[Music] hello and welcome to this cube conversation here in Palo Alto California I'm John for your host of the cube we're here the very special guest I met while he is CEO of informatica newly appointed CEO about a month ago a little over a month ago had a product before that been with informatics in 2013 informatica went private in 2015 and has since been at the center of the digital transformation around data data transformation data privacy data everything around data and value in AI that made great to see you and congratulations on the new CEO role at informatica so thank you all it's good to be back here John it's been great to follow you and for the folks who don't know you you've been a very product centric CEO your products and CEO as they call it but also now you have a company in the middle of the transformation cloud scale is really mainstream enterprises look at multi cloud hybrid cloud this is something that you've been on for many many years we've talked about it so now that you're in charge you get the ship you get the wheel and you're in your hands were you taking it what is the update of informatica give us the update well thank you solook business couldn't be better I think to give you a little bit of color wavy coming from the last couple of years informatica went through a huge amount of transformation all things trying to transform our business model pivoting to subscription all things heavily bet into cloud the new workloads as we talked about and all things new like AI to give a little bit of color we basically exited it last year with a billion dollars of ARR not just revenue so we're a billion-dollar AR our company and as we pivot it to subscription as subscription business for the last couple of years has been growing north of 55 percent so that's the scale at which we are running multi-billion dollars and if you look at the other two metrics which we keep very click near and dear to hard one is innovation so we are participated in five magic quadrants and we are the leader in all five magic quadrants five one five as we like to call it Gartner Magic Quadrant very very critical to us because innovation in the tech is you know is very important also customer loyalty very important to us so we again were the number one in customer satisfaction continues to grow sore last IDC survey our market share continue to grow and be the number one in all our markets so business couldn't be at a better place where we are and what again some of the business discussed which first method on the Magic Quadrant front it's very difficult the folks that aren't in the club is to understand that to participate in multiple magic quadrants with many many do is hard because clouds horizontally scalable magic partners used to be old IT kind of categories but to be in multiple magic quadrants is the nature of the beast but to be a leader is very difficult because magic question doesn't truly capture that if you just appear play and then try to be cloud so you guys are truly that horizontal brand and and technology we've covered this on the cube so there's no secret but I want to get your comments on to be a leader and today in these quadrants you have to be on all the right waves you've got data warehouses are growing and changing at the rise of snowflake you guys partner with data bricks again machine learning and AI changing very rapidly and there's a huge growth wave behind it as well as the existing enterprises who were you know transforming you know analytics and operational workloads this is really really challenging can you just share your thoughts on why is it so hard what are the some of the key things behind these trends we can analytics I guess you can do if it's just analytics without great but this is a this horizontal data play is not easy can you share why no so yes first we are actually a I would say a very hidden secret we're the only software company and I'll say that again the only software company that was the leader in the traditional world traditional workloads legacy on-premise and via the leader in the cloud workloads not a single software company can say that they were the leader when they were started 27 years ago and there's still the leader in the magic quadrants today our cloud by the way runs at 10 trillion transactions a month scale and obviously we partner with all the hyper scalars across the board and our goal is to be the Switzerland of data for our customers and the question you ask is is a critical one when you think of he business drivers what a customer's trying to do one of them is all all things cloud all things the eye is obviously there but one is all data warehouses are going to cloud we just talked about that moving workloads to cloud whether it is analytical operational basically we have front and center helping customers do that second a big trend in the world of digital transformation is helping our customers customer experience and driving that fueling that is a master data management business so on and so products behind that but driving customer experiences big big driver of our growth and the third one is no large enterprise can live without data governance need a privacy man this is a thing today right you got to make sure that you deliver good governance whether it's compliance oriented or brand oriented privacy and risk management and all three of them basically span the business initiatives that feature into those five magic quadrants our goal is to play across all of them and that's what we do Pat Cal senior had a quote on the cube many years ago he said if you're not on the right wave you could be driftwood its meaning you're gonna get crashed oh sorry well a lot of people have we've seen a lot of companies have a good skill and then get washed away if you will by a