(slow upbeat music) >> Good afternoon and welcome back to Sin City. We're here at AWS reInvent with wall-to-wall coverage on theCUBE. My name is Savannah Peterson, joined with Dave Vellante, and very excited to have two exciting guests from Qlik and AARP with us. Molly and Samir, thank you so much for being here. Welcome to the show. >> Thank you for having us. >> Thank you for having us. >> How's it been so far for you, Molly? >> It's been a great show so far. We've got a big booth presence out here. We've had a lot of people coming by, doing demo stations and just really, really coming to the voice of the customer, so we've really enjoyed the event. >> Ah, love a good VOC conversation myself. How about for you, Samir? >> Oh, it's been great meeting a lot of product folks, meeting a lot of other people, trying to do similar things that we're doing, getting confirmation we're doing the right thing, and learning new things. And obviously, you know, here with Molly, it's been a highlight of my experience. >> What's the best thing you learned from your peers, this week? >> You know, some of the things, that we're all talking about, is how do we get data in the right place at the right time? And, you know, that's something that people are now starting to think about. >> Very hot topic. >> You know, doing it, and then not only getting it to the right place, but taking insights and taking action on it as it's getting there. So those are the conversations that are getting around, in the circle I've been hanging around with. >> You hearing the same thing at the booth or? >> Yeah, absolutely. >> And how are you guys responding? >> Well, I think, as a company, and the shifts in the market, people are really trying to determine what workloads belong in which Cloud, what belongs on-prem? And so talking about those realtime transformations, the integration points, the core systems they're coming from, and really how to unlock that data, is just really powerful and meaningful. So that's been a pretty consistent theme throughout the conference, and a lot of conversations that we have on a regular basis. >> I believe that, Molly, let's stick with you for a second. Just in case the audience isn't familiar, tell us a little more about Qlik. >> Yeah, so Qlik is a robust, end-to-end data pipeline. Starting with really looking at all of your source systems whether it's mainframe, SAP, relational database, kind of name your flavor as it's related to sources. Getting those sources over into the target landing spot whether it be Amazon, or other cloud players, or even if you're, if you're managing hybrid workloads. So that's kind of one piece of the end-to-end platform. And then the second piece is really having all that data, analytics ready, coming right through that real-time data pipeline, and really being able to use the data, to monetize the data, to make sense of the data. And then Qlik really does all that data preparation work underneath the visualization layer, which is where all the work happens. And then you get to see the output of that through the visualization of Qlik, which is, you know, the dashboards, the things that our people, people are used to seeing. >> I love that! So at AARP, what are you using Qlik for? What sort of dashboards are you pulling together? >> So when we started our journey to AWS, we knew that, you know, we're going to have our applications, they're distributed in the Cloud, but again, how do we get the data there, in the right place at the right time? So, as members are, taking action, they're calling into the call center, using our website, using our mobile apps. We want to want it to be able to take that information stream it, so we use Qlik, to take those changes when they happen as they happen, be able to stream it to Kafka and then push that data out to the applications that need it in the time that they needed it. So, instead of waiting for a batch job to happen overnight, we're able to now push this data in real time. And by doing that, we're able to personalize the engagement for our members. So if you come in, we know what you're doing, we can personalize the value that we put in front of you, and just make that engagement a lot more engaging for you. >> Yeah. >> And in the channel that you choose to want to come in with, right? Rather than a channel that we are trying to push to you. >> Everyone wants that personalized experience as we discussed, I love AARP, I've done a lot of work with AARP, I look forward to being a member, but in case the audience isn't familiar, you have the largest membership database of any company on Earth that I'm aware of. How many members does AARP have? >> We have nearly 38 million members, and 66,000 volunteers, and 2300 employees across every state in the United States. >> It's a perfect use case for Qlik, right? 'Cause you've been around for a while. You've got data in the million different places. You're trying to get, you've got a mainframe, right? You know, I hear Amazon's trying to put all the mainframes in the Cloud, but I'm guessing the business case isn't there for you. But you want the data that's coming out of that mainframe to be part of that data pipeline, right? So can you paint a picture, of how, what Molly was describing about the data pipeline, how that fits with AARP? >> Yeah, it's actually, it was a perfect use case. And you know, when we engaged with Qlik, what we wanted to be able to do is take that data in the mainframe, and get it distributed into the Cloud, accurately, securely, and make sure that we can track the lineage, and be able to say, hey, application A only needs name and address, application B needs, name, address, and payment. So we were able to do all of that within a couple of weeks, right? And getting that data out there, knowing that it's going to the right place, knowing it's secure, and knowing it's accurate, regardless of the application it goes to, we don't have to worry about seeking data across different applications. Now we know that there's a source of truth, and everything is done through the pipeline, and it's controlled in a way that, we can measure everything that's going through, how it's going through, and how it's being used by the applications, that are consuming it? >> So you've got the providence and the lineage of that data and that's what Qlik ensures, is that right? Is that your role or is that a partner role, combined? >> No, yes, that's absolutely Qlik's role. So for our new offering, Qlik Cloud data integration, it's a comprehensive solution, delivered as a service, delivers real time, automates, transformations, catalog and lineage, all extremely important. And in the case of Samir and AARP, they're trying to unlock the most valuable assets of their data in SAP and mainframe. And surprisingly, sometimes most valuable data in an organization is the hardest to actually get access to. >> Sure. >> So be, you know, just statistically, 70% of Fortune 500 companies still rely on mainframe. So when you think about that, and even when Samir and I are talking about it. >> That's a lot. >> Yeah. >> And that's a lot of scale, that's a lot of data. >> It's a lot of data. >> Yeah. >> So, you know, mainframe isn't a thing of the past. Companies are still relying on it. People have been saying that for years but when we're talking about getting the complex data out of there to really make something meaningful for AARP, we're really proud of the results, and the opportunity that we've been able to provide to really improve the member experience. And how people are able to consume AARP, and all the different offerings that they have? Kind of like you mentioned Savannah, and the way that you go about it. >> Well, it's also the high risk data. High value data, high risk data. You don't want to mess with it. You want to make sure that you've got that catalog to be able to say, okay, this is what we did with that data, this is where it came from. And then you essentially publish to other tools, analytic tools in the Cloud. Can you paint a picture of how that extends to the Cloud? >> Sure, so there's a couple of different things that we do with it. So once we get the data, into our streaming apps, we can publish it over to like our website. We can publish it to the call center, to mobile apps, to our data warehouse, where we can run analytics and AI on it. And then obviously a lot of our journeys, we use a journey orchestration tool, and we've built a CDP, a customer data platform, to get those insights in there, to drive, you know, personalization and experience. >> I'm smiling as you're talking, Samir, because I'm thinking of all the personalized experiences that my mother has with AARP, and it is so fun to learn about the technology that's serving that to her. >> Exactly. >> This segment actually becoming a bit more personal for me than I expected for a couple of reasons. So this is great. Molly, Qlik has been a part of the AWS ecosystem since the get go. How have things changed over the years? >> Yeah, so Qlik still remains the enterprise integration tool of choice for AWS especially- >> Let's call that a casual and just brag. >> Yeah. >> Because that's awesome. That's great, congratulations on that. >> Thank you for SAP and mainframe. So the relationship continues to evolve but we've been part of the ecosystem from since inception. So we look at, how we continue to evolve the partnership? And honestly, a lot of our customers landing spot is AWS. So the partnership evolves really on two fronts. One with Amazon itself, in a partnership lane, and two, with our customers, and what we're doing with them, and how we're able to really optimize what that looks like? And then secondly, earlier this year we announced an offering Amazon and Qlik, called Qlik Ramp, where we can come in and do, a half day architecture deep dive, look at SAP mainframe, and how they get to the Amazon landing spots, whether it's S3, Redshift, or EMR? So we got a lot of different things kind of going on in the Amazon ecosystem, whether it's customer forward and first, and how can we maximize the relationship spend et cetera, with Amazon. And then also how can we deliver, you know, kind of a shorter time to value throughout that process with something like a Qlik ramp, because we want to qualify, and solve customers needs, as equally as we want to you know, say when we're not the right fit. >> So data is a complicated- >> Love that honesty and transparency. >> Data is a complicated situation for most companies, right? And there's a lack of resource, lack of talent. There's hyper specialization. And you were just talking about the evolution of the Cloud and the relationship. How does automation fit into the equation? Are you able to automate a lot of that data integration through the pipeline? >> Yeah. >> Is it was a, what's your journey look like there? Were you resistant to that at first? 'Cause you got to trust the data. Take us through that. >> Yeah, so the first thing, we wanted to make sure is security right? We've got a lot of data, we're going to make sure privacy- >> Very personal data too. >> Exactly. And privacy and security is number one. So we want to make sure anything that we're doing with the data is secure, and it's not given out anywhere. In terms of automation, so what we've been able to do is being able to take these changes, and you know, in technology, the one thing you can guarantee is it's going to break. Network's going to go down, or a server goes down, a database goes down, and that's the only guarantee we have. And by using the product that we have today, we're able to take those outages, and minimize them because there's retry processes, there's ways of going back and saying, hey, I've missed this much data. How do we bring it back in? You don't want data to get out of sync because that causes downstream problems. >> Yeah. >> So all of that is done through the product, right? We don't have to worry about it. You know, we get notifications, but it's not like, oh, I've got to pay someone at two o'clock in the morning because the network's gone down and how's the data sync going to come back up, when it comes back up? All of that's done for us. >> Yeah, and just to add to that, automation, is a key component. I mean, the data engineering teams definitely see the value of automation and how we're able to deliver that. So, improving the experience but also the overall landscape of the environment is critical. >> Yeah, we've seen the stats, data scientists, data pro spend, you know, 80% of their time wrangling data, 20% of their time. >> Data preparation. >> You know extracting value from it. So. >> Yeah, it's so sad. It's such a waste of human capital, and you're obviously relieving that, and letting folks do their job more efficiently. >> The thing is too, you know, as I'm somebody who's love data you dive into the data, you get really excited then after a while you're like, Ugh! >> I'm still here. >> I'm slogging through this data. Taking a bath in it. >> But I think. >> I want to get to the insights. >> I think that world's changing a little bit. >> Yes, definitely. >> So as we're starting to get data that's coming through it's got high fidelity, and richness, right? So in the old days we'd put in a database, normalize it, and then, you know we'd go and do our magic, and hopefully, you know something comes out, and the least of frustration, you just spoke about. Well now, because it's moving in real time, and we can send the data to areas in the way we want it, and add automation, and machine learning on top of that, so that, now it becomes a commodity to massage that data into the in the format that you want it. Then you can concentrate on the value work, right? Which is really where people should be spending the time, rather than, oh, I've got to manipulate the data, make sure it's done in a consistent way, and then make sure it's compliant and done, the same way every single time. >> It may be too early to, you know quantify the business impact, but have you seen, for example, you know, what I was describing creates data silos. 'Cause nobody's going to use the data if it's not trusted. So what happens is it goes to a silo, they put a brick wall around it, and then, you know, they do their thing with it. They trust it for that one use case and then they don't share it. Has that begun to change as you've seen more integration that's automated and augmented? >> Absolutely. I mean, you know, if you're bringing in data and you're showing that it's consistent, and this is where governance and compliance comes in, right? So as long as you have a data catalog, you can make sure that this data's coming through with the lineage that you said is going to, here's the source, here's the target, here's who gets what they only need rather than giving them everything. And by being able to document that, in a way, that's automated rather than somebody going in, and running a report, it's key. Because that's where the trust comes in, rather than, oh, Samir has to go in and manipulate this stream so that, you know, Molly can get the reports she wants. Instead, hey, it's all going in there, the reports are coming out, they're audited, and that's where the trust factor comes. >> And that enables scale. >> Yeah. >> Cloud confidence and scale. Big topics of the show this week. >> Yep. >> It's been the whole thing. Molly, what's next for Qlik? >> Yeah, Qliks on a big journey. So we've released a lot of things most recently, Qlik Cloud data integration as a service, but we're just continuing to grow from a customer base, from a capabilities perspective. We also recently just became HIPAA compliant and went through some other services. >> Congratulations, that is not an easy process. >> Thank you, thank you. >> Yeah. >> And so for us it's really just about expanding and having, that same level of fidelity of the data, and really just getting all of that pushed out to the market so everybody really sees the full value of Qlik, and that we can make your data Qlik. And just for a minute, back to your earlier point. >> Beautiful pun drop there, Molly. Just going to see that. >> Thank you Savannah. >> Yeah. >> But back to your earlier point, just about the time that people are spending, when you're able to automate, and you're getting data delivered in real time, and operational systems are able to see that. 'Cause you're trying to create the least amount of disruption you can, right? 'Cause that's a critical part of the business. When you start to automate and relieve that burden then people have time to spend time on the real things. >> Right. >> Future forward, prescriptive analytics, machine learning, not data preparation, solving problems, fixing soft gaps. >> Staring a spreadsheet, yeah. >> Right? It's actually the full end-to-end pipeline. And so that's really where I feel like the power is unleashed. And as more sources and targets come to light, right? They're all over the showroom floor, so we don't have to mention any of 'em by name, but it's just continuing, to move into that world to have more SaaS integrations. And to be able to serve the customer, and meet them exactly where they're at, at the place that they want to be. And for Samir, and what we did in the transformation there, unlocking that data for mainframe and SAP, getting it into Qlik Cloud, has been a huge business driver for them. And so, because of partners like AWS and Samir and AARP, we're constantly evolving. And really trying to listen to the voice of the customer, to become better for all of you. >> Excellent. >> Love that community first attitude. Very clear that you both have it, both AARP and Qlik with that attitude. We have a new challenge this year to reInvent on theCUBE, little prompt here. >> Okay. >> We're going to put 30 seconds on the clock, although I'm not super crazy about watching the clock. So, feel comfortable with whatever however much time you need. >> Whatever works. >> Yeah, yeah, yeah, yeah, whatever works. But we're looking for equivocally, your Instagram reel, your hot take, your thought leadership, sizzle, with the key theme from this year's show. Molly, your smile is platinum and perfect. So I'm going to start with you. I feel like you've got this. >> Okay, great. >> Yeah. >> Just the closing statement is what you're looking for. >> Sure, yeah, sexy little sound bite. What do you, what's going to be your big takeaway from your experience here in Vegas this week? >> Yeah, so the experience at Vegas this week has been great but I think it's more than just the experience at Vegas, it's really the experience of the year, where we're at with the technology shift. And we're continuing to see, the need for Cloud, the move to Cloud, mixed workloads, hybrid workloads, unlocking core data, making sure that we're getting insights analytics, and value out of that. And really just working through that, kind of consistent evolution, which is exactly what it is. It's never, you never get to a point where, that's it, there's a bow on it, and it's perfect. It's continuously involving, evolving. >> Yeah. >> And I think that's the most important part that you have to take away. Samir's got his environment in a great place today but in six months, there may be some new things or transformations that he wants to look at, and we want to be there at the ready to work with him, roll up our sleeves, and kind of get into that. So the shift of the Cloud is here to stay. Qlik is a hundred percent here to stay. Here ready to serve our customers in any capacity that we can. And I think that's really my big takeaway from this week. And I've loved it, like this has been a great, this has been great with both of you. You both are super high energy. >> Aw, thank you. >> And Samir and I have had a great time over the event as well. >> Well, nailed it. You absolutely nailed it. All right, Samir, shoot your shot. >> So. >> Savannah. >> What I would say, I'm pretty, so. (laughing) >> I like to keep the smiles organic on stage, my perverse sense of humor, everyone just tolerates. >> Yeah, the one thing I think, I'm hearing a lot is, we have to look at data in motion. Streaming data is the way it's going to go. Whether it's customer data, operational data, it doesn't matter, right? We can't have these silos that you spoke about. Those days are gone, right? And if we really want to make a difference, and utilize all of the technology that's being built out there, all of the new features that were, you know, just in the keynotes. We can't have these separate silos, and the data has to go across, trusted data, it has to go across. The second thing I think we're all talking about is, we have to look at things differently. Unlearning the old is harder than learning the new. So we were just talking about event driven architecture. >> Understatement of the century. Sidebar, that was, yeah. >> So, you know, a lot of us techies are used to calling APIs. Well, now we have to push the data out, instead of pulling it. That just means retraining our brains, retraining our architects, retraining our developers, to think in a different way. And then the last thing I think I've learned is, us technology folks have put the customer first right? >> Yes, absolutely. >> What does a customer want? How do they want to feel when they engage with you? Because if we don't do that, none of this technology matters. And you know, we have to get away from the day where the IT guys go in the back black room, (laughing) coat up and then, you know, push something out, and don't think about what am I doing, and how am I impacting your mother? >> Yes, the end customer. It's no longer the person at the end of a terminal. Look at the green screen. >> And just one last thing. I think also it's fit for purpose transformations. And that's how we have to start thinking about how we're doing business. 'Cause there's a paradigm shift, right? From ETL to ELT, right? Extract, Load, Transform your data. And so as we're seeing that, I think it's really just about that fit for purpose, and looking at the transformations, the right transformations. And what's going to move the needle for the business. >> What a great closing note! Molly, Samir, thank you both for being here. >> Both: Thank you! >> This was a really fantastic chat, love where we took it. And thank all of you for tuning in to our live coverage from AWS reInvent here in fabulous Las Vegas, Nevada. I just want to give my mom a quick shout out, since she got a holler throughout this segment, as well as Stacy and all of my friends at AARP, I missed you all. My name's Savannah Peterson, joined with Dave Vellante. You're watching theCUBE. We are the technology leader in coverage for events like this. (slow upbeat music)

