super Smart because they I think they played the right card. They have a huge installed base converted to keep office 3 65 and move sequel server and all their core jewels into the cloud as fast as possible, clarified while filling in the gaps on the product side to be cloud. So you know, as you're doing trends job, they're just it's just pedal as fast as you can. But Microsoft is really in. The strategy is just go faster trying. Keep pedaling fast, get the features, feature velocity and try to make it high quality. Google is a little bit different. They have a little power base in terms of their network of strong, and they have a lot of other big data capabilities, so they have to use those to their advantage. So there is. There is there is competitive strategy game application happening with these companies. It's not like apples, the apples, In my opinion, it never has been, and I think that's funny that people talk about it that way. >>Well, you're bringing up some great points. I want guys bring up the next graphic because a lot of things that John just said are really relevant here. And what we're showing is that's a survey. Data from E. T. R R Data partners, like 1400 plus CEOs and I T buyers and on the vertical axis is this thing called Net score, which is a measure of spending momentum. And the horizontal axis is is what's called market share. It's a measure of the pervasiveness or, you know, number of mentions in the data set. There's a couple of key points I wanna I wanna pick up on relative to what John just said. So you see A W S and Microsoft? They stand alone. I mean, they're the hyper scale er's. They're far ahead of the pack and frankly, they have fall down, toe, lose their lead. They spend a lot on Capex. They got the flywheel effects going. They got both spending velocity and large market shares, and so, but they're taking a different approach. John, you're right there living off of their SAS, the state, their software state, Andi, they're they're building that in to their cloud. So they got their sort of a captive base of Microsoft customers. So they've got that advantage. They also as we'll hear from from Microsoft today. They they're building mawr abstraction layers. Andy Jassy has said We don't wanna be in that abstraction layer business. We wanna have access to those, you know, fine grain primitives and eso at an AP level. So so we can move fast with the market. But but But so those air sort of different philosophies, John? >>Yeah. I mean, you know, people who know me know that I love Amazon. I think their product is superior at many levels on in its way that that has advantages again. They have a great sass and ecosystem. They don't really have their own SAS play, although they're trying to add some stuff on. I've been kind of critical of Microsoft in the past, but one thing I'm not critical of Microsoft, and people can get this wrong in the marketplace. Actually, in the journalism world and also in just some other analysts, Microsoft has always had large scale eso to say that Microsoft never had scale on that Amazon owned the monopoly on our franchise on scales wrong. Microsoft had scale from day one. Their business was always large scale global. They've always had infrastructure with MSN and their search and the distributive how they distribute browsers and multiple countries. Remember they had the lock on the operating system and the browser for until the government stepped in in 1997. And since 1997 Microsoft never ever not invested in infrastructure and scale. So that whole premise that they don't compete well there is wrong. And I think that chart demonstrates that there, in there in the hyper scale leadership category, hands down the question that I have. Is that there not as good and making that scale integrate in because they have that legacy cards. This is the classic innovator's dilemma. Clay Christensen, right? So I think they're doing a good job. I think their strategy sound. They're moving as fast as they can. But then you know they're not gonna come out and say We don't have the best cloud. Um, that's not a marketing strategy. Have to kind of hide in this and get better and then double down on where they're winning, which is. Clients are converting from their legacy at the speed of Microsoft, and they have a huge client base, So that's why they're stopping so high That's why they're so good. >>Well, I'm gonna I'm gonna give you a little preview. I talked to gear up your f Who's gonna come on today and you'll see I I asked him because the criticism of Microsoft is they're, you know, they're just good enough. And so I asked him, Are you better than good enough? You know, those are fighting words if you're inside of Microsoft, but so you'll you'll have to wait to see his answer. Now, if you guys, if you could bring that that graphic back up I wanted to get into the hybrid zone. You know where the field is. Always got >>some questions coming in on chat, Dave. So we'll get to those >>great Awesome. So just just real quick Here you see this hybrid zone, this the field is bunched up, and the other companies who have a large on Prem presence and have been forced to initiate some kind of coherent cloud strategy included. There is Michael Michael, multi Cloud, and Google's there, too, because they're far behind and they got to take a different approach than a W s. But as you can see, so there's some real progress here. VM ware cloud on AWS stands out, as does red hat open shift. You got VM Ware Cloud, which is a VCF Cloud Foundation, even Dell's cloud. And you'd expect HP with Green Lake to be picking up momentum in the future quarters. And you've got IBM and Oracle, which there you go with the innovator's dilemma. But there, at least in the cloud game, and we can talk about that. But so, John, you know, to your point, you've gotta have different strategies. You're you're not going to take out the big too. So you gotta play, connect your print your on Prem to your cloud, your hybrid multi cloud and try to create new opportunities and new value there. >>Yeah, I mean, I think we'll get to the question, but just that point. I think this Zeri Chen's come on the Cube many times. We're trying to get him to come on lunch today with Features startup, but he's always said on the Q B is a V C at Greylock great firm. Jerry's Cloud genius. He's been there, but he made a point many, many years ago. It's not a winner. Take all the winner. Take most, and the Big Three maybe put four or five in there. We'll take most of the markets here. But I think one of the things that people are missing and aren't talking about Dave is that there's going to be a second tier cloud, large scale model. I don't want to say tear to cloud. It's coming to sound like a sub sub cloud, but a new category of cloud on cloud, right? So meaning if you get a snowflake, did I think this is a tale? Sign to what's coming. VM Ware Cloud is a native has had huge success, mainly because Amazon is essentially enabling them to be successful. So I think is going to be a wave of a more of a channel model of indirect cloud build out where companies like the Cube, potentially for media or others, will build clouds on top of the cloud. So if Google, Microsoft and Amazon, whoever is the first one to really enable that okay, we'll do extremely well because that means you can compete with their scale and create differentiation on top. So what snowflake did is all on Amazon now. They kind of should go to azure because it's, you know, politically correct that have multiple clouds and distribution and business model shifts. But to get that kind of performance they just wrote on Amazon. So there's nothing wrong with that. Because you're getting paid is variable. It's cap ex op X nice categorization. So I think that's the way that we're watching. I think it's super valuable, I think will create some surprises in terms of who might come out of the woodwork on be a leader in a category. Well, >>your timing is perfect, John and we do have some questions in the chat. But before we get to that, I want to bring in Sargi Joe Hall, who's a contributor to to our community. Sargi. Can you hear us? All right, so we got, uh, while >>bringing in Sarpy. Let's go down from the questions. So the first question, Um, we'll still we'll get the student second. The first question. But Ronald ask, Can a vendor in 2021 exist without a hybrid cloud story? Well, story and capabilities. Yes, they could live with. They have to have a story. >>Well, And if they don't own a public cloud? No. No, they absolutely cannot. Uh hey, Sergey. How you doing, man? Good to see you. So, folks, let me let me bring in Sergeant Kohala. He's a He's a cloud architect. He's a practitioner, He's worked in as a technologist. And there's a frequent guest on on the Cube. Good to see you, my friend. Thanks for taking the time with us. >>And good to see you guys to >>us. So we were kind of riffing on the competitive landscape we got. We got so much to talk about this, like, it's a number of questions coming in. Um, but Sargi we wanna talk about you know, what's happening here in Cloud Land? Let's get right into it. I mean, what do you guys see? I mean, we got yesterday. New regime, new inaug inauguration. Do you do you expect public policy? You'll start with you Sargi to have What kind of effect do you think public policy will have on, you know, cloud generally specifically, the big tech companies, the tech lash. Is it gonna be more of the same? Or do you see a big difference coming? >>I think that there will be some changing narrative. I believe on that. is mainly, um, from the regulators side. A lot has happened in one month, right? So people, I think are losing faith in high tech in a certain way. I mean, it doesn't, uh, e think it matters with camp. You belong to left or right kind of thing. Right? But parlor getting booted out from Italy s. I think that was huge. Um, like, how do you know that if a cloud provider will not boot you out? Um, like, what is that line where you draw the line? What are the rules? I think that discussion has to take place. Another thing which has happened in the last 23 months is is the solar winds hack, right? So not us not sort acknowledging that I was Russia and then wish you watching it now, new administration might have a different sort of Boston on that. I think that's huge. I think public public private partnership in security arena will emerge this year. We have to address that. Yeah, I think it's not changing. Uh, >>economics economy >>will change gradually. You know, we're coming out off pandemic. The money is still cheap on debt will not be cheap. for long. I think m and a activity really will pick up. So those are my sort of high level, Uh, >>thank you. I wanna come back to them. And because there's a question that chat about him in a But, John, how do you see it? Do you think Amazon and Google on a slippery slope booting parlor off? I mean, how do they adjudicate between? Well, what's happening in parlor? Uh, anything could happen on clubhouse. Who knows? I mean, can you use a I to find that stuff? >>Well, that's I mean, the Amazons, right? Hiding right there bunkered in right now from that bad, bad situation. Because again, like people we said Amazon, these all three cloud players win in the current environment. Okay, Who wins with the U. S. With the way we are China, Russia, cloud players. Okay, let's face it, that's the reality. So if I wanted to reset the world stage, you know what better way than the, you know, change over the United States economy, put people out of work, make people scared, and then reset the entire global landscape and control all with cash? That's, you know, conspiracy theory. >>So you see the riches, you see the riches, get the rich, get richer. >>Yeah, well, that's well, that's that. That's kind of what's happening, right? So if you start getting into this idea that you can't actually have an app on site because the reason now I'm not gonna I don't know the particular parlor, but apparently there was a reason. But this is dangerous, right? So what? What that's gonna do is and whether it's right or wrong or not, whether political opinion is it means that they were essentially taken offline by people that weren't voted for that. Weren't that when people didn't vote for So that's not a democracy, right? So that's that's a different kind of regime. What it's also going to do is you also have this groundswell of decentralized thinking, right. So you have a whole wave of crypto and decentralized, um, cyber punks out there who want to decentralize it. So all of this stuff in January has created a huge counterculture, and I had predicted this so many times in the Cube. David counterculture is coming and and you already have this kind of counterculture between centralized and decentralized thinking and so I think the Amazon's move is dangerous at a fundamental level. Because if you can't get it, if you can't get buy domain names and you're completely blackballed by by organized players, that's a Mafia, in my opinion. So, uh, and that and it's also fuels the decentralized move because people say, Hey, if that could be done to them, it could be done to me. Just the fact that it could be done will promote a swing in the other direction. I >>mean, independent of of, you know, again, somebody said your political views. I mean Parlor would say, Hey, we're trying to clean this stuff up now. Maybe they didn't do it fast enough, but you think about how new parlor is. You think about the early days of Twitter and Facebook, so they were sort of at a disadvantage. Trying to >>have it was it was partly was what it was. It was a right wing stand up job of standing up something quick. Their security was terrible. If you look at me and Cory Quinn on be great to have him, and he did a great analysis on this, because if you look the lawsuit was just terrible. Security was just a half, asshole. >>Well, and the experience was horrible. I mean, it's not It was not a great app, but But, like you said, it was a quick stew. Hand up, you know, for an agenda. But nonetheless, you know, to start, get to your point earlier. It's like, you know, Are they gonna, you know, shut me down? If I say something that's, you know, out of line, or how do I control that? >>Yeah, I remember, like, 2019, we involved closing sort of remarks. I was there. I was saying that these companies are gonna be too big to fail. And also, they're too big for other nations to do business with. In a way, I think MNCs are running the show worldwide. They're running the government's. They are way. Have seen the proof of that in us this year. Late last year and this year, um, Twitter last night blocked Chinese Ambassador E in us. Um, from there, you know, platform last night and I was like, What? What's going on? So, like, we used to we used to say, like the Chinese company, tech companies are in bed with the Chinese government. Right. Remember that? And now and now, Actually, I think Chinese people can say the same thing about us companies. Uh, it's not a good thing. >>Well, let's >>get some question. >>Let's get some questions from the chat. Yeah. Thank you. One