wave you're seeing like AI and machine learning we talked a little bit about that you guys are in there I want to get your thoughts on this one is there whenever this executive changes there's always questions around you know what's happening with the company so I want you to talk about the state of informatica because you're now the CEO there's been some changes has there been a pivot has there been a sharpening focus what's going on with informatica so I think I'm cool right now is to scale and hyper scale that's the word I mean we're in a very strong position in fact we use this phrase internally within the company next phase of great we're at a great place and we are chartering the next phase of great for the company and the cool there is helping our customers I talked about these three big big initiatives that companies are investing in data warehousing and analytics going to the cloud transforming customer experiences and data governance and privacy and the fourth one that underpins all of them is all things a I mean as we've talked about before right all of these things are complex hard to do look at the volume and complexity of data and what we're investing in is what we call native ai ai needs data data needs AI as I always said right and we are investing in AI to make these things easy for our customers to make sure that they can scale and grow into the future and what we've also been very diligent about this partnering we partnered very well with the hyper scalars like whether it's AWS Microsoft whether it's GCP snowflake great partner of ours data brick skate part of ours tableau great partner of ours we have a variety of these partners and our cool is always customer first customers are investing in these technologies our goal is to help customers adopt these technologies not for the sake of technologies but for the sake of transforming those three business initiatives I thought you brought up I was gonna ask you the next question but snowflake and data versus data Brooks has been on the cube Holly a great that's a good friend of ours and he's got chops you Stan I'm not Stanford Berkeley he'll kill me with that if it's ow he's but beta Brooks is doing well they made some good bets and it's paying off of them snowflake a rising star Frank's Lubin's over there now they are clearly a choice for modern data warehouses as is any of us redshift how are you working with snowflake how do you take advantage of that can you just unpack your relationship with snowflake it's a it's a very deep partnership our goal is to help our customers you know as they pick these technology choices for data warehousing an example where snowflake comes into play to make sure that the underlying data infrastructure can work seamlessly for them see customers build this complex logic sitting in the old technologies as they move to anything new they want to make sure that that transition migration is seamless as seamless as it can be and typically they'll start something new before they retire something old with us they can carry all of that business logic for the last 27 years their business logic seamlessly and run natively in this case in the cloud so basically we allow them this whole from tool and also the ability to have the best of breed technology in the context of data management to power up these new infrastructures where they are going let me ask you the question around the industry trends what are the top and trends industry trends that are driving your business and your product direction and customer value look digital transformation has been a big trend and digital transformation has fueled all things like customer experiences being transformed so that remains a big vector of growth I would say cloud adoption is still relatively literally inning so no you love these balls we can still say what second third inning as much as we would like to believe cloud has been their customers mode with their analytical workloads first still happening the operational workloads are still in its very very infancy so that is still a big vector of growth and and a big trend that we see for the next five plus years and you guys in the middle of that oh absolutely yeah absolutely because if you're running a large operational workload it's all about the data at the end of the day because you can change the app but it's the data that you want to carry the logic that you've written that you want to carry and we participate in that I have ashes before but I want to ask you again because I want to get the modern update because pure cloud born in the cloud like you know startups and whatever it's easy to say that do that everyone knows that hybrid is clear now everyone that sees that as an architectural thing Multi cloud is kind of a state of I have multiple clouds but being true multi-cloud a little bit different maybe downstream conversation but certainly relevant so as cloud evolves from public cloud hybrid and maybe multi or certainly multi how do you see those things evolving for informatica well we believe in the word hybrid and I define hybrid exactly as these two things one is hybrid is multi cloud you can have hybrid clouds second is hybrid means you're gonna have ground and cloud interoperate for a period of time so to us we sit in the center of this hybrid cloud trend and our goal is to help customers go cloud native but make sure that they can run whatever was the old business that they were running as much possible in the most seamlessly before they can at some point cut over and which is why as I said I've been our cloud native business a cloud platform which we call informatica intelligent cloud services runs at scale globally across the globe by the way on all hyper scalars at ten plus trillion transactions a month but yet we will allowed