>>Thanks. Hey, everyone, welcome back to the cubes. Continuing coverage of snowflakes. Summit 22 live from Caesars Forum in Las Vegas. Lisa Martin here. I have three guests here with me. We're gonna be talking about Snowflake Ventures and the snowflakes start up Challenge. That's in its second year. I've got Harry Glaser with me. Co founder and CEO of Model Bit Start Up Challenge finalist Damon Bryan joins us as well. The CTO and co founder of Hyper Affinity. Also a startup Challenge Finalists. And Stephane Williams to my left here, VP of Corporate development and snowflake Ventures. Guys, great to have you all on this little mini panel this morning. >>Thank you. >>Thank you. >>Let's go ahead, Harry, and we'll start with you. Talk to the audience about model. But what do you guys do? And then we'll kind of unpack the snowflake. The Snowflakes challenge >>Model bit is the easiest way for data scientists to deploy machine learning models directly into Snowflake. We make use of the latest snowflake functionality called Snow Park for python that allows those models to run adjacent to the data so that machine learning models can be much more efficient and much more powerful than they were before. >>Awesome. Damon. Give us an overview of hyper affinity. >>Yes, so hyper affinity were Decision Intelligence platform. So we helped. Specifically retailers and brands make intelligent decisions through the use of their own customer, data their product data and put data science in a I into the heart of the decision makers across their business. >>Nice Step seven. Tell us about the startup challenge. We talked a little bit about it yesterday with CMO Denise Pearson, but I know it's in its second year. Give us the idea of the impetus for it, what it's all about and what these companies embody. >>Yeah, so we This is the second year that we've done it. Um, we it was really out of, um Well, it starts with snowflake Ventures when we started to invest in companies, and we quickly realised that there's there's a massive opportunity for companies to be building on top of the Lego blocks, uh, of snowflake. And so, um, open up the competition. Last year it was the inaugural competition overlay analytics one, Um, and since then, you've seen a number of different functionalities and features as part of snowflakes snow part. Being one of them native applications is a really exciting one going forward. Um, the companies can really use to accelerate their ability to kind of deliver best in class applications using best in class technology to deliver real customer outcomes and value. Um, so we've we've seen tremendous traction across the globe, 250 applicants across 50. I think 70 countries was mentioned today, so truly global in nature. And it's really exciting to see how some of the start ups are taking snowflake to to to new and interesting use cases and new personas and new industries. >>So you had 200 over 250 software companies applied for this. How did you did you narrow it down to three? >>We did. Yeah, >>you do that. >>So, behind the scenes, we had a sub judging panel, the ones you didn't see up on stage, which I was luckily part of. We had kind of very distinct evaluation criteria that we were evaluating every company across. Um and we kind of took in tranches, right? We we took the first big garden, and we kind of try to get that down to a top 50 and top 50. Then we really went into the details and we kind of across, um, myself in ventures with some of my venture partners. Um, some of the market teams, some of the product and engineering team, all kind of came together and evaluated all of these different companies to get to the top 10, which was our semifinalists and then the semi finalists, or had a chance to present in front of the group. So we get. We got to meet over Zoom along the way where they did a pitch, a five minute pitch followed by a Q and A in a similar former, I guess, to what we just went through the startup challenge live, um, to get to the top three. And then here we are today, just coming out of the competition with with With folks here on the table. >>Wow, Harry talked to us about How did you just still down what model bit is doing into five minutes over Zoom and then five minutes this morning in person? >>I think it was really fun to have that pressure test where, you know, we've only been doing this for a short time. In fact model. It's only been a company for four or five months now, and to have this process where we pitch and pitch again and pitch again and pitch again really helped us nail the one sentence value proposition, which we hadn't done previously. So in that way, very grateful to step on in the team for giving us that opportunity. >>That helps tremendously. I can imagine being a 4 to 5 months young start up and really trying to figure out I've worked with those young start ups before. Messaging is challenging the narrative. Who are we? What do we do? How are we changing or chasing the market? What are our customers saying we are? That's challenging. So this was a good opportunity for you, Damon. Would you say the same as well for hyper affinity? >>Yeah, definitely conquer. It's really helped us to shape our our value proposition early and how we speak about that. It's quite complicated stuff, data science when you're trying to get across what you do, especially in retail, that we work in. So part of what our platform does is to help them make sense of data science and Ai and implement that into commercial decisions. So you have to be really kind of snappy with how you position things. And it's really helped us to do that. We're a little bit further down the line than than these guys we've been going for three years. So we've had the benefit of working with a lot of retailers to this point to actually identify what their problems are and shape our product and our proposition towards. >>Are you primarily working with the retail industry? >>Yes, Retail and CPG? Our primary use case. We have seen any kind of consumer related industries. >>Got it. Massive changes right in retail and CPG the last couple of years, the rise of consumer expectations. It's not going to go back down, right? We're impatient. We want brands to know who we are. I want you to deliver relevant content to me that if I if I bought a tent, go back on your website, don't show me more tense. Show me things that go with that. We have this expectation. You >>just explain the whole business. But >>it's so challenging because the brothers brands have to respond to that. How do you what is the value for retailers working with hyper affinity and snowflake together. What's that powerhouse? >>Yeah, exactly. So you're exactly right. The retail landscape is changing massively. There's inflation everywhere. The pandemic really impacted what consumers really value out of shopping with retailers. And those decisions are even harder for retailers to make. So that's kind of what our platform does. It helps them to make those decisions quickly, get the power of data science or democratise it into the hands of those decision makers. Um, so our platform helps to do that. And Snowflake really underpins that. You know, the scalability of snowflake means that we can scale the data and the capability that platform in tangent with that and snowflake have been innovating a lot of things like Snow Park and then the new announcements, announcements, uni store and a native APP framework really helping us to make developments to our product as quick as snowflakes are doing it. So it's really beneficial. >>You get kind of that tailwind from snowflakes acceleration. It sounds like >>exactly that. Yeah. So as soon as we hear about new things were like, Can we use it? You know, and Snow Park in particular was music to our ears, and we actually part of private preview for that. So we've been using that while and again some of the new developments will be. I'm on the phone to my guys saying, Can we use this? Get it, get it implemented pretty quickly. So yeah, >>fantastic. Sounds like a great aligned partnership there, Harry. Talk to us a little bit about model bit and how it's enabling customers. Maybe you've got a favourite customer example at model bit plus snowflake, the power that delivers to the end user customer? >>Absolutely. I mean, as I said, it allows you to deploy the M L model directly into snowflake. But sometimes you need to use the exact same machine learning model in multiple endpoints simultaneously. For example, one of our customers uses model bit to train and deploy a lead scoring model. So you know when somebody comes into your website and they fill out the form like they want to talk to a sales person, is this gonna be a really good customer? Do we think or maybe not so great? Maybe they won't pay quite as much, and that lead scoring model actually runs on the website using model bit so that you can deploy display a custom experience to that customer we know right away. If this is an A, B, C or D lead, and therefore do we show them a salesperson contact form? Do we just put them in the marketing funnel? Based on that lead score simultaneously, the business needs to know in the back office the score of the lead so that they can do things like routed to the appropriate salesperson or update their sales forecasts for the end of the quarter. That same model also runs in the in the snowflake warehouse so that those back office systems can be powered directly off of snowflake. The fact that they're able to train and deploy one model into two production environment simultaneously and manage all that is something they can only do with bottled it. >>Lead scoring has been traditionally challenging for businesses in every industry, but it's so incredibly important, especially as consumers get pickier and pickier with. I don't want I don't want to be measured. I want to opt out. What sounds like what model but is enabling is especially alignment between sales and marketing within companies, which is That's also a big challenge at many companies face for >>us. It starts with the data scientist, right? The fact that sales and marketing may not be aligned might be an issue with the source of truth. And do we have a source of truth at this company? And so the idea that we can empower these data scientists who are creating this value in the company by giving them best in class tools and resources That's our dream. That's our mission. >>Talk to me a little bit, Harry. You said you're only 4 to 5 months old. What were the gaps in the market that you and your co founders saw and said, Guys, we've got to solve this. And Snowflake is the right partner to help us do it. >>Absolutely. We This is actually our second start up, and we started previously a data Analytics company that was somewhat successful, and it got caught up in this big wave of migration of cloud tools. So all of data tools moved and are moving from on premise tools to cloud based tools. This is really a migration. That snowflake catalyst Snowflake, of course, is the ultimate in cloud based data platforms, moving customers from on premise data warehouses to modern cloud based data clouds that dragged and pulled the rest of the industry along with it. Data Science is one of the last pieces of the data industry that really hasn't moved to the cloud yet. We were almost surprised when we got done with our last start up. We were thinking about what to do next. The data scientists were still using Jupiter notebooks locally on their laptops, and we thought, This is a big market opportunity and we're We're almost surprised it hasn't been captured yet, and we're going to get in there. >>The other thing. I think it's really interesting on your business that we haven't talked about is just the the flow of data, right? So that the data scientist is usually taking data out of a of a of a day like something like Smoke like a data platform and the security kind of breaks down because then it's one. It's two, it's three, it's five, it's 20. Its, you know, big companies just gets really big. And so I think the really interesting thing with what you guys are doing is enabling the data to stay where it's at, not copping out keeping that security, that that highly governed environment that big companies want but allowing the data science community to really unlock that value from the data, which is really, really >>cool. Wonderful for small startups like Model Bit. Because you talk to a big company, you want them to become a customer. You want them to use your data science technology. They want to see your fed ramp certification. They want to talk to your C. So we're two guys in Silicon Valley with a dream. But if we can tell them the data is staying in snowflake and you have that conversation with Snowflake all the time and you trust them were just built on top. That is an easy and very smooth way to have that conversation with the customer. >>Would you both say that there's credibility like you got street cred, especially being so so early in this stage? Harry, with the partnership with With Snowflake Damon, we'll start with you. >>Yeah, absolutely. We've been using Snowflake from day one. We leave from when we started our company, and it was a little bit of an unknown, I guess maybe 23 years ago, especially in retail. A lot of retailers using all the legacy kind of enterprise software, are really starting to adopt the cloud now with what they're doing and obviously snowflake really innovating in that area. So what we're finding is we use Snowflake to host our platform and our infrastructure. We're finding a lot of retailers doing that as well, which makes it great for when they wanted to use products like ours because of the whole data share thing. It just becomes really easy. And it really simplifies it'll and data transformation and data sharing. >>Stephane, talk about the startup challenge, the innovation that you guys have seen, and only the second year I can. I can just hear it from the two of you. And I know that the winner is back in India, but tremendous amount of of potential, like to me the last 2.5 days, the flywheel that is snowflake is getting faster and faster and more and more powerful. What are some of the things that excite you about working on the start up challenge and some of the vision going forward that it's driving. >>I think the incredible thing about Snowflake is that we really focus as a company on the data infrastructure and and we're hyper focused on enabling and incubating and encouraging partners to kind of stand on top of a best of breed platform, um, unlocked value across the different, either personas within I T organisations or industries like hypothermia is doing. And so it's it's it's really incredible to see kind of domain knowledge and subject matter expertise, able to kind of plug into best of breed underlying data infrastructure and really divide, drive, drive real meaningful outcomes for for for our customers in the community. Um, it's just been incredible to see. I mean, we just saw three today. Um, there was 250 incredible applications that past the initial. Like, do they check all the boxes and then actually, wow, they just take you to these completely different areas. You never thought that the technology would go and solve. And yet here we are talking about, you know, really interesting use cases that have partners are taking us to two >>150. Did that surprise you? And what was it last year. >>I think it was actually close to close to 2 to 40 to 50 as well, and I think it was above to 50 this year. I think that's the number that is in my head from last year, but I think it's actually above that. But the momentum is, Yeah, it's there and and again, we're gonna be back next year with the full competition, too. So >>awesome. Harry, what is what are some of the things that are next for model bed as it progresses through its early stages? >>You know, one thing I've learned and I think probably everyone at this table has internalised this lesson. Product market fit really is everything for a start up. And so for us, it's We're fortunate to have a set of early design partners who will become our customers, who we work with every day to build features, get their feedback, make sure they love the product, and the most exciting thing that happened to me here this week was one of our early design partner. Customers wanted us to completely rethink how we integrate with gets so that they can use their CI CD workflows their continuous integration that they have in their own get platform, which is advanced. They've built it over many years, and so can they back, all of model, but with their get. And it was it was one of those conversations. I know this is getting a little bit in the weeds, but it was one of those conversations that, as a founder, makes your head explode. If we can have a critical mass of those conversations and get to that product market fit, then the flywheel starts. Then the investment money comes. Then you're hiring a big team and you're off to the races. >>Awesome. Sounds like there's a lot of potential and momentum there. Damon. Last question for you is what's next for hyper affinity. Obviously you've got we talked about the street cred. >>Yeah, what's >>next for the business? >>Well, so yeah, we we've got a lot of exciting times coming up, so we're about to really fully launch our products. So we've been trading for three years with consultancy in retail analytics and data science and actually using our product before it was fully ready to launch. So we have the kind of main launch of our product and we actually starting to onboard some clients now as we speak. Um, I think the climate with regards to trying to find data, science, resources, you know, a problem across the globe. So it really helps companies like ours that allow, you know, allow retailers or whoever is to democratise the use of data science. And perhaps, you know, really help them in this current climate where they're struggling to get world class resource to enable them to do that >>right so critical stuff and take us home with your overall summary of snowflake summit. Fourth annual, nearly 10,000 people here. Huge increase from the last time we were all in person. What's your bumper sticker takeaway from Summit 22 the Startup Challenge? >>Uh, that's a big closing statement for me. It's been just the energy. It's been incredible energy, incredible excitement. I feel the the products that have been unveiled just unlock a tonne, more value and a tonne, more interesting things for companies like the model bit I profanity and all the other startups here. And to go and think about so there's there's just this incredible energy, incredible excitement, both internally, our product and engineering teams, the partners that we have spoke. I've spoken here with the event, the portfolio companies that we've invested in. And so there's there's there's just this. Yeah, incredible momentum and excitement around what we're able to do with data in today's world, powered by underlying platform, like snowflakes. >>Right? And we've heard that energy, I think, through l 30 plus guests we've had on the show since Tuesday and certainly from the two of you as well. Congratulations on being finalist. We wish you the best of luck. You have to come back next year and talk about some of the great things. More great >>things hopefully will be exhibited next year. >>Yeah, that's a good thing to look for. Guys really appreciate your time and your insights. Congratulations on another successful start up challenge. >>Thank you so much >>for Harry, Damon and Stefan. I'm Lisa Martin. You're watching the cubes. Continuing coverage of snowflakes. Summit 22 live from Vegas. Stick around. We'll be right back with a volonte and our final guest of the day. Mhm, mhm

(upbeat music) >> Welcome back, everyone, to theCUBE's live coverage, day one wrap-up. I'm John Furrier, with Dave Vellante. We have Jerry Chen, special guest who's been with us every year on theCUBE since inception. Certainly every AWS re:Invent, nine years straight. Jerry Chen, great to see you for our guest analyst's wrap up VC general partner, Greylock partners, good to see you. >> John, Dave, it's great to see you guys. Thanks for having me again. It wouldn't be re:Invent without the three of us sitting here and we missed last year, right, because of COVID. So we have to make up for lost time. >> John: We did a virtual one- >> Dave: we did virtual stuff= >> John: wasn't the same as in-person. >> Dave: Definitely not the same. >> Jerry: Not the same thing. So, it's good to see you guys again in person, and less than 6 feet apart. >> Cheers, yeah. >> And 7,000 people here, showing that the event's still relevant. >> Jerry: Yeah. >> Some people would kill for those numbers, it's a bad year for Amazon, down from 60,000. >> Jerry: Yeah. >> So, ecosystem's booming. Okay, let's get to it. Day one in the books, new CEO, new sheriff in town, his name's Adam Selipsky. Your take? >> Well, Adam's new, but he's old, right? Something, you know, like something new, something old, something blue, right? It's so, Adam was early Amazon, so he had that founding DNA. Left, you know, CEO of Tableau, acquired by Salesforce, came back few months ago. So I think it was a great move, because one, he's got the history and culture under Jassy, so he's definitely the Bezos Jassy tree of leadership, but yet he's been outside the bubble. Right? So he actually knows what it means to run a company not on the Amazon platform. So, I think Adam's a great choice to lead AWS for what we call it, like maybe act two, right? Act one, the first X years with Jassy, and maybe this is the second act under Adam. >> Yeah. And he's got- and he was very technical, hung around all the techies, James Hamilton, DeSantis, all the engineers, built that core primitives. Now, as they say, this cloud next gen's here, act two, it's about applications. >> Jerry: Yeah. >> Infrastructure as code is in place. Interesting area. Where's the growth come from? So, look, you know, the ecosystem has got to build these super clouds, or as you say, Castles on the Cloud, which you coined, but you brought this up years ago, that the moats and the value has to be in there somewhere. Do you want to revise that prediction now that you see what's coming from Selipsky? >> Okay, well, so let's refresh. Greylock.com/castles has worked out, like we did, but a lot of thought leadership and the two of you, have informed my thinking at Castles in the Cloud, how to compete against Amazon in the cloud. So you'd argue act one, the startup phase, the first, you know, X years at Amazon was from 2008 to, you know, 2021, the first X years, building the platform, digging the moats. Right? So what did you have? You have castle the platform business, economies of scale, which means decreasing marginal costs and natural network effects. So once the moat's in place and you had huge market share, what do you for act two, right? Now the moats are in place, you can start exploring the moats for I think, Adam talked about in your article, horizontal and verticals, right? Horizontal solutions up the stack, like Amazon Connect, CRM solutions, right? Horizontal apps, maybe the app layer, and verticals, industrials, financials, healthcare, et cetera. So, I think Jassy did a foundation of the castle and now we're seeing, you know, what Adam and his generation would do for act two. >> So he's, so there's almost like an act one A, because if you take the four hyperscalers, they're about, maybe do 120 billion this year, out of, I don't know, pick a number, it's many hundreds of billions, at least in infrastructure. >> Jerry: Correct. >> And those four hyperscalers growing at 35% collectively, right? So there's some growth there, but I feel like there's got to be deeper business integration, right? It's not just about IT transformation, it's about deeper- So that's maybe where this Connect like stuff comes, but are there enough of those? You know, I didn't, I haven't, I didn't hear a lot of that this morning. I heard a little bit, ML- >> Jerry: Sure. >> AI into Connect, but where's the next Connect, right? They've got to do dozens of those in order to go deeper. >> Either, Dave, dozens of those Connects or more of those premise, so the ML announcement was today. So you look at what Twilio did by buying Segment, right? Deconstruct a CRM to compete against Adam Selipsky's old acquire of Salesforce.com. They bought Segment, so Twilio now has communicates, like texting, messaging, email, but all the data come from Segment. >> Dave: With consumption-based pricing. >> With consumption-based pricing. So, right? So that's an example of kind of what the second act of cloud looks like. It may not look like full SaaS apps like Salesforce.com, but these primitives, both horizontally vertically, because again, what does Amazon have as an asset that other guys don't? Install based developers. Developers aren't going to necessarily build or consume SaaS apps, but they're going to consume things like these API's and primitives. And so you look around, what's cloud act two look like? It may not be VM's or containers. It may be API's like Stripe and Billing, Twilio messaging, right? Concepts like that. So, we'll see what the next act at cloud looks like. And they announced a bunch of stuff today, serverless for the data analytics, right? So serverless is this move towards not consuming raw compute and storage, but APIs. >> What about competition? Microsoft is nipping at the heels of AWS. >> Dave: John put them out of business earlier today. [John and Dave Laugh] >> No, I said, quote, I'll just- let me rephrase. I said, if Amazon goes unchecked- >> Jerry: Sure. >> They'll annihilate Microsoft's ecosystem. Because if you're an ISV, why wouldn't you want to run on the best platform? >> Jerry: Sure. >> Speeds and feeds matter when you have these shifts of software development. >> Jerry: You want them both. >> So, you know, I mean, you thought about the 80's, if you were at database, you wanted the best processor. So I think this Annapurna vertical integrated stacks are interesting because if my app runs better and I have a platform, prefabricated or purpose-built platform, to be there for me, I'm going to build a great SaaS app. If it runs faster and it cost less, I'm going to flop to Amazon. That's just, that's my prediction. >> So I think better changes, right? And so I think if you're Amazon, you say cheaper, better, faster, and they're investing in chips, proprietary silicon to run better, faster, their machine learning training chips, but if you're Azure or Google, you got to redefine what better is. And as a startup investor, we're always trying to do category definition, right? Like here's a category by spin. So now, if you're Azure or Google, there are things you can say that are better, and Google argued their chips, their TensorFlow, are better. Azure say our regions, our security, our enterprise readiness is better. And so all of a sudden, the criteria "what's better" changes. So from faster and cheaper to maybe better compliance, better visibility, better manageability, different colors, I don't know, right? You have to change the game , because if you play the same game on Amazon's turf, to your point, John, it- it's game over because they have economies of scale. But I think Azure and Google and other clouds, the superclouds, or subclouds are changing the game, what it means to compete. And so I think what's going on, just two more seconds, from decentralized cloud, being Web 3 and crypto, that's a whole 'nother can of worms, to Edge compute, what Cloudflare are doing with R2 and storage, they're trying to change the name of the game. >> Well, that's right. If you go frontal against Amazon, you're got to get decimated. You got to move the goalposts for better. And I think that's a good way to