>>We're here at the Data cloud Summer 2020. Tracking the rise of the data cloud. We're talking about the ecosystem powering the next generation of innovation in cloud. You know, for decades, the technology industry has been powered by great products. Well, the cloud introduced a new type of platform that transcended point products. And the next generation of cloud platforms is unlocking data centric ecosystems where access to data is that the core of innovation tapping the resource is of many versus the capabilities of one. Casey McGee is here. He's the vice president of Global I S V. Sales at Microsoft in He's joined by Colleen Capsule, who is the VP of partnerships and global alliances that snowflake folks, welcome to the Cube. It's great to see you. Thanks. >>Very good to see you. Thank you. >>You're >>very welcome. So, Casey, let me start with you, please. Microsoft's get a long heritage. Of course, working with partners renowned in that regard built a unbelievable ecosystem, the envy of many in the industry. So if you think about as enterprises, they're speeding up their cloud adoption. What are you seeing is the role and the importance of ecosystem the i s v ecosystem specifically in helping make customers outcomes successful. >>Yeah, let me start by saying, we have, ah, 45 year history of partnerships. So from our very beginning as a company, we invested to build these partnerships. And so let me start by saying from day one we looked at a diverse ecosystem as one of the most important strategies for us, uh, both to bring innovation to customers and also to drive growth. And so we're looking to build that environment even today. So 45 years later, focused on how do we zero in on the business outcomes that matter most to >>customers usually >>identified by the industry that they're serving and so really building an ecosystem that helps us serve >>both the >>customers and the business outcomes They're looking to drive. And so we're building that ecosystem of SVs on the Microsoft cloud and focused on bringing that innovation as a platform provider through those companies. >>Okay, so let's let's stay on that for a moment if we can. I mean, you work with a lot of I s V s and you got a big portfolio of your own solutions. Now, sometimes they overlap with the I S V offerings of your partners. How do you balance the focus on, you know, First Party Solutions and third party I E S p Partner Solutions? >>Yeah, First and foremost, we're a platform company. So our whole intent is to bring value to that partner ecosystem. While sometimes that means we may have offers in market day that may complement one another. Our focus is really on serving the customer. So anytime we see that we're looking at what is the most desired outcome for a customer driving innovation into that into that specific business requirements? So for us, it's always focusing on the customer and really zeroing in on making sure that we're solving their business problems. Sometimes we do that together with partners like snowflakes. Sometimes that means we do that on our own. But the key for us is really deeply understanding what's important customer and then bringing the best of the Microsoft and Snowflakes scenarios to bear. >>You know, Casey, I appreciate that a lot of times people say Dave, don't Don't ask me that question. It's kind of uncomfortable. So, Colleen, I wanna bring you into the discussion. How does snowflake view this dynamic? Where you simultaneously partnering and competing sometimes with some of the big cloud companies on the planet? >>Yeah, Dave, I think it's a great question. And really, in this era of innovation, so many large companies, like Microsoft are so diverse in their products, said it's almost impossible for them to not have some overlap with most of their ecosystem. But I think Casey said it really well to long as we stay laser focused on the customer. Um, and there are a lot of very happy snowflake customers and happy as your customers, we really win together. And I think we're finding ways in which we're working better and better together, uh, from a technology standpoint and from a field standpoint. And customers want to see us come together and bring best of breed solution. So, um, I think we're doing a lot better, and I'm looking forward to our future to >>So Casey Snowflake, you know, they're really growing. They got a pretty large footprint on on Azure because they're gonna hundreds of customers here, you know, that are active on that platform. I >>wonder if you >>could talk about the product integration points that you kind of completed initially on then kind of what's on the horizon that you see is particularly important for your joint customers. >>You have to say so. One of the things that I love about this partnership is that while we start with what the customer wants, we bring that back into the engineering level relationship that we have between the two companies. And so that's produced some pretty, incredibly rich functionality together. So let me start by saying, You know, we've got eight azure regions today, with nine coming on soon on. So we have a geographic diversity that is important for many of our customers. We've also got a Siris of engineering level integrations that we've