customers to run their own Prem technologies as much as they can because they cannot just rip the band-aid over there right so multi cloud ground cloud our goal is to help customers large enterprise customers manage that complexity their AI plays a big role because these are all very complex environments and our investment in AI our REI being called Claire is to help them manage that as in an as automated way as seen this away and to be honest the most important thing for them is in the most governed way because that's where the biggest risk risks come into play that's where our investments let's say what customers per second I want to get your thoughts on this because at Amazon reinvent last year in December it was a meme going around on the queue that we that we start on the cube called if you think the tea out of cloud native it's cloud naive and so the the the point was is to say hey doing cloud native makes sense in certain cases but if you're not really thinking about the overall hybrid and the architecture of what's going on you kind of could get into a night naive situation so I asked any of this and I want to ask you any chat so I'll ask you the same question is that what would be naive for a customer to think about cloud so they can be cloud native or operate in a cloud what are some of the things they should avoid so they don't fall into that naive category now you've been you know I hey I'm doing cloud yeah for clouds sake I mean so there's kind of this perception have you got to do cloud right mm-hmm what's your view on cloud native and how does people avoid the cloud naive label it's it's a good question I think to me when I talk to customers and hundreds of them across the globe is I meet them in a year is to really think of their cloud as a reference architecture for at least the next five years if not I'm a technology changes think of a reference architecture for the next five years and in that you got to think of multiple best-of-breed technologies that can help you I mean you got to think best-of-breed as much as possible now you're not going to go have hundreds of different technologies running around because you got to scale them but think as much as possible that you are Best of Breed yet settled to what I call a few platforms as much as possible and then make sure that you basically have the right connection points across different workloads will be optimal for different let's say cloud environments analytical workload and operation workload a financial workload each one of them will have something that will work best in somewhere else right so to me putting the business focus on what the right business outcome is and working you will be back to what cloud environments are best suited for that and building that reference architecture thoughtfully with a five-year goal in mind then jumping to the next most exciting thing hot thing and try to experiment your way through it that will not scale would be the right way to go yeah it's not naive to be focusing on the business problems and operating it in a cloud architecture this is what you're saying okay so let's talk about like the customer journey around AI because this has become a big one you guys been on the AI way for many many years but now that it's become full mainstream enterprise how are the applications software guys looking at this because if I'm an enterprise and I want to go cloud native app to make my apps work yes apps are driving everything these days and you guys play a big role data is more important than ever for applicants what's your view on the app developer DevOps market so to me the big chains of VC in fact we're gonna talk a lot about that in a couple of months when we are at informatica world our user conference in May is how data is moving to the next phase and it's what developers today are doing is that they are building the apps with data in mind first data first apps I mean if you're building let's see a great customer service app you gotta first figure out what all data do you need to service a customer before you go build an app so that is a very fundamental shift that has happened and and in that context what happens is that in a cloud native environment obviously you have a lot of flexibility to begin with that bring data over there and DevOps is getting complemented by what we see is data ops having all kinds of data available for you to make those decisions as you build an application and in that discussion you're near having before is that there is so much data that you will not be able to understand that investing in metadata so you can understand data about the data I called metadata as the intelligent data if you're an intelligent enterprise you gotta invest in metadata those are the places where we see developers going first and from their ground up building what we call apps that are more intelligent apps of the future not just business process apps cloud native versus cloud naive connotation we were just having is interesting you talk about Best of Breed I want to get your thoughts on some trends we're seeing seeing even in cybersecurity with RSA coming up there's been consolidation you saw our Dell Jesolo RSA 2 private equity company so you starting to see a lot of these shiny new toy type companies being consolidated in because there's too much for companies to deal with you're seeing also skills gaps but also skills shortages there's not enough people oh now you have multiple clouds you got Amazon you got Azure you got Google GCP you've got Oracle IBM VMware now you have a shortage problem true so this is putting pressure on the customers so with that in mind how are the customers reacting to this and what is best to breed really mean so that is actually a very good point look we all live in Silicon Valley