look at it, Dave. What does better mean? So that's the question that's on the table. What does that look like? And I think that's an unknown, that's coming. Okay, back to the start-ups. Category definition. That's an awesome term. That to me is a key thing. How do you look at what a category is on your sub- on your Castles of the Cloud, you brought up how many categories of- >> Jerry: 33 markets and a bunch of submarkets, yeah. >> Yeah. Explain that concept. >> So, we did Castle in the Clouds where my team looked at all the services offered at Azure, Google, and Amazon. We downloaded the services and recategorized them to like, 30 plus markets and a bunch of submarkets. Because, the reason why is apples to apples, you know, Amazon, Google, Azure all have databases, but they might call them different things. And so I think first things first is, let's give developers and customers kind of apples to apples comparisons. So I think those are known markets. The key in investing in the cloud, or investing in general, is you're either investing in budget replacement, replacing a known market, cheaper, better database, to your point, or a net new market, right? Which is always tricky. So I think the biggest threat to a lot of the startups and incumbents, the biggest threat by startups and incumbents, is either one, do something cheaper, better in a current market, or find a net new market that they haven't thought about yet. And if you can win that net new market before the rest, then that's unbelievable. We call it the, you know, the blue ocean strategy, >> Dave: Is that essentially what Snowflake has done, started with cheaper, better, and now they're building the data cloud? >> Jerry: I think there's- it's evolution, correct. So they said cheaper, better. And the Castle in the Cloud, we talked about, they actually built deep IP. So they went a known category, data warehouses, right? You had Teradata, Redshift, Snowflake cheaper, better, faster. And now let's say, okay, once you have the customers, let's change the name of the game and create a data cloud. And it's TBD whether or not Snowflake can win data cloud. Like we talked about Rockset, one of my investments that's actually move the goalpost saying, oh, data cloud is nice, but real time data is where it's at, and Snowflake and those guys can't play in real time. >> Dave: No, they're not in a position to play in real time data. >> Jerry: Right. >> Dave: I mean, that's right. >> So again, so that's an example of a startup moving the goalpost on what previously was a startup that moved the goalpost on an incumbent. >> Dave: And when you think about Edge, it's going to be real-time AI inferencing at the Edge, and you're right, Snowflake's not set up well at all for that. >> John: So competition wise, how do the people compete? Because this is what Databricks did the same exact thing. I have Ali on the record going back years, "Well, we love Amazon. We're only on Amazon." Now he's talking multicloud. >> So, you know, once you get there, you kind of change your tune cause you've got some scale, but then you got new potential entrants coming in, like Rockset. >> Jerry: Correct. >> So. >> Dave: But then, and if you add up the market caps of just those two companies, Databricks and Snowflake, it's much larger than the database market. So this, we're defining new markets now. >> Jerry: I think there's market cap, especially Snowflake that's in the public market, Databricks is still private, is optimism that there's a second or third act in the database space left to be unlocked. And you look at what's going on in that space, these real-time analytics or real-time apps, for sure there's optimism there. But, but to John's point, you're right, like you earn the right to play the next act, but it's tricky because startups disrupt incumbents and become incumbents, and they're also victims their own success, right? So you're- there's technical debt, there's also business model debt. So you're victims of your own business model, victims of your own success. And so what got you here may not get you to the next phase. And so I think for Amazon, that's a question. For Databricks and Snowflake, that's a question, is what got them here? Can they play to the next act? And look, Apple did it, multiple acts. >> John: Well, I mean, I think I- [Crosstalk] >> John: I think it's whether you take shortcuts or not, if you have debt, you make it a little bit of a shortcut bet. >> Jerry: Yeah. >> Okay. That's cool. But ultimately what you're getting at here is beachhead thinking. Get a beachhead- >> Jerry: Correct. >> Get in the market, and then sequence to a different position. Classic competitive strategy, 101. That's hard to do because you want to win the beachhead- >> I know. >> John: And take a little technical debt and business model debt, cheat a little bit, and then, is it not fortified yet? So beachhead to expansion is the question. >> Jerry: That's every board meeting, John and Dave, that we're in, right? It's called you need a narrow enough wedge to land. And it is like, I don't want the tip of the spear, I want the poison on the tip of a spear, right? [Dave and John Laugh] >> You want, especially in this cloud market, a super focused wedge to land. And the problem is, as a founder, as investor, you're always thinking about the global max, right? Like the ultimate platform winner, but you don't get the right to play the early- the late innings if you don't make it out of the early innings. And so narrow beachhead, sharp wedge, but you got to land in a space, a place of real estate with adjacent tan, adjacent markets, right? Like Uber, black cars, taxi's, food, whatever, right? Snowflake, data warehouse, data cloud. And so I think the key with all startups is you'll hit some ceiling of market size. Is there a second ramp? >> Dave: So it's- the art is when to scale and how fast to scale. >> Right. Picking when, how fast, in which- which best place, it was tough. And so, the best companies are always thinking about their second or third act while the first act's still going. >> John: Yeah. And leveraging cloud to refactor, I think that's the key to Snowflake, was they had the wedge with data warehouse, they saw the position, but refactored and in the cloud with services that they knew Teradata wouldn't use. >> Jerry: Correct. >> And they're in. From there, it's just competitive IP, crank, go to market. >> And then you have the other unnatural things. You have channel, you have installed base of customers, right? And then you start selling more stuff to the same channel, to the same customers. That's what Amazon's doing. All the incumbent's do that. Amazon's got, you know, 300 services now, launching more this week, so now they have channel distribution, right? Every credit card for all the developers, and they have installed base of customers. And so they will just launch new things and serve the customers. So the startups had to disrupt them somehow. >> Well, it's always great to chat with Jerry. Every year we discover and we riff and we identify, in real time, new stuff. We were talking about this whole vertical, horizontal scale and kind of castles early on, years ago. And now it's happened. You were right. Congratulations. That's a great thesis. There's real advantages to build on a cloud. You can get the- you can build a business there. >> Jerry: Right. >> John: That's your thesis. And by the way, these markets are changing. So if you're smart, you can actually compete. >> Jerry: I think you beat, and to Dave's earlier point, you have to adapt, right? And so what's the Darwin thing, it's not the strongest, but the most adaptable. So both- Amazon's adapt and the startups who are the most adaptable will win. >> Dave: Where are you, you guys might've talked about this, where do you stand on the cost of goods sold issue? >> Jerry: Oh, I think everything's true, right? I think you can save money at some scale to repatriate your cloud, but again, Wall Street rewards growth versus COGS, right? So I think you've got a choice between a dollar of growth versus a dollar reducing COGS, people choose growth right now. That may not always be the case, but at some point, if you're a company at some scale and the dollars of growth is slowing down, you definitely have to reduce the dollars in cost. And so you start optimizing cloud costs, and that could be going to Amazon, Azure, or Google, reducing COGS. >> Dave: Negotiate, yeah. >> John: Or, you have no visibility on new net new opportunities. So growth is about new opportunities. >> Correct. >> If you repatriating things, there's no growth. >> Jerry: It's not either, or- >> That's my opinion. >> Jerry: COGS or growth, right? But they're both valid, definitely, so you can do both. And so I don't think- it's what's your priorities, you can't do everything at once. So if I'm a founder or CEO or in this case investor, and I said, "Hey, Dave, and John, if you said I can either save you 25 basis points in gross margin, or I can increase another 10% top line this year", I'm going to say increase the top line, we'll deal with the gross margin later. Not that it's not important, but right now the early phase- >> Priorities. >> Jerry: It's growth. >> Yeah. All right, Jerry Chen, great to see you. Great to have you on, great CUBE alumni, great guest analyst. Thanks for breaking it down. CUBE coverage here in Las Vegas for re:Invent, back in person. Of course, it's a virtual event, we've got a hybrid event for Amazon, as well as theCUBE. I'm John Furrier, you're watching the leader in worldwide tech coverage. Thanks for watching. (Gentle music)

>>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

value in jobs is probably the most rewarding >>things I've ever been involved >>in And I bring that energy to the queue because the cube is where all the ideas are and where 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, entrepreneurs 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 of great content, great conversations and I'm so proud to be part of a Q with great team. Hi, I'm john barrier, Thanks for watching the cube boy. >>Okay, welcome back everyone cube coverage of AWS amazon web services public sector summit in person here in Washington D. C. I'm john Kerry host of the cube with Sandy carter and Lynn martin Vm ware Vice president of government education and healthcare. Great to see you both cube alumni's although she's been on since 2014 your first time in 2018 18 2018. Great to see you. Great to see you. Thanks for coming on. Yeah, thanks for having us. So VM ware and 80 of us have a huge partnership. We've covered that announcement when Andy and Pat nelson was the Ceo. Then a lots happened, a lot of growth. A lot of success. Congratulations. Thank you. What's the big news with AWS this year in >>public sector. So we just received our authorization to operate for Fed ramp high. Um and we actually have a lot of joint roadmap planning. You are kicking off our job today with the Department of Defense and I. L five for the defense customers is also in process. So um a lot of fruits of a long time of labor. So very excited, >>awesome. So explain what does the Fed ramp authority to operate mean? What is >>that all about? So I would say in a nutshell, it's really putting a commercial offering through the security protocols to support the federal government needs. Um and there's different layers of that depending on the end user customers. So Fed ramp i across this, across all the civilian and non classified workloads in the federal government. Um probably applicability for state, local government as well with the new state Gramp focus. Um Fed ramp. I will meet or exceed that. So it will be applicable across the other parts of the government as well and all operated, you know, in a controlled environment jointly. So you get the VM ware software stack on top of the platform from A W. S and all the services that is more VM >>ware, faster deployed usage, faster acceleration. >>Yeah, so I would say um today the government operates on VM ware across all of the government, state, local and federal, um some workloads are still on prem many and this will really accelerate that transformation journey to the cloud and be able to move workloads quicker onto the BMC on AWS platform without free architect in your >>application, without giving away any kind of VM World Secret because that's next week. What is the value proposition of VM ware cloud, on AWS? What is the, what is the, what is the main value proposition you guys see in the public >>sector? So I see three and then Sandy chime in their two, I would say, you know, the costs in general to operate In the Cloud vs on prem or significant savings, we've seen savings over 300% on some customers. Um the speed on the application movement I think is a >>huge >>unique benefit on BMC on AWS. So traditionally to move to native cloud, you have to really do a lot of application were to be able to move those workloads where on BMC on AWS to move them pretty fast. And it also leverages the investments that the government agencies have already made in their operational tools and things of that nature. So it's not like a full reinvestment for something new but really leveraging both the skill sets in the data center in the I. T. Shops and the tools and investments you've bought over the past. And then the third area I would say is really getting the agility and flexibility and speed of a cloud experience. >>What's your, what's your reaction to the partnership? >>You know, we were just talking uh in a survey to our customers and 67% of them said that the velocity of the migration really matters to them. And one of the things that we do really well together is migrate very quickly, so we have workloads that we've migrated that have taken you know weeks months uh as opposed to years as they go over, which is really powerful. And then also tomorrow VM ware is with us in a session on data led migration. We were talking about data earlier and VM ware cloud on Aws also helps to migrate over like sequel server, database oracle databases so that we can also leverage that data now on the cloud to make better decisions and >>real time decisions as >>well. It's been really interesting to watch the partnership and watching VM ware transform as well, not only the migrations are in play with the public sector, there's a lot of them, believe me, healthcare, you name every area. It's all, all those old systems are out there. You know, I'm talking about out there. But now with microservices and containers, you've got tansy and you got the whole cloud, native VM ware stack emerging that's going to allow customers to re factor This is a dynamic that is kind of under reported >>Migration is one thing. But I think, I think that the whole Tan Xue portfolio is one of the most interesting things going on in VM ware. And we also have some integration going on on D. M. C on AWS with tan to we don't have that pentagram. Yeah. For the government market, but it's on the road mapping plans and we have other customers And I would say, you know, some of my non federal government customers were able to move workloads in hours, not even days or weeks. There you go, literally back and forth. And very impressive on the BMC on AWS platform. So, um, as we expand things in with the Tan Xue platform is, you know, Sandy talked about this yesterday and our partners summit, Everyone's talking about containers and things like that. VM ware is doing a lot of investment around the cooper Netease plus the application migration work and things of that nature. >>I'd love to get you guys reaction to this comment because I've seen a lot of change. Obviously we're all seeing it. I've actually interviewed a bunch of aWS and VM ware customers and I would call um some of the categories skeptics the old school cloud holding the line. And then when the pandemic hit those skeptics flip over because they see the value. In fact I actually interviewed a skeptic who became an award winner who went on the record and said I love hey w I love the cloud. I was a skeptic because you saw the value the time to value. This is really a key dynamic. I know it's kind of thrown out a lot of digital transformation or I. T. Modernization but the agility and that kind of speed. It becomes the number one thing. What's your reaction to the skeptics converting? And then what happens >>next? Um So I think there's still a lot of folks in I. T. That our tree huggers or I call him several huggers uh um pick your term. And I think that um there is some concern about what their role will be. So I think one of the differences delivering cloud services to your internal constituents is really understand the business value of the applications and what that delivers from a mission perspective back to your client. And that's a shift for data center owners to really start thinking more from the customer mission perspective than or my servers running you know, do you have enough storage capacity blah blah blah. So I think that creates that skepticism and part of that's around what's my role going to be. So in the cloud transformation of a customer, there's all this old people part that becomes really the catalyst and I think the customers that have been very sad and really leverage that and then retool the business value back to the end users around the mission have done the best job. >>I mean we talk about this all the time, it's really hard to get the best debris partners together and then make it all work cloud, it becomes easier than doing it very bespoke or waterfall way >>Yeah, I have to say with the announcement yesterday, we're going to have a lot more partner with partners. So you and I have talked about this a few times where we bring partners together to work with each other. In fact, Lynn is going to go meet with one of those partners right after the interview um that want to really focus in on a couple of particular areas to really drive this and I think, you know, part of the, you know, as your re factoring or migrating VMro over the other big benefit is skills, people have really strong, these fear skills, the sand skills, >>operation >>operation tools Yeah. And so they want to preserve those, I think that's part of the beauty of doing VM ware cloud on Aws is you get to take those skills with you into the new world as well, >>you know, I was going to just ask the next question ai ops or day two operations, a big buzzword Yeah and that is essentially operation mindset, that devoPS DEVOps two is coming. Emily Freeman gave a keynote with our last event we had with with amazon public showcase revolution and devops devoPS 2.0 is coming which is now faster, security is built in the front end, so all these things are happening so now it's coming into the public sector with the GovCloud. So I have to ask you Lynn what are some of the big successes you've had with on the gulf cloudy, just Govcloud. >>So I would say we've had a lot of customers across the state local side especially um that weren't waiting for fed ramp and those customers were able to move like I mentioned this earlier and you guys just touched on it. So I think the benefit and the benefit, one of our best customers is Emmett Right? Absolutely mitt, God bless them. They've been on every cloud journey with VM ware since 2014 we moved in my three years now and talk about a skeptic. So although Mark is very revolutionary and tries new things, he was like oh who knows and literally when we moved those workloads it was minutes and the I. T shop day one there was no transformation work for them, it was literally using all the tools and things in that environment. So the progress of that and the growth of the applications that have been able to move their things. That took 2 to 3 years before we're all done within six months and really being able to expand those business values back out for the services that he delivers to the customers. So I think you'll see quite a bit across state, local federal government. You know, we have U. S. Marshals, thank them very much. They were our sponsor that we've been working with the last few years. We have a defense customer working with us around aisle five. >>Um you know, if we could also thank Coal Fire because Cold Fire is one of our joint partners talking about partner partners and they were played a critical role in helping BM We're cloud on AWS and get the fed ramp high certifications. >>They were R three p. O. We hired them for their exercise expertise with AWS as well as helping the BMR. >>Well the partnership with the war has been a really big success. Remember the naysayers when that was announced? Um it really has worked out well for you guys. Um I do want to ask you one more thing and we don't mind. Um One of the biggest challenges that you see the blockers or challenges from agencies moving to the cloud cover cloud because you know, people are always trying to get those blockers out of the way but it's an organizational culture is a process technology. What's your what's your take on that land. Um >>I think a lot does have to do with the people and the organizational history. I think somewhere you need a leader and a champion that really wants to change for good. I call Pat, used to call a tech for good. I love that. Right to really, you know, get things moving for the customers. I mean one of the things I'm most proud about supporting the government business in general though is really the focus on the mission is unparalleled, you know, in the sectors we support, you say, education or government or healthcare. Right? All three of those sectors, there's never any doubt on what that focuses. So I think the positives of it are like, how do you get into that change around that? And that could be systems, there's less what's VMC ON AWS as we mentioned, because the tools already in the environment so they know how to use it. But I do think there's a transformation on the data center teams and really becoming moving from technology to the business aspects a little bit more around the missions and things of that. >>What's interesting is that it's so, I mean, I actually love this environment even though it's kind of hard on everyone. Education and health care have been disrupted unprecedented ways and it's never gonna change back? Remember healthcare, hip data silos, silos, education don't spend on it. >>That education was the most remarkable part. Unbelievable. I started working in february before school started with one of the large cities everyone can guess and just the way they were able to pivot so fast was amazing and I don't think anybody, I think we did like five years of transformation in six months and it's never going to go back. >>I completely a great yes education. We just did a piece of work with CTS around the world and education is one of the most disrupted as you said health care and then the third one is government and all three of those are public sector. So the three most disruptive sectors or mission areas are in public sector which has created a lot of opportunity for us and our partnership to add value. I mean that's what we're all about right customer obsession working backwards from the customer and making sure that our partnership continues to add value to those customers >>while we love the tech action on the cube. Obviously we'd like to document and pontificate and talk about it. Digital revolution. Every application now is in play globally. Not just for I. T. But for society, public sector more than ever is the hottest area on the planet. >>Absolutely. And I would say that now our customers are looking at E. S. G. Environmental, they want to know what you're doing on sustainability. They want to know what you're doing for society. We just had a bid that came in and they wanted to understand our diversity plan and then open governance. They're looking for that openness. They're not just artificial intelligence but looking at explainable AI as well. So I think that we have a chance to impact environment societies and governance >>and you mentioned space earlier. Another way I talked with closure. I mean I'm an interview today too, but what's happening with space and what you can monitor disasters, understand how to deploy resources to areas that might have challenges, earthquakes or fires or other things. All new things are happening. >>Absolutely. And all that data people like to say, why are you spending money on space? There's so many problems here, but that data that comes from space is going to impact us here on earth. And so all the things that we're doing, all that data could be used with VM ware cloud on AWS as well. >>Well, you watch closely we got some space coverage coming. I got a big scoop. I'm gonna release soon about something behind the dark side of the moon on in terms of space sovereignty coming a lot of action, cybersecurity in space. That's really heavy right now. But >>aren't you glad that VMC cloud on AWS isn't hidden on the dark side of the moon. It's >>right on the congratulations. Thanks for coming on. You guys are doing great. Thanks for >>thanks for sharing. Congratulations. >>Okay, cube coverage here continues. AWS public sector summit in Washington D. C live for two days of coverage be right back. Thank you. Mhm. Mhm mm mm hmm.