is on M and a subject you mentioned them in a Who do you see is possible emanate targets. I mean, I could throw a couple out there. Um, you know, some of the cdn players, maybe aka my You know, I like I like Hashi Corp. I think they're doing some really interesting things. What do you see? >>Nothing. Hashi Corp. And anybody who's doing things in the periphery is a candidate for many by the big guys, you know, by the hyper scholars and number two tier two or five hyper scholars. Right. Uh, that's why sales forces of the world and stuff like that. Um, some some companies, which I thought there will be a target, Sort of. I mean, they target they're getting too big, because off their evaluations, I think how she Corpuz one, um, >>and >>their bunch in the networking space. Uh, well, Tara, if I say the right that was acquired by at five this week, this week or last week, Actually, last week for $500 million. Um, I know they're founder. So, like I found that, Yeah, there's a lot going on on the on the network side on the anything to do with data. Uh, that those air too hard areas in the cloud arena >>data, data protection, John, any any anything you could adhere. >>And I think I mean, I think ej ej is gonna be where the gaps are. And I think m and a activity is gonna be where again, the bigger too big to fail would agree with you on that one. But we're gonna look at white Spaces and say a white space for Amazon is like a monster space for a start up. Right? So you're gonna have these huge white spaces opportunities, and I think it's gonna be an M and a opportunity big time start ups to get bought in. Given the speed on, I think you're gonna see it around databases and around some of these new service meshes and micro services. I mean, >>they there's a There's a question here, somebody's that dons asking why is Google who has the most pervasive tech infrastructure on the planet. Not at the same level of other to hyper scale is I'll give you my two cents is because it took him a long time to get their heads out of their ads. I wrote a piece of around that a while ago on they just they figured out how to learn the enterprise. I mean, John, you've made this point a number of times, but they just and I got a late start. >>Yeah, they're adding a lot of people. If you look at their who their hiring on the Google Cloud, they're adding a lot of enterprise chops in there. They realized this years ago, and we've talked to many of the top leaders, although Curry and hasn't yet sit down with us. Um, don't know what he's hiding or waiting for, but they're clearly not geared up to chicken Pete. You can see it with some some of the things that they're doing, but I mean competed the level of Amazon, but they have strength and they're playing their strength, but they definitely recognize that they didn't have the enterprise motions and people in the DNA and that David takes time people in the enterprise. It's not for the faint of heart. It's unique details that are different. You can't just, you know, swing the Google playbook and saying We're gonna home The enterprises are text grade. They knew that years ago. So I think you're going to see a good year for Google. I think you'll see a lot of change. Um, they got great people in there. On the product marketing side is Dev Solution Architects, and then the SRE model that they have perfected has been strong. And I think security is an area that they could really had a lot of value it. So, um always been a big fan of their huge network and all the intelligence they have that they could bring to bear on security. >>Yeah, I think Google's problem main problem that to actually there many, but one is that they don't They don't have the boots on the ground as compared to um, Microsoft, especially an Amazon actually had a similar problem, but they had a wide breath off their product portfolio. I always talk about feature proximity in cloud context, like if you're doing one thing. You wanna do another thing? And how do you go get that feature? Do you go to another cloud writer or it's right there where you are. So I think Amazon has the feature proximity and they also have, uh, aske Compared to Google, there's skills gravity. Larger people are trained on AWS. I think Google is trying there. So second problem Google is having is that that they're they're more focused on, I believe, um, on the data science part on their sort of skipping the cool components sort of off the cloud, if you will. The where the workloads needs, you know, basic stuff, right? That's like your compute storage and network. And that has to be well, talk through e think e think they will do good. >>Well, so later today, Paul Dillon sits down with Mids Avery of Google used to be in Oracle. He's with Google now, and he's gonna push him on on the numbers. You know, you're a distant third. Does that matter? And of course, you know, you're just a preview of it's gonna say, Well, no, we don't really pay attention to that stuff. But, John, you said something earlier that. I think Jerry Chen made this comment that, you know, Is it a winner? Take all? No, but it's a winner. Take a lot. You know the number two is going to get a big chunk of the pie. It appears that the markets big enough for three. But do you? Does Google have to really dramatically close the gap on be a much, much closer, you know, to the to the leaders in orderto to compete in this race? Or can they just kind of continue to bump along, siphon off the ad revenue? Put it out there? I mean, I >>definitely can compete. I think that's like Google's in it. Then it they're not. They're not caving, right? >>So But But I wrote I wrote recently that I thought they should even even put mawr oven emphasis on the cloud. I mean, maybe maybe they're already, you know, doubling down triple down. I just I think that is a multi trillion dollar, you know, future for the industry. And, you know, I think Google, believe it or not, could even do more. Now. Maybe there's just so much you could dio. >>There's a lot of challenges with these company, especially Google. They're in Silicon Valley. We have a big Social Justice warrior mentality. Um, there's a big debate going on the in the back channels of the tech scene here, and that is that if you want to be successful in cloud, you have to have a good edge strategy, and that involves surveillance, use of data and pushing the privacy limits. Right? So you know, Google has people within the country that will protest contract because AI is being used for war. Yet we have the most unstable geopolitical seen that I've ever witnessed in my lifetime going on right now. So, um, don't >>you think that's what happened with parlor? I mean, Rob Hope said, Hey, bar is pretty high to kick somebody off your platform. The parlor went over the line, but I would also think that a lot of the employees, whether it's Google AWS as well, said, Hey, why are we supporting you know this and so to your point about social justice, I mean, that's not something. That >>parlor was not just social justice. They were trying to throw the government. That's Rob e. I think they were in there to get selfies and being protesters. But apparently there was evidence from what I heard in some of these clubhouse, uh, private chats. Waas. There was overwhelming evidence on parlor. >>Yeah, but my point is that the employee backlash was also a factor. That's that's all I'm saying. >>Well, we have Google is your Google and you have employees to say we will boycott and walk out if you bid on that jet I contract for instance, right, But Microsoft one from maybe >>so. I mean, that's well, >>I think I think Tom Poole's making a really good point here, which is a Google is an alternative. Thio aws. The last Google cloud next that we were asked at they had is all virtual issue. But I saw a lot of I T practitioners in the audience looking around for an alternative to a W s just seeing, though, we could talk about Mano Cloud or Multi Cloud, and Andy Jassy has his his narrative around, and he's true when somebody goes multiple clouds, they put you know most of their eggs in one basket. Nonetheless, I think you know, Google's got a lot of people interested in, particularly in the analytic side, um, in in an alternative, hedging their bets eso and particularly use cases, so they should be able to do so. I guess my the bottom line here is the markets big enough to have Really? You don't have to be the Jack Welch. I gotta be number one and number two in the market. Is that the conclusion here? >>I think so. But the data gravity and the skills gravity are playing against them. Another problem, which I didn't want a couple of earlier was Google Eyes is that they have to boot out AWS wherever they go. Right? That is a huge challenge. Um, most off the most off the Fortune 2000 companies are already using AWS in one way or another. Right? So they are the multi cloud kind of player. Another one, you know, and just pure purely somebody going 200% Google Cloud. Uh, those cases are kind of pure, if you will. >>I think it's gonna be absolutely multi cloud. I think it's gonna be a time where you looked at the marketplace and you're gonna think in terms of disaster recovery, model of cloud or just fault tolerant capabilities or, you know, look at the parlor, the next parlor. Or what if Amazon wakes up one day and said, Hey, I don't like the cubes commentary on their virtual events, so shut them down. We should have a fail over to Google Cloud should Microsoft and Option. And one of people in Microsoft ecosystem wants to buy services from us. We have toe kind of co locate there. So these are all open questions that are gonna be the that will become certain pretty quickly, which is, you know, can a company diversify their computing An i t. In a way that works. And I think the momentum around Cooper Netease you're seeing as a great connective tissue between, you know, having applications work between clouds. Right? Well, directionally correct, in my opinion, because if I'm a company, why wouldn't I wanna have choice? So >>let's talk about this. The data is mixed on that. I'll share some data, meaty our data with you. About half the companies will say Yeah, we're spreading the wealth around to multiple clouds. Okay, That's one thing will come back to that. About the other half were saying, Yeah, we're predominantly mono cloud we didn't have. The resource is. But what I think going forward is that that what multi cloud really becomes. And I think John, you mentioned Snowflake before. I think that's an indicator of what what true multi cloud is going to look like. And what Snowflake is doing is they're building abstraction, layer across clouds. Ed Walsh would say, I'm standing on the shoulders of Giants, so they're basically following points of presence around the globe and building their own cloud. They call it a data cloud with a global mesh. We'll hear more about that later today, but you sign on to that cloud. So they're saying, Hey, we're gonna build value because so many of Amazon's not gonna build that abstraction layer across multi clouds, at least not in the near term. So that's a really opportunity for >>people. I mean, I don't want to sound like I'm dating myself, but you know the date ourselves, David. I remember back in the eighties, when you had open systems movement, right? The part of the whole Revolution OS I open systems interconnect model. At that time, the networking stacks for S N A. For IBM, decadent for deck we all know that was a proprietary stack and then incomes TCP I p Now os I never really happened on all seven layers, but the bottom layers standardized. Okay, that was huge. So I think if you look at a W s or some of the comments in the chat AWS is could be the s n a. Depends how you're looking at it, right? And you could say they're open. But in a way, they want more Amazon. So Amazon's not out there saying we love multi cloud. Why would they promote multi cloud? They are a one of the clouds they want. >>That's interesting, John. And then subject is a cloud architect. I mean, it's it is not trivial to make You're a data cloud. If you're snowflake, work on AWS work on Google. Work on Azure. Be seamless. I mean, certainly the marketing says that, but technically, that's not trivial. You know, there are latent see issues. Uh, you know, So that's gonna take a while to develop. What? Do your thoughts there? >>I think that multi cloud for for same workload and multi cloud for different workloads are two different things. Like we usually put multiple er in one bucket, right? So I think you're right. If you're trying to do multi cloud for the same workload, that's it. That's Ah, complex, uh, problem to solve architecturally, right. You have to have a common ap ice and common, you know, control playing, if you will. And we don't have that yet, and then we will not have that for a for at least one other couple of years. So, uh, if you if you want to do that, then you have to go to the lower, lowest common denominator in technical sort of stock, if you will. And then you're not leveraging the best of the breed technology off their from different vendors, right? I believe that's a hard problem to solve. And in another thing, is that that that I always say this? I'm always on the death side, you know, developer side, I think, uh, two deaths. Public cloud is a proxy for innovative culture. Right. So there's a catch phrase I have come up with today during shower eso. I think that is true. And then people who are companies who use the best of the breed technologies, they can attract the these developers and developers are the Mazen's off This digital sort of empires, amazingly, is happening there. Right there they are the Mazen's right. They head on the bricks. I think if you don't appeal to developers, if you don't but extensive for, like, force behind educating the market, you can't you can't >>put off. It's the same game Stepping story was seeing some check comments. Uh, guard. She's, uh, linked in friend of mine. She said, Microsoft, If you go back and look at the Microsoft early days to the developer Point they were, they made their phones with developers. They were a software company s Oh, hey, >>forget developers, developers, developers. >>You were if you were in the developer ecosystem, you were treated his gold. You were part of the family. If you were outside that world, you were competitors, and that was ruthless times back then. But they again they had. That was where it was today. Look at where the software defined businesses and starve it, saying it's all about being developer lead in this new way to program, right? So the cloud next Gen Cloud is going to look a lot like next Gen Developer and all the different tools and techniques they're gonna change. So I think, yes, this kind of developer ecosystem will be harnessed, and that's the power source. It's just gonna look different. So, >>Justin, Justin in the chat has a comment. I just want to answer the question about elastic thoughts on elastic. Um, I tell you, elastic has momentum uh, doing doing very well in the market place. Thea Elk Stack is a great alternative that people are looking thio relative