so we get excited about the latest technology and we have the best of skills here even though we have a skills problem over here right think about as you move away from Silicon Valley and you start flying and I fly all over the world and you start seeing that if you're in the middle of nowhere there is not a whole lot of developers who understand the latest cutting-edge technology that happens here our goal has been to solve that problem for our customers look our goal is to help the developers but as much as possible provide the customers the ability to have a handful of skilled developers but they can still take our offerings and we abstract away that complexity so that they are dealing only at a higher level the underlying technology comes and goes and you know it will come and go 100 times they don't have to worry about that so our goal is abstract away the underlying changes in technology focus at the business logic layer and you can move you can basically run your business for over the course of 20 years and that's what we've done for customers customers were invested with us have run their businesses seamlessly for two decades three decades while so much technology has changed with a period of time and the cloud is right here scaling up so I want to get your thoughts on the different clouds I see Amazon Web Services number one the cloud hyper scalar we're talking pure cloud that gets more announcements more capabilities then you got a sure again hyper scale trying to catch up to Amazon more Enterprise focused are doing very very well on the enterprise I was I said on Twitter they're mopping up the enterprise because it's easy to have an install base there they've been leveraging your very well stuff in atella has done team done a great job that you got Google trying to specialize and figure out where they're gonna fit Oracle IBM everyone else as you'd have to deal with this you're kind of an arms dealer in a way with data I would love to say no hands but not absolute I'm dealing that's the bad analogy but you get my point you have to play well you have to it's not like an aspiration show your requirements you have to play and operate with value in all the clouds one how is that going and what are the different clouds like well I always begin with the philosophy that its customer first you go with the customers a queen and customers choose different technologies for different use cases as deems fit for them our job is to make sure our customers are successful so we begin with the customer in mind and we solve from there number two that's a big market there is plenty of room for everybody to play of course there is competition across the board but plenty of room for everybody to play and our job is to make sure that we assist all of them to help at the end of the day our joint customers we have great success stories with all of them again you get in mind the end customer so that has always been informatic as philosophy customer first and we partner with a critical strategic partners in that context and and we invest and we've invested with all of them deep partnerships of all of them they've all been at informatica well you've seen them so again as I said and I think the easiest way we obviously believe they do this incident of data but keep the customer in mind all the time and everything follows from there what is multi-cloud me to your customers if your customer centric obviously we hear people say yeah I use this for that and I get that when I talk to CIOs and see says with his real dollars and interact on the business there tends to be a gravitational pull towards one cloud a lot of people are building their own stacks in house development has shifted to be very DevOps I'm cloud native and then I'll have a secondary cloud but they recognize that they have multiple clouds but they're not spreading their staff around for the reasons around skill shortage yeah are you seeing that same trend and to what do you see is multi cloud well it is 1d cloud I think I think people sometimes don't realize they're already in a multi cloud world I mean you have so many SAS applications running around right look around that so whether you have work day with your salesforce.com and I can keep going on and on and on right there are multiple similarly multi platform clouds are there right I mean people are using hash or for some use case they may want to go a dime us for certain other negative use cases so quite naturally customers begin with something to begin with and then the scale from there but they realize as we as I talk to customers I realize hey look I have use cases and they're optimally set for some things that are multi-cloud and they'll end up there but they all have to begin somewhere before they go somewhere so I have multiple clouds which I agree with you by the way and talking about this one cube a lot there's multi multiple clouds and then this interoperability among clouds I mean remember multi-vendor back in the old days multi-cloud it kind of feels like a multi vendor kind of value proposition but if I have Salesforce or workday in these different clouds in Amazon where I'm developing or Azure what is the multi cloud interoperability is it the data control plane what problems are the customers facing and the challenge that they want to turn into opportunities do a good example multi-cloud see a good example one of the biggest areas of growth for us is helping a customers transform the customer experience now if you think about an enterprise company that is thinking about having a great understanding of their customer now just think about the number of places that customer data sets one of the one of the big areas of investment viability the CRM product called salesforce.com right good customer data sits there but