already built. So that's functionality for Azure privately because well, as integration between power bi I, Azure data factory and Azure data, like all of this back again to serve the business outcomes that are required for our customers. So it's this level of integration that I think really speaks to the power of the partnership, so were intently focused on the democratization of data. So we know that snowflake is the premier partner to help us do that so getting that right >>is >>key to enabling high concurrency use cases with large numbers of businesses, users coming together and getting the performance they expect. >>I appreciate that case because a lot of times, you know, look at the press release. Sometimes we laugh. We call them Barney deals. You know I love you, You love me. But I listened for, you know, the word engineering and integration. Those air sort of important triggers Colleen or Casey, too. But I want to start with Colleen. Anything you would add to that. Are there things that you guys have worked on together that you're particularly proud of, or maybe that have push the envelope and enabled new capabilities for customers Would have given you great feedback Any any examples you can share >>Great question on beer, definitely focusing on making sure stability is a core value for both of us, and so that what we offer that our customers can trust eyes going to work well and be dependable. So that's a key focus for us. Um, we're also looking at How can we advance into the future? What can we do around machine learning? It's a an area that's really exciting for a lot of the sea XO level leadership at our customers. So we're certainly focused on that. Um, and also looking at power bi I and the visualization of how do we bring these solutions together as well? I'd also say, at the same time, we're trying to make the buying experience frictionless for our customers. So we're also leveraging and innovating with azure is market place so that our customers can easily acquire Snowflake together with azure. And even that is being helpful for our customers. Casey, what are your thoughts too? Let me add to >>that. I think the work that we've done with power bi I is >>pretty >>pretty powerful. I mean, ultimately, we've got customers out there that are looking to better visualize the data better informed decisions that they're making so as much as a i n m l. And the inherent power of the data that's being stored within snowflake, um is important in and of itself. How r b I really unlocks that and helps drive better decisions, better visualization. Onda helped drive to decision outcomes that are important to the customer. So I love the work that we're doing on power by on stuff >>like, Yeah, >>you guys both mentioned, you know, machine learning. I mean, there really are an ecosystem of tools. And the thing to me about azure, it's It's all about Optionality you mentioned earlier case. You guys are a platform. So, you know, customer A may want to use power. Bi I. Another custom might want to use another visualization tool. Find from a platform perspective. You really don't care, do you? So I wonder, Colleen, if we could and again maybe case you can chime in afterwards. You guys, obviously everybody these days, but you particularly focused on customer outcomes. That's the sort of starting point and snowflake for sure, is built pretty significant experience Working with large enterprises and working along the side alongside of Microsoft. You get other partners in your experience what a customer is really looking for out of the two joint companies when they engage with Snowflake and Microsoft, so that one plus one is, you know, much bigger than 2 may be calling. You could start. >>Yeah, I definitely think that what our customers are looking for is both trust and seamlessness. They just want the technology to work. The beauty of snowflake is our ease of use. Um, so many customers have questions about their business. More so now in this guy, um, you know, pandemic world than ever before. So the seamlessness, the ease of use, um, the frictionless. All of these things really matter to our joint customers and seeing our teams come together to in the field to show. Here's how Snowflake and Azure are better together, um, in your local area and having examples of customers where we've had wind winds, which I'd say, Casey, we're getting more and more of those every day, frankly, so pretty exciting times Onda having our sales teams work as a partnership. Even though we compete, we know where we play well together on guy. See us doing that over and over again, more and more around the world to which is really important as snowflake pushes forward, you know, beyond the North America, geography ease into stronger and stronger in the global, um, regions where frankly, Microsoft had a long, storied history at, so that's very exciting, especially in Europe and Asia. >>Okay, so anything you would add to that >>Yeah, >>calling it's well said, I think it ultimately, what customers are looking for is that when our two companies come together, we bring new innovation, new ideas, new ways to solve old problems. And so I think what I love about this partnership is ultimately when we come together, whether it's