to Splunk. Who people complain about the pricing. Of course it's plunks got the easy button, but it is getting increasingly expensive. The problem with elk stack is you know, it's open source. It gets complicated. You got a shard, the databases you gotta manage. It s Oh, that's what Ed Walsh's company chaos searches is all about. But elastic has some riel mo mentum in the marketplace right now. >>Yeah, you know, other things that coming on the chat understands what I was saying about the open systems is kubernetes. I always felt was that is a bad metaphor. But they're with me. That was the TCP I peep In this modern era, C t c p I p created that that the disruptor to the S N A s and the network protocols that were proprietary. So what KUBERNETES is doing is creating a connective tissue between clouds and letting the open source community fill in the gaps in the middle, where kind of way kind of probably a bad analogy. But that's where the disruption is. And if you look at what's happened since Kubernetes was put out there, what it's become kind of de facto and standard in the sense that everyone's rallying around it. Same exact thing happened with TCP was people were trashing it. It is terrible, you know it's not. Of course they were trashed because it was open. So I find that to be very interesting. >>Yeah, that's a good >>analogy. E. Thinks the R C a cable. I used the R C. A cable analogy like the VCRs. When they started, they, every VC had had their own cable, and they will work on Lee with that sort of plan of TV and the R C. A cable came and then now you can put any TV with any VCR, and the VCR industry took off. There's so many examples out there around, uh, standards And how standards can, you know, flair that fire, if you will, on dio for an industry to go sort of wild. And another trend guys I'm seeing is that from the consumer side. And let's talk a little bit on the consuming side. Um, is that the The difference wouldn't be to B and B to C is blood blurred because even the physical products are connected to the end user Like my door lock, the August door lock I didn't just put got get the door lock and forget about that. Like I I value the expedience it gives me or problems that gives me on daily basis. So I'm close to that vendor, right? So So the middle men, uh, middle people are getting removed from from the producer off the technology or the product to the consumer. Even even the sort of big grocery players they have their APs now, uh, how do you buy stuff and how it's delivered and all that stuff that experience matters in that context, I think, um, having, uh, to be able to sell to thes enterprises from the Cloud writer Breuder's. They have to have these case studies or all these sample sort off reference architectures and stuff like that. I think whoever has that mawr pushed that way, they are doing better like that. Amazon is Amazon. Because of that reason, I think they have lot off sort off use cases about on top of them. And they themselves do retail like crazy. Right? So and other things at all s. So I think that's a big trend. >>Great. Great points are being one of things. There's a question in there about from, uh, Yaden. Who says, uh, I like the developer Lead cloud movement, But what is the criticality of the executive audience when educating the marketplace? Um, this comes up a lot in some of my conversations around automation. So automation has been a big wave to automate this automate everything. And then everything is a service has become kind of kind of the the executive suite. Kind of like conversation we need to make everything is a service in our business. You seeing people move to that cloud model. Okay, so the executives think everything is a services business strategy, which it is on some level, but then, when they say Take that hill, do it. Developers. It's not that easy. And this is where a lot of our cube conversations over the past few months have been, especially during the cova with cute virtual. This has come up a lot, Dave this idea, and start being around. It's easy to say everything is a service but will implement it. It's really hard, and I think that's where the developer lead Connection is where the executive have to understand that in order to just say it and do it are two different things. That digital transformation. That's a big part of it. So I think that you're gonna see a lot of education this year around what it means to actually do that and how to implement it. >>I'd like to comment on the as a service and subject. Get your take on it. I mean, I think you're seeing, for instance, with HP Green Lake, Dell's come out with Apex. You know IBM as its utility model. These companies were basically taking a page out of what I what I would call a flawed SAS model. If you look at the SAS players, whether it's salesforce or workday, service now s a P oracle. These models are They're really They're not cloud pricing models. They're they're basically you got to commit to a term one year, two year, three year. We'll give you a discount if you commit to the longer term. But you're locked in on you. You probably pay upfront. Or maybe you pay quarterly. That's not a cloud pricing model. And that's why I mean, they're flawed. You're seeing companies like Data Dog, for example. Snowflake is another one, and they're beginning to price on a consumption basis. And that is, I think, one of the big changes that we're going to see this decade is that true cloud? You know, pay by the drink pricing model and to your point, john toe, actually implement. That is, you're gonna need a whole new layer across your company on it is quite complicated it not even to mention how you compensate salespeople, etcetera. The a p. I s of your product. I mean, it is that, but that is a big sea change that I see coming. Subject your >>thoughts. Yeah, I think like you couldn't see it. And like some things for this big tech exacts are hidden in the plain >>sight, right? >>They don't see it. They they have blind spots, like Look at that. Look at Amazon. They went from Melissa and 200 millisecond building on several s, Right, Right. And then here you are, like you're saying, pay us for the whole year. If you don't use the cloud, you lose it or will pay by month. Poor user and all that stuff like that that those a role models, I think these players will be forced to use that term pricing like poor minute or for a second, poor user. That way, I think the Salesforce moral is hybrid. They're struggling in a way. I think they're trying to bring the platform by doing, you know, acquisition after acquisition to be a platform for other people to build on top off. But they're having a little trouble there because because off there, such pricing and little closeness, if you will. And, uh, again, I'm coming, going, going back to developers like, if you are not appealing to developers who are writing the latest and greatest code and it is open enough, by the way open and open source are two different things that we all know that. So if your platform is not open enough, you will have you know, some problems in closing the deals. >>E. I want to just bring up a question on chat around from Justin didn't fitness. Who says can you touch on the vertical clouds? Has your offering this and great question Great CP announcing Retail cloud inventions IBM Athena Okay, I'm a huge on this point because I think this I'm not saying this for years. Cloud computing is about horizontal scalability and vertical specialization, and that's absolutely clear, and you see all the clouds doing it. The vertical rollouts is where the high fidelity data is, and with machine learning and AI efforts coming out, that's accelerated benefits. There you have tow, have the vertical focus. I think it's super smart that clouds will have some sort of vertical engine, if you will in the clouds and build on top of a control playing. Whether that's data or whatever, this is clearly the winning formula. If you look at all the successful kind of ai implementations, the ones that have access to the most data will get the most value. So, um if you're gonna have a data driven cloud you have tow, have this vertical feeling, Um, in terms of verticals, the data on DSO I think that's super important again, just generally is a strategy. I think Google doing a retail about a super smart because their whole pitches were not Amazon on. Some people say we're not Google, depending on where you look at. So every of these big players, they have dominance in the areas, and that's scarce. Companies and some companies will never go to Amazon for that reason. Or some people never go to Google for other reasons. I know people who are in the ad tech. This is a black and we're not. We're not going to Google. So again, it is what it is. But this idea of vertical specialization relevant in super >>forts, I want to bring to point out to sessions that are going on today on great points. I'm glad you asked that question. One is Alan. As he kicks off at 1 p.m. Eastern time in the transformation track, he's gonna talk a lot about the coming power of ecosystems and and we've talked about this a lot. That that that to compete with Amazon, Google Azure, you've gotta have some kind of specialization and vertical specialization is a good one. But of course, you see in the big Big three also get into that. But so he's talking at one o'clock and then it at 3 36 PM You know this times are strange, but e can explain that later Hillary Hunter is talking about she's the CTO IBM I B M's ah Financial Cloud, which is another really good example of specifying vertical requirements and serving. You know, an audience subject. I think you have some thoughts on this. >>Actually, I lost my thought. E >>think the other piece of that is data. I mean, to the extent that you could build an ecosystem coming back to Alan Nancy's premise around data that >>billions of dollars in >>their day there's billions of dollars and that's the title of the session. But we did the trillion dollar baby post with Jazzy and said Cloud is gonna be a trillion dollars right? >>And and the point of Alan Answer session is he's thinking from an individual firm. Forget the millions that you're gonna save shifting to the cloud on cost. There's billions in ecosystems and operating models. That's >>absolutely the business value. Now going back to my half stack full stack developer, is the business value. I've been talking about this on the clubhouses a lot this past month is for the entrepreneurs out there the the activity in the business value. That's the new the new intellectual property is the business logic, right? So if you could see innovations in how work streams and workflow is gonna be a configured differently, you have now large scale cloud specialization with data, you can move quickly and take territory. That's much different scenario than a decade ago, >>at the point I was trying to make earlier was which I know I remember, is that that having the horizontal sort of features is very important, as compared to having vertical focus. You know, you're you're more healthcare focused like you. You have that sort of needs, if you will, and you and our auto or financials and stuff like that. What Google is trying to do, I think that's it. That's a good thing. Do cook up the reference architectures, but it's a bad thing in a way that you drive drive away some developers who are most of the developers at 80 plus percent, developers are horizontal like you. Look at the look into the psyche of a developer like you move from company to company. And only few developers will say I will stay only in health care, right? So I will only stay in order or something of that, right? So they you have to have these horizontal capabilities which can be applied anywhere on then. On top >>of that, I think that's true. Sorry, but I'll take a little bit different. Take on that. I would say yes, that's true. But remember, remember the old school application developer Someone was just called in Application developer. All they did was develop applications, right? They pick the framework, they did it right? So I think we're going to see more of that is just now mawr of Under the Covers developers. You've got mawr suffer defined networking and software, defined storage servers and cloud kubernetes. And it's kind of like under the hood. But you got your, you know, classic application developer. I think you're gonna see him. A lot of that come back in a way that's like I don't care about anything else. And that's the promise of cloud infrastructure is code. So I think this both. >>Hey, I worked. >>I worked at people solved and and I still today I say into into this context, I say E r P s are the ultimate low code. No code sort of thing is right. And what the problem is, they couldn't evolve. They couldn't make it. Lightweight, right? Eso um I used to write applications with drag and drop, you know, stuff. Right? But But I was miserable as a developer. I didn't Didn't want to be in the applications division off PeopleSoft. I wanted to be on the tools division. There were two divisions in most of these big companies ASAP. Oracle. Uh, like companies that divisions right? One is the cooking up the tools. One is cooking up the applications. The basketball was always gonna go to the tooling. Hey, >>guys, I'm sorry. We're almost out of time. I always wanted to t some of the sections of the day. First of all, we got Holder Mueller coming on at lunch for a power half hour. Um, you'll you'll notice when you go back to the home page. You'll notice that calendar, that linear clock that we talked about that start times are kind of weird like, for instance, an appendix coming on at 1 24. And that's because these air prerecorded assets and rather than having a bunch of dead air, we're just streaming one to the other. So so she's gonna talk about people, process and technology. We got Kathy Southwick, whose uh, Silicon Valley CEO Dan Sheehan was the CEO of Dunkin Brands and and he was actually the c 00 So it's C A CEO connecting the dots to the business. Daniel Dienes is the CEO of you I path. He's coming on a 2:47 p.m. East Coast time one of the hottest companies, probably the fastest growing software company in history. We got a guy from Bain coming on Dave Humphrey, who invested $750 million in Nutanix. He'll explain why and then, ironically, Dheeraj Pandey stew, Minuteman. Our friend interviewed him. That's 3 35. 1 of the sessions are most excited about today is John McD agony at 403 p. M. East Coast time, she's gonna talk about how to fix broken data architectures, really forward thinking stuff. And then that's the So that's the transformation track on the future of cloud track. We start off with the Big Three Milan Thompson Bukovec. At one oclock, she runs a W s storage business. Then I mentioned gig therapy wrath at 1. 30. He runs Azure is analytics. Business is awesome. Paul Dillon then talks about, um, IDs Avery at 1 59. And then our friends to, um, talks about interview Simon Crosby. I think I think that's it. I think we're going on to our next session. All right, so keep it right there. Thanks for watching the Cuban cloud. Uh huh.