there could be where ticketing data sets there could be where marketing data sits there could be some legacy applications the customer data sits in so many places more often than not we realize when we talk to a customer it sits in at least 20 places within an enterprise and then there is so much customer data sitting outside of the firewalls of an enterprise right clickstream data where people had parts or shared a partner data so in that context bringing that data together becomes extremely important for you to have a full view of your customer and deliver a better customer experience from there so it is the cost the customers have the problem it's a huge problem right now huge problem right now across the board where cup a per customer like hey I want to serve my customer better but I need to know my customer better before I can serve them better so we are squarely in the middle of that helping and B being the Switzerland of data being fully understanding the application layer and the platform layer we can bring all that stuff and through the lens of our customer 360 which is fueled by our master data management product we allow customers to get to see that full view and from there you can service them better give them a next best offer or you can understand their lives either full lifetime value for customer so on and so forth so that's how we see the world and that's how we help our customers in this really fragmented cloud world that's your primary value proposition it's a huge value proposition and again as I said always think customer first I met you got your big event coming up this spring so looking forward to seeing you there I want to get your take as now that you're looking at the next great chapter of informatica what is your vision how do you see that twenty miles stare out in the marketplace as you execute again your product oriented CEO because your product chops now you're leading the team what's your vision what's the 20 mile stair well as simple as possible we're gonna double the company our goal is to double the company across the board we have a great foundation of innovation we put together and we remain paranoid all the time as to where and we always start to look where the world is going serve our customers and as long as we have great customer loyalty which we have today have the foundations of great innovation and a great team and culture at the company which we fundamentally believe in we basically right now have the vision of doubling the company that's awesome well really appreciate you taking the time one final question I want to get your thoughts on you know it's looking valley and in the industry starting to see Indian American executives become CEOs you now see you have informatica congratulations Arvind over at IBM sathi natella this has been a culture of the technology for generations I remember when I broken the business in the late 80s 90s this is the pure love of tech and the and the meritocracy of Technology is at play here this is a historic moment it's been written about but I want to get your thoughts on how you see it evolving and advice for young entrepreneurs out there future CEOs what's it take to get there what's it like what's your personal thoughts well first of all it's been a humbling moment for me to lead in from it's a great company and a great opportunity I mean I can say like it's the true Americans dream I mean I came here in 1998 I mean as a lot of immigrants Ted didn't have much in my pocket I went to business school I was deep in loans and and I believed in the opportunity and I think there is something very special about America and I would say something really special about Silicon Valley where it's all about at the end of the day value it's all about meritocracy the color of your skin and your accent and your those things don't really matter and I think we're such an embracing culture typically over here and my advice to anybody is that look believe and I genuinely use that word and I've gone through stages in my life where you sometimes doubt it but you have to believe and stay honest what you want and look there is no substitute to hard work sometimes luck does play a role but there is no substitute artwork and at the end of the day good things happen as we say that for the love of the game love attack your tech athlete love to love to interview and congratulate been great to follow your career get to know you and informatica it's great to see you at the helm thank you John pleasure being here I'm John 4 here is cube conversation in Palo Alto getting the update on the new CEO from informatics at MIT Walia friend of the cube and of course a great tech athlete and now running the great company I'm John forever here thanks for watching [Music] you [Music]

>> Voiceover: Live from Las Vegas it's theCUBE covering AWS re:Invent 2017. Presented by AWS, Intel, and our ecosystem of partners. (upbeat techno music) >> Okay, welcome back, everyone. Live here in Las Vegas where Amazon Web Services re:Invent 2017. Our fifth year covering. We missed the first year by one year, 2012. We couldn't make it. We were here 2013 and going forward. Or was it 2012? I don't know. I'm John Furrier with Lisa Martin. Our next guest is CUBE alumni number five in all time on CUBE visits. Famous venture capitalist partner at Greylock, Jerry Chen, former head of cloud at VMware, industry legend. Great to see you. >> Thanks for having me. >> That's quite the intro. >> Always an important guest. >> Oh, no. It's always an important stop at any conference. Like I said, if theCUBE's not there, it's not an event. How's that? >> Well, you're one of our most famous CUBE alumni. So, you're gonna get the credit card in the mail, with the Affinity program and all the benefits the alumni get. >> Thank