>>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.

>>Welcome to the AWS Startup. Showcase new breakthroughs in devops, did analytics and cloud management tools. I'm lisa martin, I've got Jordan share here with the next vice president of corporate marketing Ops ramp, Jordan welcome to the program >>lisa It's great to be here. Great to talk about some of the stuff. Thanks for having me. >>Yeah let's break this down. Tell me, first of all about Ops ramp, how is it facilitating the transformation of I. T. Ops helping companies as your website says control the chaos. >>Sure. So option is an availability platform for the modern enterprise. We consolidate digital I. T. Operations management into one place. So availability as you can imagine um is a consistent challenge for I. T. Operations teams in large enterprises maintaining service assurance, making sure that services are up available, performing uh Ops tramp is the platform that powers all of that and we bring a lot of different features and functions to bear in driving availability. I think about ai ops I think about hybrid infrastructure monitoring, multi cloud monitoring, that's all part of the options offering. Modern enterprise. >>Talk to me about back in 2014 what the founders saw of Ops ramps, what were some of the gaps in the market that they saw that this needs to be addressed and no one's >>doing? It's a great question. So abstract was originally founded as part of an MSP offering. So we were a platform serving managed service providers who wanted to consolidate the infrastructure of their clients onto one multi tenant platform. What they noticed was that these enterprise customers of the MSP s whom we served. Really appreciated that promise of being able to consolidate infrastructure, being able to visualize different alerts, different critical incidents that might arise all on one platform. And so that's when we decided to raise around and take it directly to the enterprise so they could have the same kind of visibility and control that MSP s were delivering back to them, >>Visibility and control is essential, especially if your objective is to help control the chaos. Talk to me about some of the trends that you've seen, especially in the last 18 months, as we've been in such a dynamic market, we've seen the rapid acceleration of digital business transformation. What are some of those key trends especially with respect to a I ops that you think are really poignant. >>Yeah. You know, we like to think over here that the pandemic didn't really change a whole lot, accelerated a whole lot. And so we started to see at least within the past 12 to 18 months this acceleration of moving to the cloud, you know, Gardner forecasted that I thi enterprises, large enterprises are going to be spending upwards of 300 billion um in the move to the public cloud. So that has really facilitated some of the decisions that we have made and the promises that we offer to our customers, number one, Number two, with the move to remote work and the adoption of a lot of different digital tools and uh the creation and implementation of a lot of different digital customer services. Um It has forced these enterprises whom we serve to really rethink how they provide flexibility and control to their larger enterprise. I. T. Teams that might be distributed might be working remote might be in different locations. How can they consolidate infrastructure as it gets more and more complex. So that's where ops tramp has really created the most value. So we think about two things. Number one I want to consolidate my multi cloud environments so services via AWS for example or other cloud providers. How do I bring that within? How do I bring that control within my enterprise within the context of maybe additional private cloud offerings or public cloud infrastructure. Number one. Number two how do I get control over the constant flood of alerts but I'm getting from these different digital services and tools all in one place. Um you know so we are responding to that need by for example uh implementing a really rich robust ai ops functionality within the train platform to both be able to consolidate those alerts that are coming through and really escalate the critical ones um for to allow I. T. Operations seems to be a little bit more proactive and understand how incidents are happening and giving them the ability to remediate those incidents become before they become business critical and can really shut down the internet. >>Speaking of the enterprise. I'm curious if your customer conversations have changed in level in the last 18 months as everything has become chaotic for quite a while. We're still in we've been in a hybrid cloud world for a while. We are in a hybrid workforce situation. Have you noticed an escalation up the stack in terms of the c suite of going we need to make sure that we're leveraging cloud properly financially responsibly and ensuring that we have this ability and all the services that we're delivering. >>You mean are they sweating more And are they coming to us when they're sweating more? Yeah. Yeah for sure. The short answer is yes. So let me give you a great example. Um One of our recent customers they manufacture chips microchips and what they've noticed is that number one demand has grown um due to the increase in digital transformation. Um Number two supply chains have become more constricted for them specifically so they're asking themselves. All right how can we equip our I. T. Operations teams to maintain the availability of different logistics services within our organization So that they can both maintain service availability of these different logistic logistic services um and be able to stay on deadline as much as they possibly can um during a supply chain crisis that we're facing right now. And number two how can we as we move to the cloud and we see a distribution of our workforce still be able to maintain I. T. Operation services regardless. Um That is a need in particular in particular the supply chain um constraint issue. Uh That is a need that has arisen only in the last 18 months and it is a perfect use case for ops ramp or a platform that allows you to consolidate I. T. Operations to one place and give flexibility control across a distributed environment with a number of different new digital services that have been implemented. To solve some of these challenges. >>Talk to me about Ai ops as a facilitator of that availability visibility in this hybrid world that is still somewhat chaotic. >>Yeah great question. So originally it was al gore algorithmic operations is coined by Gardner today it's artificial intelligence in its operations. So the notion there is simple right there's a lot of data coming in on throughout the I. T. Operations organization. How can we look for patterns within that data to help us understand and act more proactively. Um From an operational perspective well there are a lot of promises uh that go along with A. I. Ops that it's going to completely transform these I. T. Organizations that it's going to reduce headcount. Um We don't necessarily find that to be true. What we do find true though is that the original promise behind a IOP still exists right we need to look for patterns in the data and we need to be able to drive insights from those patterns so that is what the Ai ops feature functionality within abstract really does. It looks for patterns within alerts and helps you understand what these patterns ultimately mean. Let me give you a great example so we have different algorithms within the train platform for co occurring events or for downstream events that help us indicate, okay if a number of these events are happening across one geography or one um business service for example we can actually look for those co occurring patterns and we can see that there may be one resource or set of resources that is actually causing a bunch of these incidents for a bunch of these alerts upstream of all the actual alerts themselves. So instead of the ICTy Operations organization having to go in and remediate a bunch of different distributed alerts, they can actually look at that upstream alert and say okay that's the one that really matters, that's where I need to pay most of my attention to. Um and that's where I'm going to deploy a team or open up a ticket or escalate to I. T. S. M. Or a variety of different things because I know that these co occurring alerts are creating a pattern that's driving some insight. Um so that's just part of the overall Ops tramp Ai Ops um promise or uh you know there's there's tons more that goes along with the biopsy but we really want to take some of the load and reduce some of the alerts that these icy operations teams are having to deal with on a daily basis. >>So let's talk about how you do that from a practical perspective, is looking at some of the notes that your team provided and according to I. D. C. This was a report from asia pacific excluding Japan that 75% of global two K enterprises are going to adopt a I Ai Ops by 2023 but a lot of Ai ops projects have been built on and haven't been successful. How does abstract help change flip the script on that? >>So it really comes down to the quality of the data right? If you have a bolt on tool, you have to optimize that tool for the different data lakes or data warehouses or sources of data that exists within your operational organization. I think about multi cloud apps across the multiplied environment. So I have to optimize the data that is coming in from each of those different cloud providers onto a bolt on tool to make sure that the data that's being fed to the tool is accurate and it is a true reflection of what's going on in the operational organization. That's number one. If you look at ops tramp and the differentiation there. Um op tramp is a big data platform at its core. So you bring ops tramp in, you optimize it for your overall infrastructure mix and then the data that gets fed into the ai ops feature functionality is the same across the board. There is no further optimization. So what that means is that the insights that are being driven by the outside perhaps platform are more sophisticated, they're more nuanced, there are more accurate representation and they're probably driving ultimately better insights than sticking a tool on top of five different existing data warehouses or data lakes. >>So if you've got a customer and I'm sure that you do enterprises, as we said, going to be adopting this substantially by 2023 which is just around the corner, how do you help them sort through the infrastructure and the ecosystem that they have so that they're not bolting things on but rather they can actually really build this very intuitively to deliver that availability and the visibility that they need fast. >>Yeah, so a couple of different comments on that ways that we try to help. Number one, I think it's critical for us to understand the challenges of the modern I. T. Infrastructure environment, across different verticals, different industries. So when we walk into any of our clients, we already have a good mix of their challenges. Is it Iot? Are they dealing with a bunch of different devices at the edge, are they, you know, a telecom with uh critical incidents is incidents in the network that they need to remediate. Um Number two, we try to smooth the glide path into understanding the obscene ramp platform and promise early. So what does that mean? It means we offer a free trial of the platform itself at tried out abstract dot com, you can set up up to 1000 resources for free with an unlimited number of users for 14 days and kick the tires particularly in multi cloud monitoring and see what sorts of insights you can determine um, just within those two weeks and in fact we're, we put our cards on the table and we say you can probably see your first insights into your infrastructure within 20 minutes of setting up the abstract free trial um, and if you don't want to bring your resources, your own resources to it will even provide a collection of resources preloaded onto the platform so you can try it out yourself without having to get, you know, a bunch of approvals to load infrastructure in there. So two pieces, number one, it's this proof of concept proof of value where we try to understand the clients pain and number two, if you want to kick the tires on it yourself, we can offer that with this free trial offering. >>So what I'm hearing and that is fast time to value which in these days is absolutely essential. How does that differentiate ops ramp as a technology company and >>from your customer's perspective? Yeah, so I appreciate that. And the meantime to incite is one of the critical aspects of our product roadmap, we really want to drive down that time to value coefficient because it's what these operations teams need as complexity grows really if you take a step back right, everything is getting more complex. So it's not only the pandemic and the rise of multi cloud but it's more digital customer experience is to compete. It's the availability, it's the need of a modern enterprise to be agile. All of those things translate basically into speed and flexibility and agility. So if there's one guiding light of ops tram it's really to equip the operations team with the tools that they need to move flexibly with the business. There is a department in any modern enterprise today if they need access to the public cloud and they have a credit card they're getting on AWS right now and they are spinning up a host of services. We want to be the platform that still gives the central IT operations team some aspect of control over that with the ability with without taking away the ability of that you know siloed operations team somewhere in some geo geographic region. We want to empower them to be able to spend up that AWS service but at the same time we want to just know that exists and be able to control it. >>How can A I A facilitator of better alignment between I. T. Tops and the business as you just gave a great example of the business getting the credit card spending up services that they need for their line of business or their function and then from a cultural perspective I'm just curious how can A. I. R. S. B. A facilitator of those two groups working better together in a constantly complex environment. >>That's a great question. So imagine if I. T. Operations did more than just keep the lights on. Imagine if you knew that your I. T. Operations team could be more proactive and more productive about alerts incidents and insights from infrastructure monitoring. What that means is that you are free to create any kind of digital customer experience that you would want to drive value back to your end user. It means that no longer do you think about it? Operations is this big hodgepodge of technology that you have to spend you know hundreds of millions of dollars a year in network operations teams and centers and technologies just to keep control of right by consolidating everything down to one place one sas based platform like this it frees up the business to be able to innovate. Um You know take advantage of new technologies that come around and really to work flexibly with the needs of the business as it grows. That's the promise of a tramp. We're here to replace you know these old appliances or different management packs of tools that exists that you consistently have to add an optimized and tune to feel to to empower the operations team to act like that. Um The truth is that is that everything is SAT space now, everything is status based and when you get to the core of infrastructure, it needs to be managed to be a SAs and thats ops ramp in a nutshell, >>I like that nutshell, that's excellent. I want to know a little bit about your go to market with a W. S. Talk to me a little bit about the partnership there and where can what's your go to market like? Essentially, >>yeah, so were included in the AWS marketplace, we have an integration with a W. S um as the de facto biggest cloud provider in the world. We have to play nice with them. Um and obviously the insights that we drive on the option platform have to be insights that you need from your AWS experience. You know, it has to be similar to cloudwatch or in a lot of, in a lot of cases um it has to be as rich as the cloudwatch experience in order for you to want to use op tramp within the context of the different other multi cloud providers, so that's how abstract works. Um you know, we understand that there's a lot of AWS certified professionals who work with who work at Ops tramp, who understand what AWS is doing and who consistently introduce new features that play well with the service is the service library that AWS currently offers today. >>Got it as we look ahead to 2022 hopefully a better year than 2020 and 2021. What are some of the things that you're excited about? What are some of the things on the ops ramp road map that you can share with us? >>Yeah, so you know, the other, the other big aspect of uh the new landscape of IT operations is observe ability. We're really excited about observe ability, we think that it is the new landscape of monitoring um you know, the idea of being able to find unknown unknowns that exists within your operational stack is important to us to be able to consolidate that with the power of ai ops so that you now have machine learning on top of your ability to find unknown unknown issues. That's that's going to be super exciting for us. I know the product team is taking a hard look at how to drive hybrid, observe ability within the abstract platform. So how do we give a better operational perspective to on prem public cloud and private cloud infrastructure moving forward and how do we ingest alerts before they're even alerts? I mean that's observe ability in a nutshell, if I'm getting in and I'm checking the option platform every day, then that's a workflow that we can remove by creating a better observe ability posture within the train platform. So now the platform is going to run unsupervised right in the background um and ai apps is going to be able to take action on predictive incidents before they ever occur, that's what we're looking at in the future. You know, everything is getting more complex. We've heard this story a million times before, we want to be the platform that can handle that complexity on a massive scale, >>finding the unknown, unknowns, converting them into knowns I imagine is going to be more and more critical across every industry. Last question for you, given the culture and the dynamics of the market that we're in, are there any industries and all of trump's is seeing is really key targets for this type of technology. >>The nice thing about ops tramp is we are we are really vertical neutral, right? Any industry that has complexity and that's every industry can really take advantage of a platform like this. We have seen recent success particularly in finance manufacturing, health care because they deal with new emerging types of complexity that they are not necessarily cared for. So I think about some of our clients, some of our friends in the finance industry, you know, um as transactions accelerate as new customer experiences arise uh these are things that their operations teams need to be equipped for and that's where up tramp really drives value. What's more is that these uh these industries are also somewhat legacy, so they have a foot in the old way of doing things, they have a foot in the data center, you know, there are many financial institutions that have large data center footprint for security considerations. And so if they are living in the data center and they want to make the move to cloud, then they need something like cops ramp to be able to keep a foot in both sides of the equation, >>right, Keep that availability and that visibility. Jordan, thank you for joining me today and talking to us about ops around the capabilities that Ai ops can deliver to enterprises in any industry. The facilitation of of the I. T. Folks in the business folks and what you guys are doing with AWS, we appreciate your time. >>Absolutely lisa, thank you very much. Thanks for the great questions. If you ever need a job in corporate marketing, you seem like you're a natural fit. I'll >>call you awesome. >>Thank you >>for Jordan share. I'm lisa martin, You're watching the AWS startup showcase.