engineering teams coming together to build new product, whether it's our sales and marketing teams out in front of the customers across that spectrum, I think customers looking for US toe help bring new ideas. And I love the fact that we've engineered this partnership to do to do just that. But ultimately we're focused on how do we come together and build something new and different? And I think we can solve some of the most challenging problems with the power of the data on the innovation that we're bringing to the table. >>I mean, you know, Casey, I mean, everybody is really quite an odd and amazed that Microsoft's transformation, um and really openness and willingness to really, really change and lean into some of the big waves. I >>wonder if you >>could talk about your multi platform strategy and what problems that you're solving in conjunction with snowflake. >>Yeah, let me start by saying, You know, I think as much as we appreciate that that feedback on on the progress that we've been striving for. I mean, we're still learning every day, looking for new opportunities to learn from customers from partners. And so, ah, lot of what you see on the outside is the result of a really focused culture really focusing on what's important to our customers focusing on how do we build diversity and inclusion to everything we do, whether that's within Microsoft with our partners or customers on. Ultimately, how do we show up? Aziz? One Microsoft. I call one Microsoft kind of the partners gift. It's ultimately how do our companies show up together? So I think if you look multi platform, we have the same concept, right? We have the Microsoft cloud that we're offering out in the marketplace. The Microsoft Cloud consists of what we're serving up. A Sfar is the platform consists what we're serving up for data and AI modern workplace on business applications. And so this multi cloud strategy for us is really focused on how do we bring innovation across each of the solution areas that matter most to customers And so I see, Really, the power of the snowflake partnership playing in there. >>Awesome calling. Are there any examples you can share Where, you know, maybe this partnership is unlocked. The customer opportunity or unique value? >>Yeah. I can't speak about the customer specific, but what I can do and say is, um you know, Casey and I play very corporate roles in terms of we're thinking about the long term partnership. We're driving the strategy. Um, hey, look, we'll get called in. We're working a deal right now. It's almost close of, uh, of the quarter for us who are literally working on an opportunity right now. How can we win together? How can we be competitive? The customers? The CEO has asked us to come together to work out that solution. Um, very large, well known brand and were able to get up to the very senior levels of our customer era companies very quickly to make decisions on what do we need to do to be better and stronger together? And, uh um, that's really what a partnership is about. You could do the long term plans in the strategic, and you can have great products But when you're executives, come pick up the phone and call each other toe work on a particular deal for particular customers need, uh, I think that's where the power of the partnership really comes together. And that's where we're at. And that's been a growth opportunity for us. This year's wasn't necessarily where we were at. And I really have to thank Casey for that. He's done a ton, Um, you know, getting us the right glue between our executives, making sure the relationships air there and making sure the trust is there. So when our customers needs to come together, that dialogue and the that shared addiction of putting customers first is there between both companies. So thank you, Casey. >>No, thanks. Coming. Feeling's mutual. >>Well, I think this is key because as a cent upfront, we've gone from sort of very product focused the platform focus. And now we're tapping the power of the ecosystem. That's not always easy to get all the parts moving together. But we live in this. A P I economy you could say is, Hey, I'm I'm a company. Everything is gonna be homogeneous. Everything is gonna be my stack and maybe That's one way to solve the problem. But really, that's not how customers want to solve the problem. Okay, so I'll give you last word. >>Yeah, let me just end by saying, You know, first off, the cultures between our two companies couldn't be more well aligned. So I think ultimately, when you ask yourself the question, what do we do? The best show up in front of our customers. It is focused on there. This is outcomes focused on the things that matter most to them. And this partnership will show up well, I think ultimately our greatest opportunity eyes to tap into that need that interest on. I couldn't be happier about the partnership on the fact that we are so well aligned. So thank you for that. >>Well, guys, thanks very much for coming in the Cube and unpacking some of the really critical aspects of the ecosystem was really a pleasure having you. >>Thank you so much for having us. Alright, >>Keep it right there. Everybody, this is Dave Volonte for the Cube were powering on with data Cloud Summit 2020. Keep it right there.