you. >> John: Almost as good as Stanford. >> Almost as good. >> Okay, Jerry, thanks for coming on. I wanna just reminisce a little bit. 2013, your first time on theCUBE. It was small. We were on the other side over there. >> Jerry: Yeah. >> You were kind of mingling around looking for your first deal at Greylock. >> Jerry: Yeah. And you said, "I'm looking for the next Amazon." There was never a next Amazon, they just kept growing and growing. What a ride it's been. Jerry, your thoughts looking back now. >> Thank you. Well, thanks for having me. Like Moore's Law says, you double every 18 months in compute power. So, the Amazon or the cloud conference is the number of people are tripling every single year we've been here. The number of expos, the number of ecosystem partners has just been doubling, tripling. The number of services on Amazon's cloud has to be more than doubling every single year. So, Moore's Law is taken to the cloud in a different exponential way. >> And scale certainly is a dynamic. I was commenting on my post leading up to here, and my exclusive with Jassy, talking to him, trying to look at him and read the tea leaves. And it's clear to me, this is not him, my observation, the competitive strategy for Amazon is more services, speed, scale. They're raising the bar on the number of services that could be used, thus increasing their total addressable market. As more people use the cloud, more services are available. That's their plan. It's pretty clear. And the speed. Is that a competitive opportunity that blocks out other people? We talked before. You said, it's not a winner take all. It's winner take most. >> Jerry: Yeah. And Amazon's looking good. But you got Microsoft and Google. So, okay, I get that. >> Jerry: Don't forget Alibaba. >> Alibaba, they're number four worldwide. Number seven ... >> Jerry: Yep. Well, number one in China. But here's the deal. There's specialty clouds, there's new intelligent clouds that something Atella talks about. So it's an interesting dynamic, right. And Google, which almost has very little presence outside of North America is considered a new guard. A lot of developers love Google. >> Jerry: Yeah. So, you've got this kind of developer cult going on, that's very like a renaissance. Then you've got the IT. Almost sitting there like, not wondering what to do. Or do they? What's your thoughts? >> I don't know if IT's wondering what to do. So, you said a couple of things that are interesting. It's not a winner take all, or winner take most market. But, Amazon's launching all these new services. And so, what it is, when you have that scale the cost to serve another customer, the cost to lanch an additional service, is low. The marginal cost for yet another API on Amazon is low. So what Amazon has done so well is, there's a long tail of developer features and services that everybody wants. And they just keep adding them. There's only like 1000 developers that care about the service. The cost for Amazon to launch that is so low they can do that and have a positive ROI. So, if you're going to attack Amazon right now, you can't do the breadth of services. You've got to figure out a different vector of attacking. And so, you asked about Google. So Google is definitely taking the approach of two things. One, win developer love. Write a bunch of features around performance, storage, speed, they're doing really well. And number two, they're really doing a concentrated attack around some of their data and ML services. TensorFlow, and what not, that's getting a lot of attention. In contrast, you're going to see, I think, a lot of announcements tomorrow by Amazon or on ML and data services tomorrow. Because they're going to try and win the hearts and minds of the next generation of apps which could be around AI and data. >> And that's not low level parts of the stack. That's around the database layer. I mean, a new kind of middleware ... >> Correct. >> Is developing. >> I think you're seeing Amazon really attack the market in three different ways. One, the lowest level platform, infrastructure. Like storage, security, compute. >> John: Check. >> Check. You know, we see what they're doing there. Next is what I call the system of intelligence, right. It's how do you build AI or data. How to build a system of intelligence on top of that data. And that's where the battle is. The third area for Amazon is really these verticals, right. Their FedCloud, go after healthcare, go after financial services. So there's kind of a good market angle for these guys. So you'll see, I think, Andy and his team announce core infrastructure, system of intelligence tools around AI and data, and then a different good markets around healthcare, Government, financials, et cetera. >> It's interesting, you know, the developer attraction is interesting now. We were debating this on our opening, Lisa, where you know, IT controls the budgets and the enterprise. Certainly Government's the same way. And the old developer model is, join my developer program, here's a bunch of goodness, go build, go in the corner, we're going to tell you what to do, make it work, run the IT pipes, lay down some software applications and we're done. Ship it. QA, done. Now with cloud, the developers are driving the sentiment and now the freedom and the democratization of developers is interesting. So, does developers, this new cult I'm calling it, the new renaissance, are they going to drive the buying decision? It used to be the sales guy from Oracle or Olgar would come in and say, "Hey, I got a deal for you. I'll discount it by a zillion percent." Well, the developers don't want that. So you got this new force with the scale. So, it's interesting to see what we'll see from Amazon. >> Yeah. >> Again, I don't think this is going to be this