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. Welcome to the Virtual Cube and our coverage of aws reinvent 2020. I'm Lisa Martin. I'm joined by Ali Siddiqui, the chief product officer of BMC Software. We're gonna be talking about what BMC and A W s are doing together. Ali, it's great to have you on the Cube. Thank >>you, Lisa. Get great to be here and be part off AWS treatment. Exciting times. >>They are exciting times. That is true. No, never a dull moment these days, right? So all he talked to me a little bit. About what? A w what BMC is doing with AWS. Let's dig into what you're doing there on the technology front and unpack the benefits that you're delivering to customers. Great >>questions, Lisa. So at BMC, we really have a close partnership with AWS. It's really about BMC. Placido Blue s better together for our customers. That's what it's really about. We have a global presence, probably the largest, uh, off any window out there in this in our industry with 15 data centers, AWS data centers around the globe. We just announced five more in South Africa. Brazil Latin Um, a P J. A couple of them amia across the globe. Really? The presence is very strong with these, uh, data centers because that lets us offered local presence, Take care of GDP are and we have great certification. That is Aw, sock to fedramp. I'll four Haifa dram. We even got hip certifications as well as a dedicated Canada certifications for our customers. Thanks to our partnership, close partnership with the WS and on all these datas into the cross. In addition, for our customers, really visibility into aws seamless capability toe do multi cloud management is key and with a recent partnership with AWS around specifically AWS >>s >>S m, which gives customers cream multi cloud capabilities around multi cloud management, total visibility seamlessly in AWS and all their services whether it's easy toe s s s three sage maker, whatever services they have, we let them discover on syphilis. Lee give them visibility into that. >>That 360 degree visibility is really key to understand the dependencies right between the software in the services and help customers to optimize their investments in a W s assume correct. >>Exactly. With the AWS s s m and r E I service management integration. We really give deep visibility on the dependency, how they're being used, what services are being impacted and and really, AWS s system is a key, unique technology which we've integrated with them very, very happy with the results are customers are getting from it. >>Can you share some of those results? Operational efficiencies, Cost savings? Yeah, >>Yeah, least another great question. So when I look at the general picture off E I service management in the eye ops, which we run with AWS across all these global dinner senses and specifically with AWS S S M people are able to do customers. And this is like the talkto hyper scale, as we're talking about, as well as large telcos like Ericsson and and some of the leading, uh, industry retail Or or, you know, other customers we have They're getting great value because they're able to do service modeling, automatically use ascend to get true deep visibility seamlessly to do service discovery with for for for all the assets that they run or using our S service management in the eye ops capabilities. It really is the neck shin and it's disrupting the service idea Some traditional service management industry with what we offering now with the service management, AWS s, S M and other AWS Cloud needed capabilities such as sage Maker and AWS, Lex and connect that we leverage in our AI service management ai absolution. We recently announced that as a >>single >>unified platform which allows our customers to go on BMC customers and joined with AWS customers to go on this autonomous digital enterprise journey Uh, this announcement was done by our CEO of BMC. I'm in Say it in BMC Exchange recently, where we basically launched a single lady foundation, a single platform for observe ability, engagement with automation >>for the autonomous digital enterprise. I presume I'd like to understand to, from your perspective, this disruption that you're enabling. How is it helping your customers not just survive this viral disruption that we're all living with but be able thio, get the disability into their software and services, really maximize and optimize their cloud investments so that their business can operate well during these unprecedented times, meet their customer demands, exceed them and meet their customers. Where? There. How is this like an accelerator of that >>great question, Lisa. So when we say autonomous digital enterprise, this is the journey All our customers they're taking on its focus on three trips, agility, customer center, city and action ability. So if you think about our solutions with AWS, really, it's s of its management. AI ops enables these enterprises to go on this autonomous digital enterprise journey where they can offer great engagement to the employees. All CEOs really care about employee engagement. Happy employees make for more revenue for for those enterprises, as well as offer great customer experience for the customers. Uh, using our AI service management and AI ops combined. 80 found in this single platform, which we are calling 80 foundation. >>Yeah, go ahead. Sorry. >>No, go ahead, please. >>I was going to say I always look at the employee experience, and the customer experience is absolutely inextricably linked with the employee experience is hampered. That's bride default. Almost going to impact the customer experience. And right now, I don't know if it's even possible to say both the employee experience and the customer experience are even mawr essential to really get right because now we've got this. You know this big scatter That happened a few months ago with some companies that were completely 100% on site to remote being able, needing to give their employees access to the tools to do their jobs properly so that they can deliver products and services and solutions that customers need. So I always see those two employees. Customer experience is just inextricably linked. >>Absolutely. That's correct, especially in this time, even if the new pandemic these epidemics time, uh, the chief human resource offers. The CEOs are really thick focused on keeping the employees engaged and retaining top talent. And that's where our yes service management any other solution helps them really do. Use our digital assistance chat boards, which are powered by a W X and Lex and AWS connect and and and our integration with, uh, helix control them, which is another service we launched on AWS Helix Control them, which is our South version off a leading SAS product automation product out there, a swell as RP integrations we bring to the table, which really allows them toe take employing, give management to the next level And that's top of mind for all CEOs and being driven by line of business like chief human resource officers. Such >>a great point. Are you? Are you finding that mawr of your conversations with customers are at that sea level as they look to things like AI ops to help find you in their business that it's really that that sea level not concerned but priority to ensure that we're doing everything we can within our infrastructure, wherever where our software and services are to really ensure that we're delivering and exceeding customer expectations? That a very tumultuous time? >>Yes, What we're finding is, uh, really at the CEO level CEO level the sea level. It's about machine learning ai adopting that more than the enterprise and specifically in our capabilities when I say ai ops. So those are around root cause predictive I t. And even using ai NLP for self service for self service is a big part, and we offer key capabilities. We just did an acquisition come around, which lets them do knowledge management self service. So these are specific capabilities, predictability, ai ops and knowledge management. Self service that we offer that really is resonating very well with CEOs who are looking to transform their I T systems and in I t ops and align it with business is much better and really do innovation in this area. So that's what's happening, and it's great to see that we will do that. Exact capabilities that come with R E Foundation. The unified platform forms of ability and lets customers go on this autonomous digital enterprise journey without keeping capabilities. >>Do you see this facilitating the autonomous digital enterprise as as a way to separate the winners and losers of tomorrow as so much of the world has changed and some amount of this is going to be permanent, imagine that's got to be a competitive advantage to customers in any industry. >>We believe enterprises that have the growth mindset and and want to go into the next generation, and that's most of them. Toe, to be honest, are really looking at the ready autonomous digital price framework that we offer and work with our customers on the way to grow revenue to get more customer centric, increase employee engagement. That's what we see happening in the industry, and that's where our capabilities with 80 Foundation as well as Helix. Whether it's Felix Air Service management, he likes a Iot or now recently launched Helix Control them really enable them toe keep their existing, uh, you know, tools as well as keep their existing investments and move the ICTY ops towards the next generation off tooling and as well as increase employee engagement with our leading industry leading digital assistant chat board and and SMS management solution that that's what we see. And that's the journey we're taking with most of our customers and really, the ones with the growth mindset are really being distinguished as the front runs >>talk to me about some validation from the customer's perspective, the industry's perspective. What are you guys hearing about? What you're doing s BMC and with a w s >>so validation from customer that I just talked about great validation. As I said, talk to off the hyper skills users for proactive problem management. Proactive incident management ai ops a same time independent validation from Gardner we are back wear seven years and I don't know in a row So seven years the longest street in Gartner MQ for I t s m and we are a leader in that for seven years the longest run so far by any vendor. We are scoring the top in the top number one position in 12 of the 15 critical capabilities. As you know, Gardner, I d s m eyes really about the critical capability that where most customers look. So that's a big independent validation. Where we score 12 off the way were number one in 12 of the 15 capability. So that was the awesome validation from Gardner and I. D. S M. We also recently E Mei Enterprise Management Associates published a new report on AI Ops and BMT scored the top spot on the charts with Business impact and business alignment. Use cases categories for AI ops. So think about what that means. It's really about your business, right? So So we being the top of the chart for business impact and business alignment for ai ops radar report from Enterprise Management associated with a create independent validation that we can point toe off our solutions and what it is, really, because we partner very closely with our customers. We also got a couple of more awards than we want a lot more, but just to mention two more I break breakthrough, which is a nursery leading third party sources out there for chat boards and e i base chat board solution lamed BMC Helix Chat Board as the best chat board solution out there. Uh, SAS awards another industry analysts from independent from which really, uh really shows the how we're getting third parties and independents to talk about our solutions named BMC SAS per ticket and event management, which is really a proactive problem and proactive incident solution Revolution system as as the best solution out there for ticketing and event management. >>So a lot of accolades. A. Yes. It sounds like a lot of alcohol. A lot of validation. How do customers get How do you get started? So customers looking to come to BMC to really understand get that 3 60 degree visibility. How did they get started? >>Uh, well, they can start with our BMC Discovery, which integrates very tightly with AWS s s M toe. Basically get the full visibility off assets from network to storage toe aws services. Whether there s three. Uh, easy to, uh doesn't matter what services they did. A Kafka service they're using whatever. So the hundreds of services they're using weaken seamlessly do that. So that's one way to do that. Just start with BMC Helix Discovery. Thea Other one is with BMC Knowledge Management on BMC Self Service. That's a quick win for most of our customers. I ai service management, tooling That's the Third Way and I I, off stooling with BMC, Helix Monitor and AI ops that we offer pretty much the best in the industry in those that customers can start So the many areas, and now with BMC, control them. If they want to start with automation, that's a great way to start with BMC control them, which is our SAS solution off industry leading automation product called Controlling. >>And so, for just last question from a go to market perspective, it sounds like direct through BMC Channel partners. What about through a. W. S? >>Yes, absolutely. I mean again, we it's all about BMC and AWS better together we offer cloud native AWS services for our solutions, use them heavily, and I just mentioned whether that S S M or chat boards or any of the above or sage maker for machine learning I and customers can contact the local AWS Rep toe to start learning about BMC and AWS. Better together. >>Excellent. Well, Ali, thank you for coming on the program, talking to us about what BMC is doing to help your customers become that autonomous digital enterprise that we think up tomorrow. They're going to need to be to have that competitive edge. I've enjoyed talking to you >>same year. Thank you so much, Lisa. Really. It's about our customers and partnering with AWS. So very proud of Thank you so much. >>Excellent for Ali Siddiqui. I'm Lisa Martin and you're watching the Cube.