(upbeat music) >> Hello and welcome today's session of the cube presentation of the 80 best startup showcase. The next big thing in security featuring Anitian for the security track. I'm your host John Furrier. We're here with the CEO of Anitian, Rakesh Narasimhan, and Aditya Muppavarapu global segment leader of Dev ops for 80 minutes partner network, Rakesh, Aditya, Thanks for coming on. Appreciate it. >> Thank you very much, John. Pleasure is mine. >> So this is the track session. We're going to get into the, the into the details on the leadership of digital transformation and dev sec ops automation, cloud security and compliance. So let's get started. But first Rakesh, we last talked you guys had some awards, RSA conference, 2021, virtual. You guys got some serious awards. Give us the update. >> Yeah, thank you very much, John. Yeah, we were, you know, humbled to be recognized. You know, industry recognition is always a great thing. We deliver value for customers and the industry is recognizing it. So at the RSA conference, we got seven different awards you know, very excited that we were chosen for, you know publishers choice and security company of the year editor's choice and blood security and heart company in cloud security automation. So really thrilled about the recognition thanks. >> Awesome. Seven awards. I mean, RSA is obviously a show that's in transition itself. They're transforming no longer part of Dell technologies now kind of on their own kind of speaks to the wave we're in. So congratulations on the success. They're hot startup here in security track. Give us a quick overview what you guys are enabling because this transformation is everywhere. It's in every sector, it's in every vertical dev sec ops shifting left, you know day two operations get ops. All. This is all talking to one thing, developer, productivity programmable infrastructure with security. Rakesh give us a quick overview of >> Yeah. Exactly. Right. John, I think there's a big shift happening obviously to the cloud and, you know, affects every one of our lives in productivity in enterprise applications, consumers you name it. There's a huge change happening, but central to that theme is security. And so it's one of the areas we focus on Anitian is the fastest way for both existing and new applications to be developed in the cloud. And so we make sure that you can get there fastest time to value and time to revenue pretty quickly by providing the best secure and compliance environment for you. That's really the core of what we do as a company. And we look forward to helping all of our customers and the industry >> Aditya you're a global segment lead at AWS partner network. You seeing on successful companies, you've got a winner here, obviously a success story. I want to get your take on this because this is a trend in cloud native scale, you know, heart, you know horizontally scalable, large scale, but shifting left, okay. Get ops big topics where code is being inspected in real time. People want automation. So I've got to ask you, what does shift left mean to to being out there and this in the security world? What does that mean? >> So, instead of applying your security and compliance guard rails only in production, we also need to apply them across your application development and delivery cycles. Instead of having one gate that becomes a bottleneck we should have multiple checkpoints at various stages. This provides a fast feedback for the developers while they're still in the context of developing that feature. So it's easier and less expensive fix the issues and what it is not is this doesn't mean you move all your focus to dev and ignore production. It also doesn't mean developers are now responsible for security and you can get rid of your security teams. We needed a process and a mechanism in place to leverage the expertise off the security teams and offer their services to the developers very early on in the development cycles, thereby enabling and empowering developers to write secure and compliant code >> I mean, to me not to put my old school hat on, but it's, you know I think to me, I view it as security at the point of coding right at the point of, I don't want to say point of sale but the point of writing the code and the old days it used to be like a patches and getting updates and provisioned into, into production. Same that kind of concept. But as a developer, that's kind of the focus is getting the latest knowledge either through tools and technologies to make it easier for me as a developer to inject at the point of code. Is that right? >> That's right. Yeah. >> So what makes Anitian so different and what's successful within AWS? That's, what's the why the success there? Can you share with us why they're so unique in AWS? >> So I think the biggest case for that is really you know, security, oftentimes security is thought of as an impediment sometimes actually believe it or not. So the configuration, the management, the deployment all of that, you got to be able to do and you got to be able to do that at scale. The great thing about the cloud at is scale and a big portion of that is automation. So what we at Anitian have done is taken that lifecycle of taking, you know applications on a variety of states. If you will, if you're trying to get to production you're trying to do one of two things. You're either you're trying to get into a compliance standard, like Fed Ramp you want a very predictable process, or you're just trying to get an application secure pretty quickly. So how can you do either one of those things becomes the challenge and we help you do that by having a pre-engineered environment where configuration defining deployment all that becomes very consistent and very predictable which means we've automated it in a way that it can scale. You can sort of almost have this regularly happening and not just one application with multiple applications for any company. That is, I think the biggest obstacle that has happened for a lot of folks in the enterprise for sure, to try to get to production and keep that cycle going continuously. And we help with that in a big way. That's one of the reasons why we're having a lot of adoption customers working with partners of course and getting industry recognition for it. >> Yeah. I mean, this is one of the benefits of cloud. I want to get you guys both reaction to this, where as things get going, it's kind of like that, you're you you got to take advantage. You can take advantage of all these solutions. So how many of his customer, I want to look for solutions that help me move the ball forward, not backwards right? So, or help me move the ball forward without building anything that I don't need or that's already been built. So here it sounds like if I get this right Anitian is saying, Hey if you're an Amazon customer I can accelerate you with Fed Ramp compliance. So you don't have to spend all these cycle times getting ready or hiring or operationalizing it is that right? I mean, is that the value proposition? >> They're very accurate, John. So what happens is, you know, we're working with Amazon web services, who's really innovated quite a bit in building all the building blocks, if you will. And so, you know, we're standing on the shoulders of giants if you will, to basically get the max level of automation and acceleration happen. So that just like customers have gotten used to not having to buy servers, but guide, compute and storage. If you will, now they're able to secure and also become compliant with the services that we offer. That level of acceleration I think is needed. If you believe that there's going to be a lot more cloud applications, lot more cloud. If you're going to achieve scale, you've got to automate. And if you want to automate, but secure as well you need a mechanism to doing that. That's really where Anitian comes in, if you will. >> Yeah. And I think Fedramp to me is just a great low hanging fruit example because everyone wants to get into the public sector market. They know how hard it is. Kind of like, you know, we want to do it, but stand in line we've got to get some resources. I'm not kind of get that. But the question I want to get to you Rakesh and Aditya is the bigger picture, which is, as you said more cloud applications are coming. So customers in the enterprise have, have or are building fast dev ops teams accelerate the security paradigm. How do you help those, those folks? Because that's really kind of where the action's going. The puck is going to go there too. Right? So beyond Fed Ramp there's other things >> Right? So I think, I think the way we approached it is really, there's like at least two different sets of customers, right? In the federal market itself. You just think about a commercial SAS companies who are trying to enter the, the, the, the the public sector market. Well, you need to clear a standard like Fed Ramp. So we're the fastest way to not just complete it but be able to start selling and producing revenue. That'd be market per using that functionality. If you will, to that market. Similarly, there's a lot of public sector organizations who are trying to move to the cloud because they have traditionally developed applications and architectures based on what they've done over the last 20 plus years. Well guess what, they're also trying to migrate. So how do you help both commercial companies as well as public sector companies transition, if you will to the cloud in a secure way, but also meeting a public standard. We're helping both those organizations to do that migration and that journey if you will, but it's premised on with pre-engineered it, it's the fastest way for you to get there for you to be able to provide your capability and functionality to the larger marketplace. That's one of the main reasons why I think the productivity jump is enormously high because that's how you get to larger marketplace, if you will, to serve that market >> Aditya. So they have to change your title from global segment leader, dev ops to dev sec ops 80 of his partner network here with this solution in a way it's kind of becoming standard. >> Yeah. Security is getting him embedded into all of your development and delivery life cycle. So that dev sec Ops is becoming more and more critical with customers migrating to the cloud and modernizing their applications. >> How much has automation playing into this? Because one of the things we're talking about fueling digital transformation is the automation component of the security piece here Rakesh How important is automation and what how do you set yourself up for that to be successful? >> That's big question. I think that the big key to that is automation. I think automation is there in general in the cloud space. People expect it, frankly. But I think that the key thing what we have done is pre-integrated not just our platform but a variety of the partner ecosystem are on AWS. And so when a customer is looking forward to taking an application and going to the cloud they're not just getting functionality from us and AWS but also a lot of partner functionality around it so that they don't have to build it. Remember this discussion we had earlier about how do you jumpstart that? Well, it's, it's, it's really, instead of them having the best of breed assemble we've pre done it for them, which means it's predictable, it's consistent it's configured correctly. They can rely on it. That allows us to be able to help them move faster which means they can go serve larger markets and obviously make money around it. >> Rakesh, I got to follow up on that and ask you specifically around this business model. Obviously cloud has become great service. Everyone kind of knows that and then kind of sees the edge coming next and all these other issues that are going to provide more opportunities. But I got to ask you for your company what industries and business models are you disrupting? >> Yeah, I think primarily to we're a classic example of software eating the world, right? Primarily what happens is most of the folks that certainly in the compliance arena are really trying to figure out how to do it themselves, right? And then that's primarily the group of people who are sort of trying to figure that out. And then there's a class of who do consulting who are trying to consult with you and what you should do. And we have taken a very software oriented approach built on Amazon that we will not only help you fast forward that but also, you know, get you compliant but also keep you compliant because it's a cycle much like in other industries you've seen there used to be a time when people that email and they used to run email servers and ran the email servers and backups and things of that nature that transitioned over time where people procure that service from somebody else. And it's still a secure, it's still a scalable and they can rely on that service without having to be in that business if you will. So we see us disrupting the consulting and do it yourself world to actually providing a dependable service out there that you can rely on for security and compliance. >> Awesome. Aditya, I got to ask you on the Amazon side obviously you see a lot of it there. What are some of the challenges that you see with security? >> One of the main challenges I see that is that the landscape itself is rapidly changing. As customers are migrating to the cloud and modernizing what used to be a simple monolithic application running on a server and a office or a data center is now distributed hybrid and spans across development practices like microservices managed services, packaged applications, et cetera and also in the infrastructure platform choices have dramatically increased to from on-prem to call data centers, to edge computing, IOT VMs containers, serverless a lot more options. All these leads to more complexity and it increased the number of threat vectors exponentially though this advancement was great from a usability perspective. It now created a whole slew of challenges. This, this is complex. It's very hard to keep up. It's not something you set and forget. One needs to make sure you have the right guardrails in place to make sure you're continuously compliant with with your own policies are also with regulatory compliance frameworks that are needed for your business. Like GDPR, PCI, DSS, Nast, HIPAA Sox, Fed Ramp, et cetera >> For Rakesh. We're specifically on the dev ops efficiency with Amazon. What do you guys, what's your top few value proposition points? You say >> Biggest value proposition honestly is keeping and maintaining security while you're in compliance at scale with speed. I think those are big issues for companies. Like if you, if you're a company you're trying to be in the cloud, you want to enter the federal market. For example, you got to get that quickly. So what could take a lot of money? 18 - 24 months, our prawn malleable we've just completely automated back. And so within a quarter, depending on quickly the two organizations can work. We can get you into the marketplace. That that speed is of enormous value to companies. But also to remember that as Aditya pointed out there's a lot of complexity in the kind of architecture that is evolved but we have to feel like people like in the issue of what we can help customers would is as much as you take advantage of all the cloud style architecture providing the simplicity of providing security consistently and providing compliance consistently quickly. I think there'll always be a value for that because people are always trying to get faster and cheaper quicker. And I think we're able to do that. But remember, security is not just about fast. It's got to be secure, right? We got to be effective, not just efficient but I think that's a big value prop that we're able to bring to the table on AWS. >> Well I want to go, I got you here. I'll see what showcasing you guys as the hot startup who is your customer on Amazon? I'll see, you have customers that sell in marketplace for fedramp. That's a huge, that's the people who are in business to sell software but also other enterprises as well. Right? So could you just quickly break down your customers? And then when do they know it's time to call a Anitian? >> Yeah, so we have two large groups of customers. If you will. Certainly the commercial segment, as well as in the public sector and the commercial side, you have lots of companies in the cyber security enterprise collaboration as a little robotic process automation, all those categories of companies in the commercial environment they're trying to enter the public sector federal market to go sell their services. Well, you have to get compliant. We are the fastest path to get you there time to value type of revenue we can accomplish for you. That's a group of customers we, we have in market. And then we have the other side, which is a lot of government agencies who are themselves trying to migrate to the cloud. So if you're trying to get your applications for sure once on hybrid or on-premise, and you're trying to go to the AWS cloud, well, we're a great way for you to have a pre-engineered environment into which you can move in. So not only are you secure it's, pre-built, it can scale to the cloud that you're in front of migrate to. So we have both those particular sites if you will, of the marketplace. And then in market, we have lots of agencies, big and small and the government side, but also all these categories in the commercial side that I mentioned >> For Rakesh, Anitian's helping a lot of companies sell them to the public sector market. How big is the public sector federal market >> Right? Yeah. Billions of dollars. More than $250 billion is what people say but it's a very large market, but, but remember it's any any commercial SAS company who's trying to go into that federal market is a target market. We can help that customer get in into that market. >> And just real quick, their choice alternative to not working with the Anitian is what? months the pain. And what's the heavy lift as Andy Jassy would say the heavy lifting, undifferentiated lifting a lot of paperwork, a lot of hoops to jump through. Good. Can you just paint a picture of the paths with, and without >> There's three key areas that I think customers or, you know companies have to do, A. they have to understand the standard B. They have to really figure out the technology the integration, the partners, and the platform itself. It's a lift to basically get all of that together and then actually produce the documentation produce all the configuration and in a repeatable way. And that's just to get one application up there. Well, guess what? Not only do you need to get that up there you need to keep that compliant. And then our future standards come in. You need to go upgrade to that. So the best way for me to describe that is either you you come to the Anitian and we make that age just a service that is subscribed to to keep you compliant and grow or you can try to build it yourself, or you try to go get consulting companies to tell you what to do. You still have to do the work. So those are your sort of choices, if you will, which is one of the reasons why we're enjoying the growth we are because we're making it easy and productive for for companies to get there faster. >> Aditya, I want to get to you real quick. Obviously AWS partnering, they're also known as APN. You guys see some of the best hot startups. They all kind of have the same pattern like this. They do something that's hard. They make it easier. They go faster, more. Cost-effective what's the pattern in this cloud-scale world as startups. We're going to be featuring, you know, every as much as we can hot startups coming out of your network, there's a pattern here. What would you say? They are? Well as the DevOps obviously cloud native, besides iterate, move faster. What's the pattern you're seeing for the successful companies. >> It's like, like Andy's says, it's figuring out how to continuously reinvent yourself is the key to stay successful in this market. >> Awesome. For Rakesh, real big success. Congratulations on your awards. I got to ask you, we're asking all the, all the companies this question, what is your defining contribution to the future of cloud scale? >> Great question. I think when I think about what can be accomplished in the future, not just in the past, I think cloud is a huge phenomenon that has completely up-ended the architecture for all sorts of things commercial government, you know, consumer and enterprise. If you will, I would think we would be humbly the people who will ensure that lots of B2B companies and government organizations are able to move to the cloud and are able to be secure and compliant because I believe that there'll be more and more of that happening in the cloud. And the more that is available, just like the commercial world is takes advantage of all those features. I feel like public government organizations also can accomplish the same things very quickly because of folks like us, which means you have a larger segment of population that you can support. That's only going to make the planet more successful. I'm a big optimist when it comes to tech. I know there's a lot of folks who would look down upon tech or I'll think about it as not great. I'm a very big optimist around tech improving people's lives. And I think we have our own humble role in enabling that to happen in the security and compliance >> Well, anything, in my opinion I'm really a big fan of your work and your team. Anything that could bring great innovation into the public sector faster and more effective as good win for society. So I think it's a great mission. Thanks for, for sharing and congratulations on your awards and thanks for being part of our 80 best startup showcase. Appreciate it Rakesh thank you >> Thank you. >> Okay. This is the cube coverage of 80 startup showcase. I'm John for your host of the cube. This is the next big thing in security Anitian in the security track. Thanks for watching. (Up beat music)

>>From around the globe. It's the cube with digital coverage of AWS reinvent 2020 special coverage sponsored by AWS global partner network. >>Welcome everyone to the cube live covering AWS reinvent 2020. I'm your host Rebecca Knight. Today. We are joined by Joshua Virgin. He is the general manager at AWS outposts. Thanks so much for coming on the cube. Joshua, >>Thank you for having me. It's great to be here. >>It's great to have you, so tell our viewers a little bit about AWS, AWS outposts. >>Oh sure. It's one of my favorite subjects, obviously. So outposts is a service from AWS that allows you to use the same tools, technology, API APIs, programming interfaces that you do in the cloud, but install this and run it on your own premises or in a co-location facility. So it really extends the reach of AWS to far more locations than you could otherwise use it. >>So what are some of the advancements, uh, this year >>It's, it's been an amazingly busy year, even under unprecedented kind of circumstances where we've tried to turn the crank really hard and deliver value for our customers. We increased the number of countries you could order outposts in up to 51 countries. You can now connect outpost to all 22 AWS regions and our gov cloud regions, everything outside of China. And we delivered 15 new services or incremental features, including a S3 on outposts, which was the top thing that customers asked for, but also our application load balancer, Alasta cash, our relational database service RDS. Uh, you know, there's probably more than I'm missing here, but, um, you know, and we're definitely not slowing down in that regard. 2021 will probably be an even bigger year. >>So tell us a little bit about the, the response from customers since the launch of AWS outpost last year. What are, what are you hearing? >>Yeah, I mean, we're, we're hearing a lot, uh, I think we've been pleasantly surprised by the, the breadth and the depth of the customer use cases. One of the biggest things we heard from people was, you know, the, the outposts are great, but it's a, it's a full rack of compute or many racks of compute in some cases and storage, you know, their locations that people wanted to put it in that were smaller where their space constrained, maybe a restaurant or a factory floor or a small medical facility, uh, you know, a telco like a cell site. And so what we did based on that is something that we actually just announced in Andy's keynote. Uh, just a few days ago here, which is the new small form factor outposts that are one you and two use size, uh, servers. It's about the size of one or two pizza boxes stacked on top of each other. >>So that's even going to make outposts available to even more use cases, uh, you know, early on, uh, we kind of said to ourselves that it's important to kind of give people that consistent experience wherever they might need the compute and the storage and the other services. And so I've been, I've been really pleasantly surprised, as I mentioned earlier, by how many people have talked to us. We have customers like Phillips healthcare. They are, uh, they're bringing their medical imaging solution to outposts and it allows them to kind of modernize the way they deliver services to hospitals and medical research centers around the world. Something that really wouldn't be possible without having AWS everywhere. >>And that is much, much needed today. Um, tell us a little bit about more about this year in particular, you said it yourself at the beginning of our conversation, this is an unprecedented year for so many different reasons. How has the COVID-19 pandemic effected AWS outposts and how your team interacts with customers and, and gets your job done? >>Yeah, we, I think we have some unique challenges in that regard, obviously, as I mentioned earlier, AWS outposts are installed in a co-location facility or on a customer's own premises in a data center, you know, other things like that. So obviously we have to get our technicians out there to roll them in and hook them up to your network and, you know, to get them powered up. So that means that we are complying with, uh, COVID restrictions. And as I mentioned, 51 different countries. So there was even an install earlier this year at a mining location, uh, you know, far outside the U S where we had to get technicians working with, uh, local technicians from the customer following COVID guidelines, wearing protective gear, and actually installing the outpost, uh, you know, using kind of satellite conductivity and phones to phone home, and talk to us during the installation of course, cause it's not hooked up yet. So those are just kind of examples of the, the links to which we'll go to make sure that, of course we're safe, the customers are safe, but that they can kind of continue to modernize their application portfolio and get benefits from the outposts. >>And what are you hearing from clients and customers in terms of how they're thinking about their technology needs now and in the coming year? >>Yeah, that's a, that's a great question. I mean, it, it really varies by market segment. So you have customers like Ericsson and Telefonica. They're going to be using outpost to, uh, kind of run their 5g packet core technology, Abe it's, it's gotta be run at the edge right there, telcos, they need to minimize latency single digit milliseconds, or you might have a customer like Lockheed Martin. And what they've told us is they have projects that are subject to government contracts and regulations. And not only do they have of course compliance regimes, like fed ramp that they need to be aware of, but there's data residency requirements. So whether they're deploying in the United States or, you know, with our allies all around the world, the compute and the storage, they need to run in specific locations. So now outposts are going to be a key, uh, advancement and kind of a key differentiator for them in how they deliver services to their customers and still meet those data residency or compliance requirement. >>Joshua, tell our viewers more about AWS outpost ready? >>Oh, that's a, it's another thing I'm really glad you mentioned. So the outposts ready program, these are solutions from our APN and our Amazon AWS partner network that are, uh, validated and following our best practices on AWS outposts. They're certified to work and, you know, they're generally available to customers. And so it's a program where, you know, ISV and SAS providers can ensure that the technology that they provide that this third-party technology is going to work in the outpost environment. And there's, there's something about outposts that I think makes this, uh, a differentiator and uniquely valuable when I mentioned kind of that consistent hybrid experience. When you think about how outposts are deployed, you know, in a customer's data center, maybe alongside other technology they're already using. And so customers say, look, these AWS services are great, but I already use a variety of third party technology maybe from Veritas or trend micro Palo Alto networks Convolt size sense, PagerDuty, pure storage NetApp, or the, you know, the list is actually pretty extensive of what people are already using. >>And so they've said, you know, I do plan on using AWS services, but I also don't want to give up, uh, you know, what my team is already familiar with. So can you make sure that's going to work for me, whether I'm using it in the region or on the AWS outposts. And so the, the, the interest in kind of demand for this, both from customers and the enthusiasm from the partners has been off the charts. We started the program in just September, which is not that long ago, and we had 32 partners. And, uh, as of today we have an additional, uh, additional 25 partners, right? It's 57 partners, total 64 certified solutions. So that's a lot of momentum and just kind of a, a short amount of time. And I'm really happy that we can deliver that to the customer. >>So it does, it's already showing tremendous momentum. How do you think about it in terms of the primary benefits that it gives to customers and how it helps customers and partners, >>You know, in order to qualify, the solution has to be tested and validated upon, uh, against a bunch of, uh, criteria that we have very specific technical criteria, security requirements, operational, and, you know, they're, they're supported for customers with clear deployment guidelines. So, you know, the customers can kind of think of this as a guarantee that we're not just saying maybe this could work, but, but this will work. If you're already using it, it's going to continue to work in a way that's familiar to you. And again, that's important that consistent hybrid experience, whether you're using a solution from a third party or from AWS, whether you're using it in the region or on a local zone or in a wavelength zone, and some of our other kind of innovative infrastructure deployments or using it on an outpost, no matter where you're using it, it has to work the same way. >>And so this is something that customers have said, I want to be able to get up and running quickly. We had a customer riot games, uh, th they're the maker of league of legends, but also when they were launching their new game, Valerie hunt, uh, in, in June of 2020, they deployed outposts in four different locations to kind of ensure a level playing field in terms of latency and what they told us, uh, you know, very much like the service ready program is they were able to get up and running in just a matter of days once the outpost was deployed. And it's because we gave them those same API APIs, that same tooling. So I think that's really important for people and, you know, I hope we can continue to deliver on that promise. >>So to close this out here, I want you to look into your crystal ball and think ahead, 12 and 24 months, when you know, fingers crossed, things are back to somewhat more normal. Uh, what's in store for AWS outposts. >>Yeah. I mean, we're going to deliver on what we announced here at reinvent, which has the new small form factor outposts. And I think what we're going to continue to do is listen to customers. We develop outposts from the very beginning because customer said, could, could you deploy outposts in our, in our data center or, sorry, can you deploy AWS? And our data center didn't have a name back then. And so that's really the hallmark of AWS. You know, somewhere around 90% of our roadmaps are based on what customers tell us they want. And the other 10% is when we kind of look around the corner and hopefully delight people with something they didn't even know they needed. And I really hope for my team and that that's what 2021 and 2022 brings is more countries, more services, more value, more compliance, certifications, you know, all the things that people tell us they want. We're going to keep turning the crank as hard as we can. And delivering that as quickly as possible >>With the trademark Amazon customer delight. Yes, absolutely. Excellent. Well, Joshua, Virgin, thank you so much for coming on the cube. It was a pleasure having you. >>It was a pleasure talking to you. Thank you very much. >>I'm Rebecca Knight for more of the cubes coverage of AWS reinvent 2020 stay tuned.