year, but, this seems to be the trend that we've kind of talked about. Win the developers. Interesting. If you win the developers ... >> The dollars will follow. >> The dollars will follow or be the the new influencer ... >> Correct. >> To the decision maker of the deal. >> Yeah. >> And they've done that so well, I mean, one of the interesting things we're seeing now is advertising from AWS ... >> Jerry: Sure. >> Which we haven't really seen before. There were digital ads at the airport yesterday. They have done such a great job building awareness in the developer community. Really haven't had to advertise. You mention, also, Google getting Stickier binding to developers. The TensorFlow, Cooper Netties. >> Jerry: Correct. >> But, the advertising as a marker kind of speaks to me that are they trying to now go stronger to the enterprise and up the stack of the C Suite, the corporate boards. >> Jerry: Correct. To John's question, where is the buying power? Are you seeing a shift towards up the stack or are the developers now becoming stronger influencers in that case? >> It's never either or. I think its where you start and where you grow to. So I think Amazon did so well and Google's doing now is, you start with the developers because they're going to build the apps, you're going to make the decisions on what technology they use. But, you and I both know that's where you start but it's not how you finish. To get Sticky, you need security, operations, IT. So eventually the CIO or the CFO is going to write that seven figure, 10 figure, eight figure, nine figure deal to Amazon or to Google or to Agger because they're going to standardize on this cloud, this technology. If your business is running on Amazon, you're depending on Amazon. You know the CEO is going to make the decision, not just the developers. So, I think you start with the developer because they're going to make the right choices and you have to offer them the right set of tools and technologies, the right weapons. But ultimately, you build a house but someones going to pay for it and that's going to be the C Suite. >> Jerry, you've been involved in one of the best deals, seminal deals in the history of this new generation, Docker Containers. Container madness now turns into Cooper Nettie's madness. So you start to see at the top of the stack ... >> Jerry: Yeah. >> The application, the orchestration really tease that multi-cloud. So that's, although a lot of meat on the bone in my mind, but still certainly customers want choice. So what's your investment thesis these days as you see if it's a renaissance of developers, which we believe. And this ecosystem is going to grow, by the way, not just Amazon, you've got Microsoft, you've got Google, you've got Alibaba in China. So now, new gateways outside of North America. How do you invest in that and market? What's the strategy for Greylock? How are you guys looking at the market? Are there things that are new? Can you share some color around what goes on in the board meetings with all the investors? >> I would say there's probably two themes I'm thinking about right now to ride this wave around cloud. Both around the infrastructure layer and the app layer on top of it. So, I would say, whenever you see a new platform shift around mainframe client server, client sever cloud mobile, cloud mobile where we're at now. The first shift is always, take what I'm doing now and move it to cloud, right. And so I think that a lot of the tools you see now, database migration, how to transpose my data from one cloud to the next cloud. But what you see the second wave is, this cloud needed developers, right. These guys coming out of college, good men and women, that never racked a server. They're building cloud native databases, cloud native applications. And what you can do now, is you'll see another generation of applications being built, they'll look nothing like the generations behind, right. So the way you think about data, AI and apps will look very different. So there is a new sub-straight around data and applications in the cloud that we're looking at. >> An certainly, I know we've gotta go, we're going to have to bring you back, but, decentralization ... >> Jerry: Sure. >> You guys, Greylock, invested in CoinBase ... >> Jerry: Yes. >> You did very well, BitCoin is at 10,000. Crypto is hot. Token economics, potentially you looking good? >> I think you're going to have >> John: Look at the board. >> Yeah, I think that all things a hype cycle. You have a trial of disillusionment where the garner guys say, before you have any expectations. We will hit a crypto winter. But then it'll come back in some realization. There's a bunch of great technologies, great companies out there in the crypto space. CoinBase being one of them, we're lucky enough to be investors in. A bunch of other ICO's that are legitimate. But a bunch of stuff that's just noise. >> There's a lot of junk. You can see the ICO's are down now. So it looks like it's a little bit cold, the leaves are coming off the tree. >> I'd say in three or four years, I think BitCoin and some of these other assets will do well. Some of these other token services will do well. And a bunch won't exist. But they paved the way for, I think, a new paradigm. >> Well the new paradigm certainly will be CUBE Coin's (laughter) so look out for those, for all the CUBE alumni. >> Where do I sign up? >> No, you already get them. You're fifth on the all-time list. >> Now sixth. >> Jerry Chen is a CUBE alumni here inside the CUBE. Venture capitalist with Greylock. Tier one, big time investors in Silicon Valley. Great friend of the CUBE. Thanks for coming on sharing your commentary. I'm John Furrier with Lisa Martin, we'll be back with more coverage at re:Invent 2017 after this break. (digital music)