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel and AWS. Yeah, welcome back to the cubes. Ongoing coverage of AWS reinvent virtual Cuba's Gone Virtual along with most events these days are all events and continues to bring our digital coverage of reinvent With me is Rahul Pathak, who is the vice president of analytics at AWS A Ro. It's great to see you again. Welcome. And thanks for joining the program. >>They have Great co two and always a pleasure. Thanks for having me on. >>You're very welcome. Before we get into your leadership discussion, I want to talk about some of the things that AWS has announced. Uh, in the early parts of reinvent, I want to start with a glue elastic views. Very notable announcement allowing people to, you know, essentially share data across different data stores. Maybe tell us a little bit more about glue. Elastic view is kind of where the name came from and what the implication is, >>Uh, sure. So, yeah, we're really excited about blue elastic views and, you know, as you mentioned, the idea is to make it easy for customers to combine and use data from a variety of different sources and pull them together into one or many targets. And the reason for it is that you know we're really seeing customers adopt what we're calling a lake house architectural, which is, uh, at its core Data Lake for making sense of data and integrating it across different silos, uh, typically integrated with the data warehouse, and not just that, but also a range of other purpose. Both stores like Aurora, Relation of Workloads or dynamodb for non relational ones. And while customers typically get a lot of benefit from using purpose built stores because you get the best possible functionality, performance and scale forgiven use case, you often want to combine data across them to get a holistic view of what's happening in your business or with your customers. And before glue elastic views, customers would have to either use E. T. L or data integration software, or they have to write custom code that could be complex to manage, and I could be are prone and tough to change. And so, with elastic views, you can now use sequel to define a view across multiple data sources pick one or many targets. And then the system will actually monitor the sources for changes and propagate them into the targets in near real time. And it manages the anti pipeline and can notify operators if if anything, changes. And so the you know the components of the name are pretty straightforward. Blues are survivalists E T Elling data integration service on blue elastic views about our about data integration their views because you could define these virtual tables using sequel and then elastic because it's several lists and will scale up and down to deal with the propagation of changes. So we're really excited about it, and customers are as well. >>Okay, great. So my understanding is I'm gonna be able to take what's called what the parlance of materialized views, which in my laypersons terms assumes I'm gonna run a query on the database and take that subset. And then I'm gonna be ableto thio. Copy that and move it to another data store. And then you're gonna automatically keep track of the changes and keep everything up to date. Is that right? >>Yes. That's exactly right. So you can imagine. So you had a product catalog for example, that's being updated in dynamodb, and you can create a view that will move that to Amazon Elasticsearch service. You could search through a current version of your catalog, and we will monitor your dynamodb tables for any changes and make sure those air all propagated in the real time. And all of that is is taken care of for our customers as soon as they defined the view on. But they don't be just kept in sync a za long as the views in effect. >>Let's see, this is being really valuable for a person who's building Looks like I like to think in terms of data services or data products that are gonna help me, you know, monetize my business. Maybe, you know, maybe it's a simple as a dashboard, but maybe it's actually a product. You know, it might be some content that I want to develop, and I've got transaction systems. I've got unstructured data, may be in a no sequel database, and I wanna actually combine those build new products, and I want to do that quickly. So So take me through what I would have to do. You you sort of alluded to it with, you know, a lot of e t l and but take me through in a little bit more detail how I would do that, you know, before this innovation. And maybe you could give us a sense as to what the possibilities are with glue. Elastic views? >>Sure. So, you know, before we announced elastic views, a customer would typically have toe think about using a T l software, so they'd have to write a neat L pipeline that would extract data periodically from a range of sources. They then have to write transformation code that would do things like matchup types. Make sure you didn't have any invalid values, and then you would combine it on periodically, Write that into a target. And so once you've got that pipeline set up, you've got to monitor it. If you see an unusual spike in data volume, you might have to add more. Resource is to the pipeline to make a complete on time. And then, if anything changed in either the source of the destination that prevented that data from flowing in the way you would expect it, you'd have toe manually, figure that out and have data, quality checks and all of that in place to make sure everything kept working but with elastic views just gets much simpler. So instead of having to write custom transformation code, you right view using sequel and um, sequel is, uh, you know, widely popular with data analysts and folks that work with data, as you well know. And so you can define that view and sequel. The view will look across multiple sources, and then you pick your destination and then glue. Elastic views essentially monitors both the source for changes as well as the source and the destination for any any issues like, for example, did the schema changed. The shape of the data change is something briefly unavailable, and it can monitor. All of that can handle any errors, but it can recover from automatically. Or if it can't say someone dropped an important table in the source. That was part of your view. You can actually get alerted and notified to take some action to prevent bad data from getting through your system or to prevent your pipeline from breaking without your knowledge and then the final pieces, the elasticity of it. It will automatically deal with adding more resource is if, for example, say you had a spiky day, Um, in the markets, maybe you're building a financial services application and you needed to add more resource is to process those changes into your targets more quickly. The system would handle that for you. And then, if you're monetizing data services on the back end, you've got a range of options for folks subscribing to those targets. So we've got capabilities like our, uh, Amazon data exchange, where people can exchange and monetize data set. So it allows this and to end flow in a much more straightforward way. It was possible before >>awesome. So a lot of automation, especially if something goes wrong. So something goes wrong. You can automatically recover. And if for whatever reason, you can't what happens? You quite ask the system and and let the operator No. Hey, there's an issue. You gotta go fix it. How does that work? >>Yes, exactly. Right. So if we can recover, say, for example, you can you know that for a short period of time, you can't read the target database. The system will keep trying until it can get through. But say someone dropped a column from your source. That was a key part of your ultimate view and destination. You just can't proceed at that point. So the pipeline stops and then we notify using a PS or an SMS alert eso that programmatic action can be taken. So this effectively provides a really great way to enforce the integrity of data that's going between the sources and the targets. >>All right, make it kindergarten proof of it. So let's talk about another innovation. You guys announced quicksight que, uh, kind of speaking to the machine in my natural language, but but give us some more detail there. What is quicksight Q and and how doe I interact with it. What What kind of questions can I ask it >>so quick? Like you is essentially a deep, learning based semantic model of your data that allows you to ask natural language questions in your dashboard so you'll get a search bar in your quick side dashboard and quick site is our service B I service. That makes it really easy to provide rich dashboards. Whoever needs them in the organization on what Q does is it's automatically developing relationships between the entities in your data, and it's able to actually reason about the questions you ask. So unlike earlier natural language systems, where you have to pre define your models, you have to pre define all the calculations that you might ask the system to do on your behalf. Q can actually figure it out. So you can say Show me the top five categories for sales in California and it'll look in your data and figure out what that is and will prevent. It will present you with how it parse that question, and there will, in line in seconds, pop up a dashboard of what you asked and actually automatically try and take a chart or visualization for that data. That makes sense, and you could then start to refine it further and say, How does this compare to what happened in New York? And we'll be able to figure out that you're tryingto overlay those two data sets and it'll add them. And unlike other systems, it doesn't need to have all of those things pre defined. It's able to reason about it because it's building a model of what your data means on the flight and we pre trained it across a variety of different domains So you can ask a question about sales or HR or any of that on another great part accused that when it presents to you what it's parsed, you're actually able toe correct it if it needs it and provide feedback to the system. So, for example, if it got something slightly off you could actually select from a drop down and then it will remember your selection for the next time on it will get better as you use it. >>I saw a demo on in Swamis Keynote on December 8. That was basically you were able to ask Quick psych you the same question, but in different ways, you know, like compare California in New York or and then the data comes up or give me the top, you know, five. And then the California, New York, the same exact data. So so is that how I kind of can can check and see if the answer that I'm getting back is correct is ask different questions. I don't have to know. The schema is what you're saying. I have to have knowledge of that is the user I can. I can triangulate from different angles and then look and see if that's correct. Is that is that how you verify or there are other ways? >>Eso That's one way to verify. You could definitely ask the same question a couple of different ways and ensure you're seeing the same results. I think the third option would be toe, uh, you know, potentially click and drill and filter down into that data through the dash one on, then the you know, the other step would be at data ingestion Time. Typically, data pipelines will have some quality controls, but when you're interacting with Q, I think the ability to ask the question multiple ways and make sure that you're getting the same result is a perfectly reasonable way to validate. >>You know what I like about that answer that you just gave, and I wonder if I could get your opinion on this because you're you've been in this business for a while? You work with a lot of customers is if you think about our operational systems, you know things like sales or E r. P systems. We've contextualized them. In other words, the business lines have inject context into the system. I mean, they kind of own it, if you will. They own the data when I put in quotes, but they do. They feel like they're responsible for it. There's not this constant argument because it's their data. It seems to me that if you look back in the last 10 years, ah, lot of the the data architecture has been sort of generis ized. In other words, the experts. Whether it's the data engineer, the quality engineer, they don't really have the business context. But the example that you just gave it the drill down to verify that the answer is correct. It seems to me, just in listening again to Swamis Keynote the other day is that you're really trying to put data in the hands of business users who have the context on the domain knowledge. And that seems to me to be a change in mindset that we're gonna see evolve over the next decade. I wonder if you could give me your thoughts on that change in the data architecture data mindset. >>David, I think you're absolutely right. I mean, we see this across all the customers that we speak with there's there's an increasing desire to get data broadly distributed into the hands of the organization in a well governed and controlled way. But customers want to give data to the folks that know what it means and know how they can take action on it to do something for the business, whether that's finding a new opportunity or looking for efficiencies. And I think, you know, we're seeing that increasingly, especially given the unpredictability that we've all gone through in 2020 customers are realizing that they need to get a lot more agile, and they need to get a lot more data about their business, their customers, because you've got to find ways to adapt quickly. And you know, that's not gonna change anytime in the future. >>And I've said many times in the The Cube, you know, there are industry. The technology industry used to be all about the products, and in the last decade it was really platforms, whether it's SAS platforms or AWS cloud