>>From around the globe covering Google cloud. Next on there. >>Hi, I'm Stu Miniman and this is the cube coverage of Google cloud. Next 20 on air it's week seven of nine. Google of course took their event that was supposed to be in person and Moscone, spread it out online. It's all available on demand. Every Tuesday they've been dropping it in the cube. We've got a great lineup that we're going to share with you of our coverage thought event. This is our analysis segment, joining me to help dig into where Google cloud is. Everything happening in the ecosystem. Having to bring in Dave Alante and John furrier, our co-founders co-CEOs and, uh, always hosts of the program, John and Dave. Uh, it was, uh, it was great last year being in the middle of the show floor, uh, with the whole team and the great glam beautiful booth that Google built well, we're remote, but we're still in the middle of all the topics, the big waves and everything like that. So thanks so much for joining me and look forward to digging into it. >>Hey Stu, great to see you remotely. We got to get these events back. His virtual events are nine weeks, three weeks for Ws all day events. DockerCon virtual orders, nobody ecosystem support. I mean, this is really an interesting time and I think Google has laid out an interesting experiment with their multi. I call it summer of cloud program nine weeks with just a sustained demand for your attention. It's going to been a challenge. >>The question always, John, can they keep their attention? John, you laid out, you know, the cube three 65 were, there is 365 days a year, help extract the signal from the noise, help engage with the community. So absolutely want to kind of peel back the onion and see what we think of the event. But let let's, let's start with Google. Dave, you know, you've been digging through the numbers as you always do. Uh, we're we're more than a year since Thomas Kurian came in and you know, what are you hearing? What's the data showing you as to, you know, where Google really sits in the marketplace? How are they doing >>Well still you're right. I mean, Thomas curious now I think he's about 18 months in and in one of my previous breaking analysis, I kind of laid out a four point plan for, for Google. And we can talk about sort of how they're doing there, but, but really the first one is product maturity and there's, there's a number of things that we can assess as it relates to product maturity. The second we talk about it all the time is, is, is go to market. I think the third one is really around differentiation. How does Google uniquely differentiate from the other cloud service providers? And I think the fourth and we saw this earlier this year with Looker is, you know, Google's got a war chest and you know, they can use that to really beef up the cloud. And I think if, if, if you, if you look at it, you know, Google's done a pretty good job with things like fed ramp. >>I mean, these are table stakes in the big cloud. You know, they're starting to do more things around SAP of VMware, uh, windows. I mean, again, these are basic things that you have to do as part of any large cloud provider. I think the other thing we talked about go to market, they've done a number of things there. Karen's really focused on partnerships. He wants to be a hundred percent channel, uh, at the same time they're hiring salespeople. I think they're up over 1500 salespeople right now, uh, which is, you know, we're getting there. I think it was less than that. Obviously when he came on, that's kind of the benchmark, although we don't really know exactly what, what the numbers are. They've kind of launched into public sector. They see what's happening with Amazon there, they see great opportunities. They see, you know, what, what Microsoft is doing. And so public sector, they have to put out bakeoffs so you gotta be in there and at differentiations still a lot of, okay, how can we leverage alphabet our search business and retail, our business and healthcare, um, and edge things like autonomous vehicles. There's, there's some opportunities there. And then as I said, they're doing some M and a two plus billion dollars for Looker, you know, great capability. So I think they're, they're executing on those four and we can talk about what that means in terms of, you know, revenue and position in the market. >>Well, yeah, Dave, maybe it makes sense to let let's, let's walk through the revenue, just so that people understand, you know, where they sit for the longest time it's been, you know, the number three or the number four where Alibaba said, uh, compared to them, but they are still far behind, uh, AWS and Azure. Uh, and have they been closing the gap at all? >>Well, if guys, if you could bring up that chart, that first one, uh, this is are, we really are estimates. You remember now AWS, every quarter gives us a clean number for their infrastructure as a service. And what we've got here is an estimate for full year 2018, 2019 that's calendar year, the growth rates, and then, uh, with a trailing 12 month view. And I think there's a couple of points here. One is you can see the growth. Google grew 89% last year. They were 70% in Q one 59% in Q two. So, so even though it's somewhat declining, they're growing faster than both Azure and AWS, of course, from a smaller base. I think the other thing, if you, if you go back and look at 2019, relative to AWS, Google was one 10th, the size of AWS. Now they're, you know, there's only eight X, so they're starting to close that gap, but still very much a, a quite a distance from the leaders. >>Yeah. Uh, John, maybe if we look at Google under Thomas Currian, of course there's been a real, uh, growth in hiring. So, you know, you're there in the Valley, John, we know lots of really smart people that have joined Google's great enterprise, uh, you know, pedigrees there as well as the ecosystem, uh, that, that wants to be able to partner with Google. You know, what are you seeing? What are you hearing? I like one of the interviews that you did, uh Suneel prody, uh, it was, it was the number two over at Nutanix. Uh, and now we've got an important role in Google cloud, >>Google hiring great people. I got to say, one of the things I'm impressed with is I've always liked the product people. They have great product chops. I'll ask the Google has come from a position of strength on the tech side being Google. Um, and, but the enterprise business is hard too, and they got to hire more enterprise DNA. They're trying to do that at the same time. They're trying to make the table stakes stuff done, move fast during the product side. And then at the same time, create the game changing product with like ant those for instance, um, and then have all those new features. So they're running as fast as they can. Um, they're building product as fast as they can. So you got, you know, developer and operator efficiency, which I love the strategy. However, when you run that fast, there's definitely debt. >>You take on both technical and market debt around trying to make a shortcut. So Google to me, the word in the Valley is great stuff with the people. Product is awesome, getting better, good product people, but still those enterprise features product reliability in terms of not sunsetting products early to, you know, making sure the right support levels are there. These are like the little details that make the difference between an enterprise player and someone who is essentially, you know, moving too fast, get new products being to agile. So yeah, it's a double edged sword for Google. We've said this all the time, but overall I'd give them a solid number three position and still haven't seen the breakout yet. I think ant those can be that if they keep pushing on this operator efficiency, but I just don't think the enterprise is ready for Google yet. And I think there's issues there. >>Yeah. John, you bring up a great point. I know the last couple of times we've been at the show, I feel like I'm scratching my head. It was like, wait, when did lift and shift become sexy? Yes, you want to meet the enterprises where they are, but how is that different from the message that we hear from Microsoft that we hear from AWS? Uh, one of the bigger announcements during the infrastructure week, uh, was about a new program, the rapid assessment and migration plan or ramp, uh, to help customers get from where they are, where they need to be. Uh, it's interesting because of course, if you, you know, for reinvent for years, we had all the systems integrators, helping customers move and migrate, uh, both AWS and Azure have lots of migration solutions out there. So, you know, how will Google differentiate themselves and make different there? >>Well, they don't, they don't really know. I mean, they have put stuff down on paper, but here's the problem that Google has to overcome to make it a truly a fast growing cloud player. They got to nail the product features that they need to be in the marketplace. And the ecosystem really wants to work with Google. I see retail is lay up for them and they're doubling down on that. They've got smart people working on this, but the ecosystem and adding product features are two major heavy lifts ecosystems about moneymaking. At the end of the day. I know that sounds kind of greedy in this era of empathy and missions and values, but at the end of the day, if you're not making your ecosystem money, which means keep products around support for a certain number of >>Years and have incentives economically for people to build software. They're not going to work on your platform. And I think Google needs to understand that. Clearly. I just don't see it. I mean, I just don't see people saying, I love Google so much. I'm making so much cash and success. Um, and they got some good products. You know, I, like I said, products on ecosystem are things they're going to ratchet up super fast. Well, there's a couple of places, a couple of partners they violated, like I said, durian wants to be a hundred percent channel-based channel fulfillment. And when you talk to the channel, they do tell you, yo Google there they're being aggressive. Deloitte, you know, they chart chart out as a big partner HCL. Now of course, those guys are all working with everybody, but they're starting to put resources around that in terms of training and certification. >>And of course, other, you know, much smaller resellers and partners. So that's, that's interesting, right? That being really super channel friendly, that's a differentiator to your point, John, that's making be do that because they're not coming from a position of strength channel. No, they are channel friendly. Can, you can say you're channel friendly, but if your product doesn't work, the channel will reject you instantly. They're, they're a, they're a tough critic and they need to have reliability. So again, this is not really a problem with Google. It's just a product is evolving fast at the same time, they're trying to roll out a channel. So if you want to have a good rental strategy, you gotta have a good one posture and programs, but the product has to be enabling and reliable. And if someone's building software on top of a cloud platform and stuff doesn't work or changes, that's more cost more cost means more training, more hiring. >>If someone leaves, how does it scale? These are like really important things around channel. Cause they have to sell to the customer and support their name's on the line. So again, channels and easy to say thing to do, but to actually do it with a product is hard. And I think Google has that challenge. And again, it's a challenge that they overcome. It will be a great opportunity. Well, and I think that's a good point because it wasn't, it was 2019 when I was like VMware SAP, full blown windows support. I mean, that's, that's really late to the game. And so as I say, product maturity is critical, but there are some, some winners there obviously in analytics, uh, I think big query as get, gets very, very high marks. So there's, there's some real pockets of, of, of positive positivity there. But you know, I would agree though, the maturity is a key factor for the channel to really go on. >>Well, right. If you look, John, you mentioned anthro Santos was the story last year. Uh, and it's, we're all talking about multicloud. Uh, much of the multi-cloud discussion has been, uh, due to Kubernetes. And if it wasn't for Google, we wouldn't have Kubernetes. The concern of course, is that Google took it, it open source. The CNCF took it as a foundation and customers went nuts with it and the other public cloud and even, you know, smaller cloud providers are getting as if not more value than Google is. So what you hear in the back channels, when you say, boy, Google brought this technology out district really help enable their platform. Well, AWS is still winning. AWS has plenty of solutions. They've got interesting things to get, you know, deep solutions, leveraging Kubernetes. Uh, and if you look at Google, they announced anthros last year, it's gone through some updates this year. >>Uh, you know, you both mentioned, uh, working with the partners. One of the things that jumped out at me, uh, there's now something called ant those attached clusters, which means that if I have somebody else's, you know, Kubernetes that is fully certified, I can, I can plug that in and work with Anthem. It was one of the gaps that I saw last year. You hear Google saying, we're partnering with VMware, we're partnering pivotal, but here's. And if you want to use OpenShift or PKS, you know, you need to come over to work with Anthem here. We are understanding that customers are going to have multiple environments and often multiple different Kubernetes solutions out there. Uh, you know, Dave, you mentioned like VMware, of course is a really important solution. VMware moving along and supporting more Kubernetes. Uh, and the, the update for the solution is the Google cloud VMware engine. >>And absolutely the number one use case they talked about is take your VMs, get them in the cloud and then start using those data and analytic services that are in the public cloud. So we're seeing some maturity here, but you know, Dave, if we look at the multicloud market, you know, it, Google's not the first company that typically comes to mind, you know, VMware, red hat, even Microsoft probably are a little bit higher on people's thoughts. You know, what have you been seeing? It's an area we've been spending a lot of time last couple of years hybrid and multicloud. >>Well, we have some data on this guys, if you would pull up that next graphic and this, this is observing data from our data partner ETR and what this shows on the vertical axis is the spending momentum. So are you spending more or less? And then it's really a net score, which in other words, to subtract the less from the morning when we have leftover that's, the vertical axis high is higher, is better. And then the horizontal axis is markets, bear really presence in the data set, and you can see the hyperscaler guys, you know, that's where you want to be Microsoft AWS. They're always sort of separating from the pack. You'd love to see Google. Is there a hyperscaler out there with those guys, but they're not one of the interesting things that we're seeing in the dataset Stu and John VMware cloud on AWS has really popped up. >>So this thing of this notion of hybrid as part of the cloud ecosystem and multi-cloud is really starting to have legs. And you can also see red hat with, with open shift and believe it or not even OpenStack as a telco, you see in that pop up as well as VMware cloud, which is comprises cloud foundation and other components. So you see that hybrid and multicloud zone. And I think, I think you got to put Google, you know, right there, you can see where IBM and Oracle are for just for context, they don't have the momentum, they don't have the market presence in cloud, but they have a cloud. So that's kind of how the landscape is. And I think Google, from a standpoint of ant dos, they, again, they have to be trying to be open, leverage their Coopernetties chops and try to differentiate from certainly AWS. I think your point is right on, I think Microsoft has a pretty strong story there, but Google's got a clean story and they're investing and I think it's a good position for them. Not as, not as good as the other two, but you're when you're coming from behind, you have to try to differentiate and they are. >>Yeah, well, Dave, you've always said the rich get richer when these markets, but now with COVID that they are getting richer. Amazon honestly, stock I'm billion trillion, $2 billion valuation for Apple Google on the cloud side. This is, I think that if they had more product leadership in certain areas, I think they'd be doing more, more with their cloud, but they have some IP that could come out of this post COVID growth strategy for them, where it could be a game changer. So if you look at security and you look at identity, and one of the things that caught my attention in the anthesis announcement was this, uh, this, uh, identity service that they have, which is like, uh, open ID kind of connect thing. Identity will be critical because Google has so much IP around, um, you know, um, user login information around the mobile on the mobile side. >>I mean, Jennifer Lynn on this many times that they could leverage that and really helped the edge secure. And from a user access standpoint, having identification in the Anthem would be great. And this whole modern application trend is kind of where the puck is going. So you're there kind of skating to that puck area. And also they're focused on operators. This multicloud thing hits a home run with operators, because if you can create an abstraction layer between multiple clouds and have this modern kind of top layer to it, you're in a good position, but the insiders here in Silicon Valley and in the industry that I talked, they were all saying that Google has huge IP in their network. They have a very solid network. So what's interesting to me, as a Google can take leverage some of those network pain points and then bring anthesis that connective tissue. They got a real opportunity, but they've got to pull it off, right? So covert hitting, probably the worst thing that could have happened to Google because they were just a couple feet from the goal line on this, on this market in terms of really exploding. But I think they're well positioned. I'm not down on Google at all. >>I think that, you know, I'm glad you brought that up, John, because I think Cove was a two edged sword for them. I just published last week in my breaking analysis this weekend, actually that there were three big tailwinds insecurity as a result of coal go away. And identity was one of those cloud of course, was, was the other one. And then endpoint security was the third. And so that's a, that's, that's a, you know, kind of good news for, for, for identity. The flip side of it is if you go back and look at where Amazon and Microsoft were in terms of their growth, relative to where Google is now, Amazon and Microsoft appear to have been growing larger. Now these things go in an S curve, you know, it's kind of an old guy that starts out slow and then gets really steep. So we may actually see Google accelerate. Uh, but >>I think you wait in that it may have to wait until after COVID. So it's really a Jewish store, good news on the identity side. And Google's well positioned, but necessarily bad news from a growth standpoint. Well, there's three areas to that. You know, you and I have been riffing on lately and we've, haven't published a lot yet because we're going to wait until we have our event cube con event in October. But there's three areas, I think ant those points too. And they even say this kind of in their own way, um, multicloud, which is customers, connecting customers anywhere and finding device and whatnot. So customer connection points, customer enterprises, improved developer, modernized developer, the developer market, and then three operators, three areas that are all moving trains. They're all shifting under their feet. So I think they're doing great on developer side because they have great traction. >>We've covered that with coop con and other areas have done amazing work operator efficiency, no problem. I think they got a lot of great credit there and are building and adding new stuff. It's the customer piece that's weak. They, I think they really got to continue to double down on what is the customer deployment, because let's face it, enterprise customers aren't as savvy as Google or the hyperscaler. So when you roll into main street enterprise, especially with Cova Dave, as you pointed out, are they sitting there really grokking Coobernetti's on bare metal? And at those they're like, shit, how do I keep my network alive? So it, I just think isn't a long yet operationally on the customer side. And I think that is a weakness, um, and on Google's formula and they got to just make that easier. >>Yeah, no, no great, great points there. Absolutely. In, in talking to a lot of the cloud customers, if they already have an existing relationship that's expanding or accelerating, that is a lot easier than choosing a new environment. So as Dave said, the rich get richer. Um, I mentioned that at, at the start, this is week seven of nine of what Google is doing. Um, we want to get both your, your viewpoints on this event, how they laid it out nine weeks, it's all done on demand. I know when they had the opening keynote, there was a decent rally point. You saw the usual Twitter stream out there. They had a nice median analyst program that kicked off at the beginning. For me personally, there's been some stuff that I've gone back infrastructure week. I watch this week for app modernization. There's definitely some announcements that I'm digging into, but I think overall what I see out there is people rallied at the beginning and then they kind of forgot that the event was going on. Um, you know, what are you seeing? You know, what, what's the new best practice on, you know, how long should an event be? How do you deliver it? How do you get engagement? >>Well, I mean, just to, you know, Tim, Dave will weigh in, but I'm pretty hardcore on my criticism of most of these virtual events, mainly because virtual event platforms and virtual event executions or whatnot, well known as a first kind of generation problem. No one's really been under this kind of disruption when they got to replicate their business value as quickly in an environment they weren't optimized or have the personnel