platforms, and it seems like innovation in the coming years, in many respects is coming is gonna come from the ecosystem and the ability toe share data we've We've had some examples today and then But you hit on. You know, one of the key challenges, of course, is security and governance. And can you automate that if you will and protect? You know the users from doing things that you know, whether it's data access of corporate edicts for governance and compliance. How are you handling that challenge? >>That's a great question, and it's something that really emphasized in my leadership session. But the you know, the notion of what customers are doing and what we're seeing is that there's, uh, the Lake House architectural concept. So you've got a day late. Purpose build stores and customers are looking for easy data movement across those. And so we have things like blue elastic views or some of the other blue features we announced. But they're also looking for unified governance, and that's why we built it ws late formation. And the idea here is that it can quickly discover and catalog customer data assets and then allows customers to define granular access policies centrally around that data. And once you have defined that, it then sets customers free to give broader access to the data because they put the guardrails in place. They put the protections in place. So you know you can tag columns as being private so nobody can see them on gun were announced. We announced a couple of new capabilities where you can provide row based control. So only a certain set of users can see certain rose in the data, whereas a different set of users might only be able to see, you know, a different step. And so, by creating this fine grained but unified governance model, this actually sets customers free to give broader access to the data because they know that they're policies and compliance requirements are being met on it gets them out of the way of the analyst. For someone who can actually use the data to drive some value for the business, >>right? They could really focus on driving value. And I always talk about monetization. However monetization could be, you know, a generic term, for it could be saving lives, admission of the business or the or the organization I meant to ask you about acute customers in bed. Uh, looks like you into their own APs. >>Yes, absolutely so one of quick sites key strengths is its embed ability. And on then it's also serverless, so you could embed it at a really massive scale. And so we see customers, for example, like blackboard that's embedding quick side dashboards into information. It's providing the thousands of educators to provide data on the effectiveness of online learning. For example, on you could embed Q into that capability. So it's a really cool way to give a broad set of people the ability to ask questions of data without requiring them to be fluent in things like Sequel. >>If I ask you a question, we've talked a little bit about data movement. I think last year reinvent you guys announced our A three. I think it made general availability this year. And remember Andy speaking about it, talking about you know, the importance of having big enough pipes when you're moving, you know, data around. Of course you do. Doing tearing. You also announced Aqua Advanced Query accelerator, which kind of reduces bringing the computer. The data, I guess, is how I would think about that reducing that movement. But then we're talking about, you know, glue, elastic views you're copying and moving data. How are you ensuring you know, maintaining that that maximum performance for your customers. I mean, I know it's an architectural question, but as an analytics professional, you have toe be comfortable that that infrastructure is there. So how does what's A. W s general philosophy in that regard? >>So there's a few ways that we think about this, and you're absolutely right. I think there's data volumes were going up, and we're seeing customers going from terabytes, two petabytes and even people heading into the exabyte range. Uh, there's really a need to deliver performance at scale. And you know, the reality of customer architectures is that customers will use purpose built systems for different best in class use cases. And, you know, if you're trying to do a one size fits all thing, you're inevitably going to end up compromising somewhere. And so the reality is, is that customers will have more data. We're gonna want to get it to more people on. They're gonna want their analytics to be fast and cost effective. And so we look at strategies to enable all of this. So, for example, glue elastic views. It's about moving data, but it's about moving data efficiently. So What we do is we allow customers to define a view that represents the subset of their data they care about, and then we only look to move changes as efficiently as possible. So you're reducing the amount of data that needs to get moved and making sure it's focused on the essential. Similarly, with Aqua, what we've done, as you mentioned, is we've taken the compute down to the storage layer, and we're using our nitro chips to help with things like compression and encryption. And then we have F. P. J s in line to allow filtering an aggregation operation. So again, you're tryingto quickly and effectively get through as much data as you can so that you're only sending back what's relevant to the query that's being processed. And that again leads to more performance. If you can avoid reading a bite, you're going to speed up your queries. And that Awkward is trying to do. It's trying to push those operations down so that you're really reducing data as close to its origin as possible on focusing on what's essential. And that's what we're applying across our analytics portfolio. I would say one other piece we're focused on with performance is really about innovating across the stack. So you mentioned network performance. You know, we've got 100 gigabits per second throughout now, with the next 10 instances and then with things like Grab it on to your able to drive better price performance for customers, for general purpose workloads. So it's really innovating at all layers. >>It's amazing to watch it. I mean, you guys, it's a It's an incredible engineering challenge as you built this hyper distributed system. That's now, of course, going to the edge. I wanna come back to something you mentioned on do wanna hit on your leadership session as well. But you mentioned the one size fits all, uh, system. And I've asked Andy Jassy about this. I've had a discussion with many folks that because you're full and and of course, you mentioned the challenges you're gonna have to make tradeoffs if it's one size fits all. The flip side of that is okay. It's simple is you know, 11 of the Swiss Army knife of database, for example. But your philosophy is Amazon is you wanna have fine grained access and to the primitives in case the market changes you, you wanna be able to move quickly. So that puts more pressure on you to then simplify. You're not gonna build this big hairball abstraction layer. That's not what he gonna dio. Uh, you know, I think about, you know, layers and layers of paint. I live in a very old house. Eso your That's not your approach. So it puts greater pressure on on you to constantly listen to your customers, and and they're always saying, Hey, I want to simplify, simplify, simplify. We certainly again heard that in swamis presentation the other day, all about, you know, minimizing complexity. So that really is your trade office. It puts pressure on Amazon Engineering to continue to raise the bar on simplification. Isn't Is that a fair statement? >>Yeah, I think so. I mean, you know, I think any time we can do work, so our customers don't have to. I think that's a win for both of us. Um, you know, because I think we're delivering more value, and it makes it easier for our customers to get value from their data way. Absolutely believe in using the right tool for the right job. And you know you talked about an old house. You're not gonna build or renovate a house of the Swiss Army knife. It's just the wrong tool. It might work for small projects, but you're going to need something more specialized. The handle things that matter. It's and that is, uh, that's really what we see with that, you know, with that set of capabilities. So we want to provide customers with the best of both worlds. We want to give them purpose built tools so they don't have to compromise on performance or scale of functionality. And then we want to make it easy to use these together. Whether it's about data movement or things like Federated Queries, you can reach into each of them and through a single query and through a unified governance model. So it's all about stitching those together. >>Yeah, so far you've been on the right side of history. I think it serves you well on your customers. Well, I wanna come back to your leadership discussion, your your leadership session. What else could you tell us about? You know, what you covered there? >>So we we've actually had a bunch of innovations on the analytics tax. So some of the highlights are in m r, which is our managed spark. And to do service, we've been able to achieve 1.7 x better performance and open source with our spark runtime. So we've invested heavily in performance on now. EMR is also available for customers who are running and containerized environment. So we announced you Marnie chaos on then eh an integrated development environment and studio for you Marco D M R studio. So making it easier both for people at the infrastructure layer to run em are on their eks environments and make it available within their organizations but also simplifying life for data analysts and folks working with data so they can operate in that studio and not have toe mess with the details of the clusters underneath and then a bunch of innovation in red shift. We talked about Aqua already, but then we also announced data sharing for red Shift. So this makes it easy for red shift clusters to share data with other clusters without putting any load on the central producer cluster. And this also speaks to the theme of simplifying getting data from point A to point B so you could have central producer environments publishing data, which represents the source of truth, say into other departments within the organization or departments. And they can query the data, use it. It's always up to date, but it doesn't put any load on the producers that enables these really powerful data sharing on downstream data monetization capabilities like you've mentioned. In addition, like Swami mentioned in his keynote Red Shift ML, so you can now essentially train and run models that were built in sage maker and optimized from within your red shift clusters. And then we've also automated all of the performance tuning that's possible in red ships. So we really invested heavily in price performance, and now we've automated all of the things that make Red Shift the best in class data warehouse service from a price performance perspective up to three X better than others. But customers can just set red shift auto, and it'll handle workload management, data compression and data distribution. Eso making it easier to access all about performance and then the other big one was in Lake Formacion. We announced three new capabilities. One is transactions, so enabling consistent acid transactions on data lakes so you can do things like inserts and updates and deletes. We announced row based filtering for fine grained access control and that unified governance model and then automated storage optimization for Data Lake. So customers are dealing with an optimized small files that air coming off streaming systems, for example, like Formacion can auto compact those under the covers, and you can get a 78 x performance boost. It's been a busy year for prime lyrics. >>I'll say that, z that it no great great job, bro. Thanks so much for coming back in the Cube and, you know, sharing the innovations and, uh, great to see you again. And good luck in the coming here. Well, >>thank you very much. Great to be here. Great to see you. And hope we get Thio see each other in person against >>I hope so. All right. And thank you for watching everybody says Dave Volonte for the Cube will be right back right after this short break