for. So you're seeing a lot of gaps in these virtuals, kinda like multi-cloud and high, where you have tens of different definitions of how to do it. I think Google went to nine weeks cause they really didn't know what to do. And they left a lot of their ecosystem hanging out there because normally Google next is a huge show with great content presentations. Everything's up on YouTube anyway. So on demand is not a build value. >>The real value of Google next was the face to face interactions. The show floor, the ecosystem, the expo hall that is completely absent from the show here. And this is consistent with other events. And honestly, it's over nine weeks, Amazon re-invent, it's going to be over three weeks. And last year they had a music festival. How are they going to replicate that again, this is a huge negative shift for these vendors because they rely so much on these events to get the word out. So it's really hard. Um, so I, I I'm really impressed with the nine week program and the sense of kind of staging it out and kind of the summer of cloud, I would have done things a little bit differently if I was them in terms of making it more exciting, but it's just really difficult to command attention for the audience over nine weeks. >>And I think that's, if they had to go back and do a Mulligan, I would've, they would've probably would've done more activation around the digital rather than a bunch of on demand video. So at least I did something and didn't cancel now the good news is there's a slew of news. We can collaborate on, um, the virtual spaces, the internet. So people are talking, it's just that it's all distributed. No one knows who's there, right? So it's not like an industry event. It's just an online collection of videos like on YouTube. So I felt that lack of intimacy was probably my, my biggest critique. Um, but again, I think he just wanted to move forward and get this behind them. >>I think you nailed it, John. I mean, on the one hand they made it harder for themselves stretching it out over nine weeks. On the other hand, they kind of took the easy way out is putting it up on all on demand. I guess they have analyst programs too, but I felt like they, weren't certainly not even close to what you have in physical. And it's really hard to obviously replicate physical, but I've seen other programs where the intimacy with the analyst and the journalist was much higher and opportunities to have interactions with executives. I felt it was just a little bit removed, actually quite a bit removed would have loved to have seen just a more intimate one-on-one activity. Maybe not one-on-one, but, but one, one to many with a smaller group of analysts and journalists, I think that would have gone a long way. Um, and that, that was missing for me anyway. >>I mean, they could have done nine micro events every week with like a rallying point is to pointed out, um, just really a difficult, I mean, who, who was executing this event? I mean, they have an events team that's used to doing physical events, Moscone and whatever. It's just, they didn't, I don't think had the time to figure it out. Be honest with you. I mean, Google is a company known for search relevance, find what you're looking for and uh, organizing content. I just think they didn't do a good job at all. And I think I didn't have any much attention cycles to it because I was kind of keying in the news, but I didn't know where my friends were. Who's rallying is Stu there. I didn't even, do's tweeting, I'm not following it. Or I missed his tweet. So there's a lot of asynchronous, um, stuff going on with was no, you know, gravity around a community or ecosystem kind of moment where I could schedule an hour at 10 o'clock or multiple times >>Does the day to check in and go to the watering hole or some stuff, >>You know, hub or instance like that. So, you know, something that we're thinking a lot about David's, you know, and I think this is a moving, moving target, but what's clear is that you can create synchronicity and still have the asynchronous programs. So at least we learned that with the Docker con event that we did and the software that we're building. So, you know, virtual events, isn't about just the events, but what happens on inside the event, outside the event, after the event, I think people are too hung up on this. I got to have a portal walled garden model. So I think it's going to be a learning curve for everybody. And I think Google may or may not do nine weeks. We'll see what re-invent does with three weeks. How do you keep people's attention? But three weeks when they're not in Vegas? >>Well, you know, no, I think that physical or virtual, it's your opportunity to write the narrative, to set the tone or set the narrative. And you're seeing this with the conventions, with the political conventions, you know, they're, they're actually, you know, you don't necessarily watch the whole thing, but you get a good sense, you know, post virtual event, what the narrative is. And I think that's cause you know, the media picks it up and I think it's, it's imperative to really do a good job of interacting with the media. You know, the analysts, the ecosystem, the partners, I haven't talked to a ton of partners who have been totally engaged other than, you know, their one-on-one activity. So I think there's an opportunity there to, to really write that narrative, to set that narrative and keep it alive and that, that entices people to go back and watch the man. Then I didn't feel that hook here. >>Yeah, here's the problem that I see with has Google has this problem and Docker con did not have the problem and you know, self-serving, we did that software, but we designed it for this purpose. When I go to an event, you do guys too. But personally, when I go to an event face to face, I like to get a sense of what the collective group at the event is thinking. I fly there, I'm present. I can see the presentation. I can see the pack breakout sessions. I know it's not back. I can get a sense visually. And with my senses on what the collective voice of the group is at an event, does it suck? Is it good? How's the band? What it's, what's the hallway conversation. So I can feel that I had none of that with Google next. Okay. Like, I didn't know, five, no, I had no other than some random things on Twitter, I had no sense what the collective ecosystem thought of the event. >>And I think a lot of the events have that problem where you can do both. You could have the rallying moment where there's a group collective coming together and send people to do that and still have the asynchronous consumption, organizing the content. But that's one of the main benefits. What is what's, what's going on with it? What's the voice of this collective? How are people thinking about this? And who's there? Who can I connect with and maybe follow up with, I didn't feel that this was simply a bunch of videos posted fundamental. Yeah, absolutely. John, >>If you can't feel that energy, is there a Slack channel, is there some chat group, uh, is there some way that, that you can be involved? Uh, definitely a missed opportunity, especially Google's got great collaboration tools. They're tied into all of our calendars would have been something that they could, uh, make ways that we could engage and find out. All right, John and Dave, thank you so much for helping us, uh, you know, really dig through a lot, going on. As we said, this nine week event, uh, we we've got a playlist, uh, that we're, we're going to be broadcasting for some of the key executives. Got, got a lot of the news here. And after this week, which was at modernization, we do have a couple other interviews that will be, uh, coming out, uh, when we have them, but be sure to check out the cube.net, uh, for all the upcoming, as well as search, to be able to find the previous, uh, content there, reach out to at furrier at diva launch date, or meet at Stu for any feedback or comments. We'd love to get your feedback, especially in these times when we can't all be together. So thanks John and Dave for joining and I'm Stu Miniman. Thank you for watching the cube.

>> Announcer: From around the globe, it's theCUBE. Covering Google Cloud Next on Air '20. >> Hi, I'm Stu Miniman. And this is theCUBE's coverage of Google Cloud Next On Air. One of the weeks that they had for the show is to dig deep into infrastructure, of course, one of the foundational pieces when we talk about cloud, so happy to welcome to the program, I've got two of the general managers for both compute and networking. First of all, welcome back one of our cube alumni, June Yang, who's the vice president of compute and also welcoming Shailesh Shukla who's the vice president and general manager of networking both with Google Cloud. Thank you both so much for joining us. >> Great to be here. >> Great to be here, thanks for inviting us Stu. >> So June, if I can start with, you know, one of the themes I heard in the keynote that you gave during the infrastructure week was talking about, we talked about meeting customers where they are, how do I get, you know, all of my applications that I have, obviously some of them are building new applications. Some of them I'm doing SaaS, but many of them, I have to say, how do I get it from where I am to where I want to be and then start taking advantage of cloud and modernization and new capabilities. So if you could, you know, what's new when it comes to migration from a Google Cloud standpoint and, you know, give us a little bit insight as to what you're hearing from your customers. >> Yeah, definitely happy to do so. I think for many of our customers, migration is really the first step, right? A lot of the applications on premise today so the goal is really how do I move from on prem to the cloud? So to that extend, I think we have announced a number of capabilities. And one of the programs that are very exciting that we have just launched is called RAMP program which stands for Google Cloud Rapid Assessment and Migration Program. So it's really kind of bundling a holistic approach of you know, kind of programs tooling and you know, as well as incentives altogether to really help customer with that kind of a journey, right? And then also on the product side, we have introduced a number of new capabilities to really ease that transition for customer to move from on premise to the cloud as well. One of the things we just announced is Google Cloud VMware Engine. And this is really, you know, we built as a native service inside Google as a (indistinct) to allow customer to run their VMware as a service on top of Google infrastructure. So customers can easily take their, you know, what's running on premise, that's running VMware today and move it to cloud was really no change whatsoever and really lift and shift. And your other point is really about a modernization, right? Cause most of our customers coming in today, it's not just about I'm running this as a way it is. It's also, how do I extract value out of this kind of capability? So we build this as a service so that customer can easily start using services like BigQuery to be able to extract data and insights out of this and to be able to give them additional advantages and to create new services and things like that. And for other customers who might want to be able to, you know, leverage our AI, ML capability, that's at their fingertips as well. So it's just really trying to make that process super easy. Another kind of class of workloads we see is really around SAP, right? That's our bread and butter for many enterprises. So customers are moving those out into the clouds and we've seen many examples really kind of really, allow customers to take the data that's sitting in SAP HANA and be able to extract more value out of those. Home Depot is a great example of those and where they're able to leverage the inquiry to take, you know, their stockouts and some of the inventory management and really to the next level, and really giving a customer a much better experience at the end of the day. So those are kind of just a few things that we're doing on that side to really make you a customer easy to lift and shift and then be able to modernize along the way. >> Well yeah, June, if I would like to dig in a little bit on the VMware piece that you talked about. I've been talking of VM-ware a bit lately, talking to some of their customers leveraging the VMware cloud offerings and that modernization is so important because the traditional way you think about virtualization was I stick something in a VM and I leave it there and of course customers, I want to be able to take advantage of the innovation and changes in the cloud. So it seems like things like your analytics and AI would be a natural fit for VMware customers to then get access to those services that you're offering. >> Yeah, absolutely. I think we have lots of customers, that's kind of want to differentiators that customers are looking for, right? I can buy my VMware in a variety of places, but I want to be able to take it to the next level. How do I use data as my differentiator? You know, one of the core missions as part of the Google mission is really how do we help customers to digitally transform and reimagine their business was a data power innovation, and that's kind of one key piece we know we want to focus on, and this is part of the reason why we built this as really a native service inside of Google Cloud so that you're going through the same council using, you know, accessing VMware engine, accessing BigQuery, accessing networking, firewalls, and so forth, all really seamlessly. And so it makes it really easy to be able to extend and modernize. >> All right, well, June one of the other things, anytime we come to the Cloud event is we know that there's going to be updates in some of the primary offerings. So when it comes to compute and storage, know there's a number of announcements there, probably more than we'll be able to cover in this, but give us some of the highlights. >> Yeah, let me give some highlights I mean, at the core of this is a really Google Compute Engine, and we're very excited we've introduced a number of new, what we call VM families, right? Essentially different UBM instances, that's catered towards different use cases and different kinds of workloads. So for example, we launched the N2D VM, so this is a set of VMs on EMD technology and really kind of provide excellent price performance benefit for customers and who can choose to go down that particular path. We're also just really introduced our A2 VM family. This is based on GPU accelerator optimized to VM. So we're the first ones in the market to introduce NVIDIA Ampere A 100. So for lots of customers who were really introduced, we're interesting, you know, use GPU to do their ML and AI type of analysis. This is a big help because it's got a better performance compared to the previous generation so they can run their models faster and turn it around and turn insights. >> Wonderful. Shailesh, of course we want to hear about the networking components to, you know, Google, very well known you know, everybody leverages Google's network and global reach so how about the update from your network side? >> Absolutely. Stu, let me give you a set of updates that we have announced at next conference. So first of all as you know, many customers choose Google Cloud for the scale, the reach, the performance and the elasticity that we provide and ultimately results in better user experience or customer experience. And the backbone of all of this capability is our private global backbone network, right? Which all of our cloud customers benefit from. The networking is extremely important to advance our customers digital journeys, the ones that June talked about, migration and modernization, as well as security, right? So to that end, we made several announcements. Let's talk about some of them. First we announced a new subsea cable called the Grace Hopper which will actually run between the U.S. on one side and UK on the other and Spain on another leg. And it's equipped with about 16 fiber pairs that will get completed in 2022. And it will allow for significant new capacity between the U.S. and Europe, right? Second Google Cloud CDN, it's one of our most popular and fast-growing service offerings. It now offers the capability to serve content from on prem, as well as other clouds especially for hybrid and multicloud deployments. This provides a tremendous amount of flexibility in where the content can be placed and overall content and application delivery. Third we have announced the expansion of our partnership with Cisco and it's we have announced this notion of Cisco SD-WAN Cloud Hub with Google Cloud. It's one of the first in the industry to actually create an automated end to end solution that intelligently and securely, you know, connects or bridges enterprise networks to any workload across multiple clouds and to other locations. Four, we announced a new capabilities in the network intelligence center. It's a platform that provides customers with unmatched visibility into their networks, along with proactive kind of network verification, security recommendations, and so on. There were two specific modules there, around firewall insights and performance dashboard that we announced in addition to the three that already existed. And finally, we have a range of really powerful announcements in the security front, as you know, security is one of our top priorities and our infrastructure and products are designed, built and operated with an end to end security framework and end to end security as a core design principle. Let me give you a few highlights. First, as part of making it easy for firewall management for our customers to manage firewall across multiple organizations, we announced hierarchical firewall. Second, in order to enable, you know, better security capability, we announced the notion of packet metering, right? So which is something that we announced earlier in the year, but it's now GA and allows customers to collect and inspect network traffic across multiple machine types without any overhead, right? Third is, in actually in our compute and security teams, we announced the capability to what we call as confidential VMs, which offer the ability to encrypt data while being processed. We have always had the capability to encrypt data at rest and while in motion, now we are the first in the industry to announce the ability to encrypt data even while it is being processed. So we are really, you know, pleased to offer that as part of our confidential computing portfolio. We also announced the ability to do a managed service around our cloud armor security portfolio for DDoS web application and bot detection, that's called Cloud Armor Managed Protection. And finally we also announced the capability called Private Service Connect that allows customers to connect effortlessly to other Google Cloud services or to third party SaaS applications while keeping their traffic secure and private over the, in kind of the broader internet. So we were really pleased to announce in number of, you know, very critical kind of announcements, products and capabilities and partnerships such as Cisco in order to further the modernization and migration for our customers. >> Yeah, one note I will make for our audience, you know, check the details on the website. I know some of the security features are now in data, many of the other things it's now general availability. Shailesh, follow up question I have for you is when I look in 2020, the internet patterns of traffic have changed drastically. You saw a very rapid shift, everyone had needed to work from home, there's been a lot of stresses and strains on the network, when I hear things like your CDN or your SD-WAN partnership with Cisco, I have to think that there's, you know, an impact on that. What are you seeing? What are you hearing from your customers? How are you helping them work through these rapid changes to be able to respond and still give people the, you know, the performance and reliability of traffic where they need it, when they need? >> Right, absolutely. This is a, you know, very important question and a very important topic, right? And when we saw the impact of COVID, you know, as you know Google's mission is to be, continue to be helpful to our customers, we actually invested and continue to invest in building out our CDN capability, our interconnect, the capacity in our network infrastructure, and so on, in order to provide better, for example distance learning, video conferencing, e-commerce, financial services and so on and we are proud to say that we were able to support a very significant expansion in the overall traffic, you know, on a global basis, right? In Google Clouds and Google's network without a hitch. So we are really proud to be able to say that. In addition there are other areas where we have been looking to help our customers. For example, high performance computing is a very interesting capability that many customers are using for things such as COVID research, right? So a good example is Northeastern University in Boston that has been using, you know, a sort of thousands of kind of preemptable virtual machines on Google Cloud to power very large scale and a data driven model and simulations to figure out how the travel restrictions and social distancing will actually impact the spread of the virus. That's an example of the way that we are trying to be helpful as part of the the broader global situation. >> Great. June, I have to imagine generally from infrastructure there've been a number of other impacts that Google Cloud has been helping your customers, any other examples that you'd like to share? >> Yeah, absolutely. I mean, if you look at the COVID impact, it impact different industries quite differently. We've seen certain industries that just really, their demand skyrocketed overnight. For example you know, I take one of our internal customer, Google, you know, Google Meet, which is Google's video conferencing service, we just announced that we saw a 30X increase over the last few months since COVID has started. And this is all running on Google infrastructure. And we've seen similar kind of a pattern for a number of our customers on the media entertainment area, and certainly video conferencing and so forth. And we've been able to scale to beat these key customer's demand and to make sure that they have the agility they need to meet the demand from their customers and so we're definitely very proud to be part of the, you know, part of this effort to kind of enable folks to be able to work from home, to be able to study from home and so on and so forth. You know, for some customers, you know, the whole business continuity is really a big deal for them, you know, where's the whole work from home a mandate. So for example, one of our customers Telus International, it's a Canadian telecommunication company, because of COVID they had to, you know, be able to transition tens and thousands of employees to work on the whole model immediately. And they were able to work with Google Cloud and our partner, itopia, who is specializing in virtual desktop and application. So overnight, literally in 24 hours, we're able to deploy a fully configured virtual desktop environments from Google Cloud and allow their employees to come back to service. So that's just one example, there's hundreds and thousands more of those examples, and it's been very heartening to be part of this, you know, Google to be helpful to our customer. >> Great. Well, I want to let both of you just have the final word when you're talking to customers here in 2020, how should they be thinking of Google Cloud? How do you make sure that you're helping them in differentiating from some of the other solutions and the environment? May be June if we could start with you. >> Sure, so at Google Cloud, our goal is to make it easy for anyone you know, whether you're big big enterprises or small startups, to be able to build your applications, to be able to innovate and harness the power of data to extract additional information, insights, and to be able to scale your business. As an infrastructure provider, we want to deliver the best infrastructure to run all customers application and on a global basis, reliably and securely. Definitely getting more and more complicated and you know, as we kind of spread our capacity to different locations, it gets more complicated from a logistics and a perspective as well so we want to help to do the heavy lifting around the infrastructure, so that from a customer, they can simply consume our infrastructure as a service and be able to focus on their businesses and not worry about the infrastructure side. So, you know, that's our goal, we'll do the plumbing work and we'll allow customers innovate on top of that. >> Right. You know, June you said that very well, right? Distributed infrastructure is a key part of our strategy to help our customers. In addition, we also provide the platform capability. So essentially a digital transformation platform that manages data at scale to help, you know, develop and modernize the applications, right? And finally we layer on top of that, a suite of industry specific solutions that deliver kind of these digital capabilities across each of the key verticals, such as financial services or telecommunications or media and entertainment, retail, healthcare, et cetera. So that's how combining together infrastructure platform and solutions we are able to help customers in their modernization journeys. >> All right, June and Shailesh, thank you so much for sharing the updates, congratulations to your teams on the progress, and absolutely look forward to hearing more in the future. >> Great, thank you Stu. >> Thank you Stu. >> All right, and stay tuned for more coverage of Google Cloud Next On Air '20. I'm Stu Miniman, thank you for watching theCUBE. (Upbeat music)