>>from around the globe. It's the Cube with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. Welcome back to the Cubes Coverage of 80 Bus Reinvent 2020. This is the Cube virtual. I'm your host, John Ferrier normally were there in person, a lot of great face to face, but not this year with the pandemic. We're doing a lot of remote, and he's got a great great content guest here. Rebecca Weekly, who's the senior director and senior principal engineer at for Intel's hyper scale strategy and execution. Rebecca. Thanks for coming on. A lot of great news going on around Intel on AWS. Thanks for coming on. >>Thanks for having me done. >>So Tell us first, what's your role in Intel? Because obviously compute being reimagined. It's going to the next level, and we're seeing the sea change that with Cove in 19, it's putting a lot of pressure on faster, smaller, cheaper. This is the cadence of Moore's law. This is kind of what we need. More horsepower. This is big theme of the event. What's what's your role in intel? >>Oh, well, my team looks after a joint development for product and service offerings with Intel and A W s. So we've been working with AWS for more than 14 years. Um, various projects collaborations that deliver a steady beat of infrastructure service offerings for cloud applications. So Data Analytics, ai ml high performance computing, Internet of things, you name it. We've had a project or partnership, several in those the main faces on thanks to that relationship. You know, today, customers Committee choose from over 220 different instance types on AWS global footprint. So those feature Intel processors S, P. J s ai accelerators and more, and it's been incredibly rewarding an incredibly rewarding partnership. >>You know, we've been covering Intel since silicon angle in the Cube was formed 10 years ago, and this is what we've been to every reinvent since the first one was kind of a smaller one. Intel's always had a big presence. You've always been a big partner, and we really appreciate the contribution of the industry. Um, you've been there with with Amazon. From the beginning, you've seen it grow. You've seen Amazon Web services become, ah, big important player in the enterprise. What's different this year from your perspective. >>Well, 2020 has been a challenging here for sure. I was deeply moved by the kinds of partnership that we were able to join forces on within telling a W s, uh, to really help those communities across the globe and to address all the different crisis is because it it hasn't just been one. This has been, ah, year of of multiple. Um, sometimes it feels like rolling crisis is So When the pandemic broke out in India in March of this year, there were schools that were forced to close, obviously to slow the spread of the disease. And with very little warning, a bunch of students had to find themselves in remote school out of school. Uh, so the Department of Education in India engaged career launcher, which is a partner program that we also sponsor and partner with, and it really they had to come up with a distance learning solutions very quickly, uh, that, you know, really would provide Children access to quality education while they were remote. For a long as they needed to be so Korean launcher turned to intel and to a W s. We helped design infrastructure solution to meet this challenge and really, you know, within the first, the first week, more than 100 teachers were instructing classes using that online portal, and today it serves more than 165,000 students, and it's going to accommodate more than a million over the fear. Um, to me, that's just a perfect example of how Cove it comes together with technology, Thio rapidly address a major shift in how we're approaching education in the times of the pandemic. Um, we also, you know, saw kind of a climate change set of challenges with the wildfires that occurred this year in 2020. So we worked with a partner, Roman, as well as a partner who is a partner with AWS end until and used the EEC Thio C five instances that have the second Gen Beyond available processors. And we use them to be able to help the Australian researchers who were dealing with that wildfire increase over 60 fold the number of parallel wildfire simulations that they could perform so they could do better forecasting of who needed to leave their homes how they could manage those scenarios. Um, and we also were able toe work with them on a project to actually thwart the extinction of the Tasmanian Devils. Uh, in also in Australia. So again, that was, you know, an HPC application. And basically, by moving that to the AWS cloud and leveraging those e c two instances, we were able to take their analysis time from 10 days to six hours. And that's the kind of thing that makes the cloud amazing, right? We work on technology. We hope that we get thio, empower people through that technology. But when you can deploy that technology a cloud scale and watch the world's solve problems faster, that has made, I would say 2020 unique in the positivity, right? >>Yeah. You don't wanna wish this on anyone, but that's a real upside for societal change. I mean, I love your passion on that. I think this is a super important worth calling out that the cloud and the cloud scale With that kind of compute power and differentiation, you gets faster speed to value not just horsepower, but speed to value. This is really important. And it saved lives that changes lives. You know, this is classic change. The world kind of stuff, and it really is on center stage on full display with Cove. I really appreciate, uh, you making that point? It's awesome. Now with that, I gotta ask you, as the strategist for hyper scale intel, um, this is your wheelhouse. You get the fashion for the cloud. What kind of investments are you making at Intel To make more advancements in the clock? You take a minute, Thio, share your vision and what intel is working on? >>Sure. I mean, obviously were known more for our semiconductor set of investments. But there's so much that we actually do kind of across the cloud innovation landscape, both in standards, open standards and bodies to enable people to work together across solutions across the world. But really, I mean, even with what we do with Intel Capital, right, we're investing. We've invested in a bunch of born in the cloud start up, many of whom are on top of AWS infrastructure. Uh, and I have found that to be a great source of insights, partnerships, you know, again how we can move the needle together, Thio go forward. So, in the space of autonomous learning and adopt is one of the start ups we invested in. And they've really worked to use methodologies to improve European Health Co network monitoring. So they were actually getting a ton of false positive running in their previous infrastructure, and they were able to take it down from 50 k False positive the day to 50 using again a I on top of AWS in the public cloud. Um, using obviously and a dog, you know, technology in the space of a I, um we've also seen Capsule eight, which is an amazing company that's enabling enterprisers enterprises to modernize and migrate their workloads without compromising security again, Fully born in the cloud able to run on AWS and help those customers migrate to the public cloud with security, we have found them to be an incredible partner. Um, using simple voice commands on your on your smartphone hypersonic is another one of the companies that we've invested in that lets business decision makers quickly visualized insects insight from their disparate data sources. So really large unstructured data, which is the vast majority of data stored in the world that is exploding. Being able to quickly discern what should we do with this. How should we change something about our company using the power of the public cloud? I'm one of the last ones that I absolutely love to cover kind of the wide scope of the waves. That cloud is changing the innovation landscape, Um, Model mine, which is basically a company that allows people thio take decades of insights out of the mainframe data and do something with it. They actually use Amazon's cloud Service, the cloud storage service. So they were able Teoh Teik again. Mainframe data used that and be able to use Amazon's capabilities. Thio actually create, you know, meaningful insights for business users. So all of those again are really exciting. There's a bunch of information on the Intel sponsor channel with demos and videos with those customer stories and many, many, many more. Using Amazon instances built on Intel technology, >>you know that Amazon has always been in about startup born in the cloud. You mentioned that Intel has always been investing with Intel Capital, um, generations of great investments. Great call out there. Can you tell us more about what, uh, Amazon technology about the new offerings and Amazon has that's built on Intel because, as you mentioned at the top of the interview, there's been a long, long standing partnership since inception, and it continues. Can you take a minute to explain some of the offerings built on the Intel technology that Amazon's offering? >>Well, I've always happened to talk about Amazon offerings on Intel products. That's my day job. You know, really, we've spent a lot of time this year listening to our customer feedback and working with Amazon to make sure that we are delivering instances that are optimized for fastest compute, uh, better virtual memory, greater storage access, and that's really being driven by a couple of very specific workloads. So one of the first that we are introducing here it reinvents is the n five the n instant, and that's really ah, high frequency, high speed, low Leighton see network variants of what was, you know, the traditional Amazon E. C two and five. Um, it's powered by a second Gen Intel scalable processors, The Cascade late processors and really these have the highest all court turbo CPU performance from the on scalable processors in the club, with a frequency up to 4.5 gigahertz. That is really exciting for HPC work clothes, uh, for gaining for financial applications. Simulation modeling applications thes are ones where you know, automation, Um, in the automotive space in the aerospace industries, energy, Telkom, all of them can really benefit from that super low late and see high frequency. So that's really what the M five man is all about, um, on the br to others that we've introduced here today and that they are five beats and that is that can utilize up thio 60 gigabits per second of Amazon elastic block storage and really again that bandwidth and the 260 I ops that it can deliver is great for large relational databases. So the database file systems kind of workload. This is really where we are super excited. And again, this is built on Cascade Lake. The 2nd 10. Yeah, and it takes It takes advantage of many different aspects of how we're optimizing in that processor. So we were excited to partner with customers again using E. B s as well as various other solutions to ensure that data ingestion times for applications are reduced and they can see the delivery to what you were mentioning before right time to results. It's all about time to results on the last one is t three e. N. 33 e n is really the new D three instant. It's again on the Alexa Cascade Lake. We offer those for high density with high density local hard drive storage so very cost optimized but really allowing you to have significantly higher network speed and disk throughput. So very cost optimized for storage applications that seven x more storage capacity, 80% lower costs given terabytes of storage compared to the previous B two instances. So we will really find that that would be ideal for workloads in distributed and clustered file system, Big data and analytics. Of course, you need a lot of capacity on high capacity data lakes. You know, normally you want to optimize a day late for performance, but if you need tons of capacity, you need to walk that line. And I think the three and really will help you do that. And and of course, I would be absolutely remiss to not mention that last month we announced the Amazon Web Services Partnership with us on an Intel select solution, which is the first, you know, cloud Service provider to really launching until select solution there. Um, and it's an HPC space, So this is really about in high performance computing. Developers can spend weeks for months researching, you know, to manage compute storage network software configuration options. It's not a field that has gone fully cloud native by default, and those recipes air still coming together. So this is where the AWS parallel cluster solution using. It's an Intel Select solution for simulation and modeling on top of AWS. We're really excited about how it's going to make it easier for scientists and researchers like the ones I mentioned before, but also I t administrators to deploy and manage and just automatically scale those high performance computing clusters in Aws Cloud. >>Wow, that's a lot. A lot of purpose built e mean, no, you guys were really nailing. I mean, low late and see you got stories, you got density. I mean, these air use cases where there's riel workloads that require that kind of specialty and or e means beyond general purpose. Now, you're kind of the general purpose of the of the use case. This is what cloud does this is amazing. Um, final comments this year. I want to get your thoughts because you mentioned Cloud Service provider. You meant to the select program, which is an elite thing, right? Okay, we're anticipating Mawr Cloud service providers. We're expecting Mawr innovation around chips and silicon and software. This is just getting going. It feels like to me, it's just the pulse is different this year. It's faster. The cadence has changed. As a strategist, What's your final comments? Where is this all going? Because this is pretty different. Its's not what it was pre code, but I feel like this is going to continue transforming and being faster. What's your thoughts? >>Absolutely. I mean, the cloud has been one of the biggest winners in a time of, you know, incredible crisis for our world. I don't think anybody has come out of this time without understanding remote work, you know, uh, remote retail, and certainly a business transformation is inevitable and required thio deliver in a disaster recovery kind of business continuity environment. So the cloud will absolutely continue on continue to grow as we enable more and more people to come to it. Um, I personally, I couldn't be more excited than to be able Thio leverage a long term partnership, incredible strength of that insulin AWS partnership and these partnerships with key customers across the ecosystem. We do so much with SVS Os Vives s eyes MSP, you know, name your favorite flavor of acronym, uh, to help end users experience that digital transformation effectively, whatever it might be. And as we learn, we try and take those learnings into any environment. We don't care where workloads run. We care that they run best on our architecture. Er and that's really what we're designing. Thio. And when we partner between the software, the algorithm on the hardware, that's really where we enable the best and user demand and the end use their time to incite and use your time to market >>best. >>Um, so that's really what I'm most excited about. That's obviously what my team does every day. So that's of course, what I'm gonna be most excited about. Um, but that's certainly that's that's the future that you see. And I think it is a bright and rosy one. Um, you know, I I won't say things I'm not supposed to say, but certainly do be sure to tune into the Cube interview with It's on. And you know, also Chatan, who's the CEO of Havana and obviously shaken, is here at A W s, a Z. They talk about some exciting new projects in the AI face because I think that is when we talk about the software, the algorithms and the hardware coming together, the specialization of compute where it needs to go to help us move forward. But also, the complexity of managing that heterogeneity at scale on what that will take and how much more we need to do is an industry and as partners to make that happen. Um, that is the next five years of managing. You know how we are exploding and specialized hardware. I'm excited about that, >>Rebecca. Thank you for your great insight there and thanks for mentioning the Cube interviews. And we've got some great news coming. We'll be breaking that as it gets announced. The chips in the Havana labs will be great stuff. I wouldn't be remiss if I didn't call out the intel. Um, work hard, play hard philosophy. Amazon has a similar approach. You guys do sponsor the party every year replay party, which is not gonna be this year. So we're gonna miss that. I think they gonna have some goodies, as Andy Jassy says, Plan. But, um, you guys have done a great job with the chips and the performance in the cloud. And and I know you guys have a great partner. Concerts provide a customer in Amazon. It's great showcase. Congratulations. >>Thank you so much. I hope you all enjoy olive reinvents even as you adapt to New time. >>Rebecca Weekly here, senior director and senior principal engineer. Intel's hyper scale strategy and execution here in the queue breaking down the Intel partnership with a W s. Ah, lot of good stuff happening under the covers and compute. I'm John for your host of the Cube. We are the Cube. Virtual Thanks for watching

>>from >>around the globe. It's the Cube with digital coverage of AWS reinvent 2020. Special coverage sponsored by A. W s Global Partner Network. >>Welcome back to the cubes. Coverage of reinvent 2020 virtual. Three weeks. We're here covering all the action. Virtually Mister Cube. Virtual normally were in person. This year. We're remote. It's cute. Virtual. We are the cube virtual. And I'm please have a great guest here, man. Who? Car Kumar, Who's the VP of product market Nutanix. Um, the tons of deep coverage on Nutanix over the years we followed the this company since its inception almost over just over 10 years ago. Uh, medic are Welcome to the Cube. Thanks for coming on today. >>Nice to be here, John. >>Were part of the A p. M. Partner experience programming in within. The reinvent is a big day here. Um, you guys are a big part of it. You you have such a great partnership with a W s. You have product on on a W s, which is a high distinction in the in the spirit of their partnership technology rise. Can you tell us real quick? A quick update on the partnership with AWS. What is it? How's it going? What's new? >>So I think about it. We had a dot next John, and as part of that, we announced something called Nutanix clusters. And as part of that cluster that's our hybrid, uh, solution. Basically, what we're saying is we have a lot of customers who certainly had to, you know, take years or maybe even months of digital transformation. And then all of a sudden, they have to now figure out how do I go toe elastic work Lord, in a few weeks. So we were seeing a lot of our customers coming to us and saying, Hey, we really need help with this. We no longer in a situation where we have to go on by a silver and rack and stack that and then, you know, manage all of that over a pair of month. We really need to do something in few weeks, and when we do that, we need some tools that we are really familiar with and something that can help us get toe cloud as quickly as possible. So we were seeing this a lot even before the macro conditions. So sometime around August, we as part of our annual conference. We did announce a partnership with Data Blue s where now you can run an entire Nutanix cluster with all of its products on AWS bare metal as well. And that's the hybrid solution that we're talking about John today. >>That's awesome. And in line with the major themes and waves from the announcements from Andy Jassy and slew of kind of higher level services because the co fit pandemic really highlights this digital transformation of cloud bursting Thio. You know, deploying quicker in the cloud, being more agile and having speed thio value because you need it because of the world's changed. But it's also highlighted. This is a key theme. I want to get your reaction. Teoh is the hybrid Cloud E. I mean, it's been out there. We saw Outpost two years ago, and it's been kind of filling in and and now the environment is clear, right? The enterprises they're saying, I have to operate on premises and in the cloud the same kind of way, but I'm going to do different things. It's not just lift and shift. Throw in the cloud that's been there, done that. It's different. Now it's operating models and environment. Two different environments operate the same. Your reaction. >>That's exactly right. In fact, what we're seeing is from an i d perspective. The new reality is multiple environments on those environments. You know, it could be your, of course, your private data center. It could be your public cloud. Sometimes it could even be the edge and so on. And every time what we see is if you don't have the portability off your workload, you have to kind of redo a whole bunch of things. You have to re factor your applications. You have to go maybe even re skill, your entire workforce. And so there's a lot of overhead involved. Whenever portability is involved in The new reality is that you have to have portability, which is the reason why we see, even with kubernetes, taking such a strong hole in a lot of these organizations. So we've we've been seeing a bunch of different use cases come to us as well. Some customers saying, Hey, that's great that we have all of these multiple tools, but I want consistency. I want consistency in the constructs off the way I manage my i t If I'm managing some workload abs in a different way on Prem, I want to maintain that also in Public Cloud. How do I do that? So clusters really tries to address that gap. In fact, another story I will tell you, John, is that disaster recovery is one of those use cases that we're seeing quite a lot in these conditions as well. We had one customer come to us based in Oregon and they had, of course, you've heard about the fires over there, and they did not really have a disaster recovery plan. So what do you do in situations like that? You have to rely on cloud. So within four hours, we were able to help them to take, you know, their entire infrastructure and have a recovery plan directly into the cloud. So you're seeing a lot off. You use cases like that to, >>you know, that's interesting. The d. R. That recovery is a great one of many use cases, but it highlights the pandemic surge of the change right that the sea change. It's so fast. Okay, Yeah, disaster recovery. We're gonna cloud great solution. But because of the personnel challenges. It also works well, too. So this is the theme. You know, personnel may or may not be available. I got to get to the cloud. I gotta have everything. Software run. Everything is being run by software. So this kind of brings up my favorite topic, which is a big part of the this year's event, which is architecture and edge. And you're starting to see not to pat myself on the back. But I kind of predicted a couple of years ago that there is no edge of its cloud, right. It's cloud public cloud you got on premise Edge data centers a big edge. I mean, it's all the one thing, right? So edges big now, right? And now people working at home, it's an edge, and it highlights all the security issues. So how do you operate that? Yeah, this is a huge challenge. Yeah, >>of course. I think what you touched upon is ah, massive shift that we have seen over the years. As you said, right? Even if you look at things like Calico, for example, first, over a massive shift from hardware specialized hardware to virtualized network functions, for example, which will virtual machines, and I think we are seeing a bigger shift also now where virtual machines are now moving over to containers. And because these are all micro services and very tiny, so to speak, you can run it anywhere and hopefully and commodity hardware. So throughout the years, if you look at if you followed Nutanix, we have followed the path where we started off with hyper hyper converge infrastructure, and that was virtual izing your entire data center stack so you could take storage. Network compute, and now it's completely software defined or virtualized. Whatever you wanna call it, you can run it on any commodity hardware or hardware off your choice. What we see now is that we want toe. Apply that same principle off, being ableto right once, and run anywhere and be agnostic to the underlying layers, even for cloud. So, just as you could take and run your entire Nutanix platform on, create virtual machines and containers on a HP or Dell box, you can now also take that and also run it on Public Cloud, for example. Yeah, that's a great >>point. I mean, I want to just that's the first. That's a great point that's been in your mission from day one. But I wanna ask you if I don't if you don't mind on the edge one topic that's come up a lot, um, this week on we've been reporting on this before. Reinvent I think a VM world that came up a few months ago, um, purpose built edge devices in the old days were purpose built. They were purpose built with, you know, up and down the stack from hardware supply chain all the way. It's software. But when you're kind of getting at is kind of this new use case where you can have a purpose built edge device, whether it's a you know, wearable or machine sensors or whatever machines and still run software on their trusted software suffer defined. This is a key point. Can you can you unpack that this piece? Because I think this is kind of where the rubber meets the road, because if you can be software operated, you can go to that device. It could still be purpose built. >>You still function >>with software >>that that's exactly right. So if you think about it at the end of the day, if you're running some sort of an application or a workload. I always say you need compute, you need storage and you need networking. And we started off with physical hardware than with virtual machines and now with containers. But at the containers level or at the virtual machine level, the application doesn't really care about the underlying pieces right, And that's been our principal when we created the entire Nutanix stack on virtualized everything. So with the Newtown in stock you could take, you know we have our own hyper visor, but we also support others as well, so you can create virtual machines. You can create containers, you could have storage network. And now, because we are agnostic, you can actually run it on hardware off your choice or an environment off your choice. What's more important, though here is that you know the same set of tools that you used to manage. Your data center is now also available available to you to be able to manage it on other environments to in this case it's AWS, or if you decide to run it in any other environment, it would be the exact same. Construct the exact same automation scripts. >>And that, really is what seamless really means. Matt Kuchar. Thanks for coming on and sharing that inside. I want to get your thoughts as we wrap up here. Um, if you could tease out the most important feature or benefit or technology solution up with of the Nutanix on AWS because you know and reinvent, there's a lot of sessions people can go to. You guys have your own. Build your workshop, build your own hybrid cloud workshop. People should check that out. But you know your product marketing your job is to figure out what people really love the most about it. So, you know, here at reinvent this week, what's the most important thing? What should people pay attention to with Nutanix and AWS? >>Yeah, I think it's for us. Uh, I see myself as a developer. Still are our technical person, and for me, what I what really excites me about clusters is through the freedom of choice. I can choose to run it on the environment of my choice in this case is AWS, But there are some Enberg cost benefit features that's in there, you know, as you know, if you create something in the cloud. You don't necessarily think off cloud or cost. You create something that runs all the time, but you often have to worry about Hey, how much is going to cost this? So one of things that we did right as part of clusters is a hibernate feature. And what it allows you to do is that when you're not using clusters, you just like your laptop. You close the screen, you hit the hibernate button on it takes the entire state of your cluster and saves it on s three bucket. And when you're ready, toe reignited. You just hit the resume button. So when you're not using it using the true fundamentals of cloud, you are actually saving costs. That's one of the thing I think is something that will really excite a lot of I. D folks like me. >>Well, you know, being technical, being on the right wave. Software defined software operated infrastructure, automation, speed, consistency, multiple environments operating consistently. This is the Holy Grail is what we want and you guys are doing it. Congratulations. And and have a good Have a good conference. Thanks. >>All right. Thanks. So >>Okay. So cubes coverage of aws reinvent 2023 weeks. We're here. Virtually this. The cube. We are the cube Virtual. I'm John Furry, your host. Thanks for watching.