>>from around the globe. It's the queue with digital coverage of AWS public sector online brought to you by Amazon Web services. >>Everyone welcome back to the Cube's virtual coverage of AWS Public sector summit online. That's the virtual conference. Public Sector Summit is the big get together for Teresa Carlson and her team and Amazon Web services from the public sector, which includes all the government agencies as well as education state governments here in United States and also abroad for other governments and countries. So we're gonna do an analysis of Teresa's keynote and also summarize the event as well. I'm John Furrow, your host of the Cube. I'm joined with my co host of the Cube, Dave Volante Stew Minimum. We're gonna wrap this up and analyze the keynote summit a really awkward, weird situation going on with the Summit because of the virtual nature of it. This event really prides itself. Stew and Dave. We've all done this event. It's one of our favorites. It's a really good face to face environment, but this time is virtual. And so with the covert 19 that's the backdrop to all this. >>Yeah, so I mean, a couple of things, John. I think first of all, A Z, you've pointed out many times. The future has just been pulled forward. I think the second thing is with this whole work from home in this remote thing obviously was talking about how the cloud is a tailwind. But let's face it. I mean, everybody's business was affected in some way. I think the cloud ultimately gets a tail wind out of this, but but But I think the third thing is security. Public sector is always heavily focused on security, and the security model has really changed overnight to what we've been talking about for years that the moat that we've built the perimeter is no longer where organizations need to be spending money. It's really to secure remote locations. And that literally happened overnight. So things like a security cloud become much, much more important. And obviously endpoint security and other other things that we've talked about in the Cube now for last 100 days. >>Well, Steve, I want to get your thoughts cause you know, we all love space. Do we always want to go the best space events that they're gonna be virtual this year as well? Um, But the big news out of the keynote, which was really surprising to me, is Amazon's continued double down on their efforts around space, cyber security, public and within the public sector. And they're announcing here, and the big news is a new space business segment. So they announced an aerospace group to serve those customers because space to becoming a very important observation component to a lot of the stuff we've seen with ground station we've seen at reinvent public sector. These new kinds of services are coming out. It's the best, the cloud. It's the best of data, and it's the best of these new use cases. What's your thoughts? >>Yeah, interesting. John, of course. You know, the federal government has put together Space Forces, the newest arm of the military. It's really even though something it is a punchline. There's even a Netflix show that I believe got the trademark board because they registered for it first. But we've seen Amazon pushing into space. Not only there technology being used. I had the pleasure of attending the Amazon re Marcia last year, which brought together Jeff Bezos's blue origin as well as Amazon AWS in that ecosystem. So AWS has had a number of services, like ground Station that that that are being used to help the cloud technology extend to what's happening base. So it makes a lot of sense for for the govcloud to extend to that type of environment aside you mentioned at this show. One of the things we love always is. You know, there's some great practitioner stories, and I think so many over the years that we've been doing this show and we still got some of them. Theresa had some really good guests in her keynote, talking about transformation and actually, one of the ones that she mentioned but didn't have in the keynote was one that I got to interview. I was the CTO for the state of West Virginia. If you talk about one of those government services that is getting, you know, heavy usage, it's unemployment. So they had to go from Oh my gosh, we normally had people in, you know, physical answering. The phone call centers to wait. I need to have a cloud based contact center. And they literally did that, you know, over the weekend, spun it up and pulled people from other organizations to just say, Hey, you're working from home You know you can't do your normal job Well, we can train your own, we can get it to you securely And that's the kind of thing that the cloud was really built for >>and this new aerospace division day this really highlights a lot of not just the the coolness of space, but on Earth. The benefits of there and one of Amazon's ethos is to do the heavy lifting, Andy Jassy told us on the Cube. You know, it could be more cost effective to use satellites and leverage more of that space perimeter to push down and look at observation. Cal Poly is doing some really interesting work around space. Amazon's worked with NASA Jet Propulsion Labs. They have a lot of partnerships in aerospace and space, and as it all comes together because this is now an augmentation and the cost benefits are there, this is going to create more agility because you don't have to do all that provisioning to get this going spawned. All kinds of new creativity, both an academic and commercial, your thoughts >>Well, you know, I remember the first cloud first came out people talked a lot about while I can do things that I was never able to do before, you know, The New York Times pdf example comes to mind, but but I think what a lot of people forget is you know the point to a while. A lot of these mission critical applications Oracle databases aren't moving to the cloud. But this example that you're giving and aerospace and ground station. It's all about being able to do new things that you weren't able to do before and deliver them as a service. And so, to me, it shows a great example of tam expansion, and it also shows things that you never could do before. It's not just taking traditional enterprise APs and sticking them in the cloud. Yeah, that happens. But is re imagining what you can do with computing with this massive distributed network. And you know, I O. T. Is clearly coming into into play here. I would consider this a kind of I o t like, you know, application. And so I think there are many, many more to come. But this is a great example of something that you could really never even conceive in enterprise Tech before >>you, Dave the line on that you talked about i o t talk a lot about edge computing. Well, if you talk about going into space, that's a new frontier of the edge that we need to talk about >>the world. Glad it's round. So technically no edge if you're in space so again not to get nuance here and nerdy. But okay, let's get into the event. I want to hold on the analysis of the keynote because I think this really society impact public service, public sector, things to talk about. But let's do a quick review of kind of what's happened. We'll get to the event. But let's just review the guests that we interviewed on the Cube because we have the cube virtual. We're here in our studios. You guys were in yours. We get the quarantine cruise. We're still doing our job to get the stories out there. We talked to Teresa Carlson, Shannon Kellogg, Ken Eisner, Sandy Carter, Dr Papa Casey Coleman from Salesforce, Dr Shell Gentleman from the Paragon Institute, which is doing the fairground islands of researcher on space and weather data. Um, Joshua Spence math you can use with the Alliance for Digital Innovation Around some of this new innovation, we leave the Children's National Research Institute. So a lot of great guests on the cube dot net Check it out, guys. I had trouble getting into the event that using this in Toronto platform and it was just so hard to navigate. They've been doing it before. Um, there's some key notes on there. I thought that was a disappointment for me. I couldn't get to some of the sessions I wanted to, um, but overall, I thought the content was strong. Um, the online platform just kind of wasn't there for me. What's your reaction? >>Well, I mean, it's like a Z. That's the state of the art today. And so it's essentially a webinar like platforms, and that's what everybody's saying. A lot of people are frustrated with it. I know I as a user. Activity clicks to find stuff, but it is what it is. But I think the industry is can do better. >>Yeah, and just to comment. I'll make on it, John. One of things I always love about the Amazon show. It's not just what AWS is doing, But, you know, you walk the hallways and you walk the actual So in the virtual world, I walk the expo floor and its okay, Here's a couple of presentations links in an email address if you want to follow up, I felt even the A previous AWS online at a little bit more there. And I'm sure Amazon's listening, talking to all their partners and building out more there cause that's definitely a huge opportunity to enable both networking as well. As you know, having the ecosystem be able to participate more fully in the event >>and full disclosure. We're building our own platform. We have the platforms. We care about this guys. I think that on these virtual events that the discovery is critical having the available to find the sessions, find the people so it feels more like an event. I think you know, we hope that these solutions can get better. We're gonna try and do our best. Um, so, um well, keep plugging away, guys. I want to get your thoughts. They have you been doing a lot of breaking analysis on this do and your interviews as well in the technology side around the impact of Covert 19 with Teresa Carlson and her keynote. Her number one message that I heard was Covad 19 Crisis has caused a imperative for all agencies to move faster, and Amazon is kind of I won't say put things to the side because they got their business at scale. Have really been honing in on having deliverables for crisis solutions. Solving the problems and getting out to Steve mentioned the call centers is one of the key interviews. This is that they're job. They have to do this cove. It impacts the public services of the public sector that she's that they service. So what's your reaction? Because we've been covering on the commercial side. What's your thoughts of Teresa and Amazon's story today? >>Yeah, well, she said, You know, the agencies started making cloud migrations that they're at record pace that they'd never seen before. Having said that, you know it's hard, but Amazon doesn't break out its its revenue in public sector. But in the data, I look at the breaking analysis CTR data. I mean, it definitely suggests a couple of things. Things one is I mean, everybody in the enterprise was affected in some way by Kobe is they said before, it wouldn't surprise me if there wasn't a little bit of a pause and aws public sector business and then it's picking up again now, as we sort of exit this isolation economy. I think the second thing I would say is that AWS Public sector, based on the data that I see, is significantly outpacing the growth of AWS. Overall number one number two. It's also keeping pace with the growth of Microsoft Azure. Now we know that AWS, on balance is much bigger than Microsoft Azure and Infrastructures of Service. But we also know that Microsoft Azure is growing faster. That doesn't seem to be the case in public sector. It seems like the public sector business is is really right there from in terms of growth. So it really is a shining star inside of AWS. >>Still, speed is a startup game, and agility has been a dev ops ethos. You couldn't see more obvious example in public sector where speed is critical. What's your reaction to your interviews and your conversations and your observations? A keynote? >>Yeah, I mean something We've all been saying in the technology industry is Just imagine if this had happened under 15 years ago, where we would be So where in a couple of the interviews you mentioned, I've talked to some of the non profits and researchers working on covert 19. So the cloud really has been in the spotlight. Can I react? Bask scale. Can I share information fast while still maintaining the proper regulations that are needed in the security so that, you know, the cloud has been reacting fast when you talk about the financial resource is, it's really nice to see Amazon in some of these instances has been donating compute occasional resource is and the like, so that you know, critical universities that are looking at this when researchers get what they need and not have to worry about budgets, other agencies, if you talk about contact centers, are often they will get emergency funding where they have a way to be able to get that to scale, since they weren't necessarily planning for these expenses. So you know what we've been seeing is that Cloud really has had the stress test with everything that's been going on here, and it's reacting, so it's good to see that you know, the promise of cloud is meeting that scale for the most part, Amazon doing a really good job here and you know, their customers just, you know, feel The partnership with Amazon is what I've heard loud and clear. >>Well, Dave, one of these I want to get your reaction on because Amazon you can almost see what's going on with them. They don't want to do their own horn because they're the winners on the pandemic. They are doing financially well, their services. All the things that they do scale their their their position, too. Take advantage. Business wise of of the remote workers and the customers and agencies. They don't have the problems at scale that the customers have. So a lot of things going on here. These applications that have been in the i t world of public sector are old, outdated, antiquated, certainly summer modernize more than others. But clearly 80% of them need to be modernized. So when a pandemic hits like this, it becomes critical infrastructure. Because look at the look of the things unemployment checks, massive amount of filings going on. You got critical service from education remote workforces. >>these are >>all exposed. It's not just critical. Infrastructure is plumbing. It's The applications are critical. Legit problems need to be solved now. This is forcing an institutional mindset that's been there for years of, like, slow two. Gotta move fast. I mean, this is really your thoughts. >>Yeah. And well, well, with liquidity that the Fed put into the into the market, people had, You know, it's interesting when you look at, say, for instance, take a traditional infrastructure provider like an HP era Dell. Very clearly, their on Prem business deteriorated in the last 100 days. But you know HP Q and, well, HBO, you had some some supply chain problem. But Dell big uptick in this laptop business like Amazon doesn't have that problem. In fact, CEOs have told me I couldn't get a server into my data center was too much of a hassle to get too much time. It didn't have the people. So I just spun up instances on AWS at the same time. You know, Amazon's VD I business who has workspaces business, you know, no doubt, you know, saw an uptick from this. So it's got that broad portfolio, and I think you know, people ask. Okay, what remains permanent? Uh, and I just don't see this This productivity boom that we're now finally getting from work from home pivoting back Teoh, go into the office and it calls into question Stu, when If nobody is in the corporate office, you know the VP ends, you know, the Internet becomes the new private network. >>It's to start ups moving fast. The change has been in the past two months has been, like, two years. Huge challenges. >>Yeah, John, it's an interesting point. So, you know, when cloud first started, it was about developers. It was about smaller companies that the ones that were born in the cloud on The real opportunity we've been seeing in the last few months is, you know, large organizations. You talk about public sector, there's non profits. There's government agencies. They're not the ones that you necessarily think of as moving fast. A David just pointing out Also, many of these changes that we're putting into place are going to be with us for a while. So not only remote work, but you talk about telehealth and telemedicine. These type of things, you know, have been on our doorstep for many years, but this has been a forcing function toe. Have it be there. And while we will likely go back to kind of a hybrid world, I think we have accelerated what's going on. So you know, there is the silver lining in what's going on because, you know, Number one, we're not through this pandemic. And number two, you know, there's nothing saying that we might have another pandemic in the future. So if the technology can enable us to be more flexible, more distributed a xai I've heard online. People talk a lot. It's no longer work from home but really work from anywhere. So that's a promise we've had for a long time. And in every technology and vertical. There's a little bit of a reimagining on cloud, absolutely an enabler for thinking differently. >>John, I wonder if I could comment on that and maybe ask you a question. That's okay. I know your host. You don't mind. So, first of all, I think if you think about a framework for coming back, it's too said, You know, we're still not out of this thing yet, but if you look at three things how digital is an organization. How what's the feasibility of them actually doing physical distancing? And how essential is that business from a digital standpoint you have cloud. How digital are you? The government obviously, is a critical business. And so I think, you know, AWS, public Sector and other firms like that are in pretty good shape. And then there's just a lot of businesses that aren't essential that aren't digital, and those are gonna really, you know, see a deterioration. But you've been you've been interviewing a lot of people, John, in this event you've been watching for years. What's your take on AWS Public sector? >>Well, I'll give an answer that also wants to do away because he and I both talk to some of the guests and interview them. Had some conversations in the community is prep. But my take away looking at Amazon over the past, say, five or six years, um, a massive acceleration we saw coming in that match the commercial market on the enterprise side. So this almost blending of it's not just public sector anymore. It looks a lot like commercial cause, the the needs and the services and the APS have to be more agile. So you saw the same kind of questions in the same kind of crazy. It wasn't just a separate division or a separate industry sector. It has the same patterns as commercial. But I think to me my big takeaways, that Theresa Carlson hit this early on with Amazon, and that is they can do a lot of the heavy lifting things like fed ramp, which can cost a $1,000,000 for a company to go through. You going with Amazon? You onboard them? You're instantly. There's a fast track for you. It's less expensive, significantly less expensive. And next thing you know, you're selling to the government. If you're a start up or commercial business, that's a gold mine. I'm going with Amazon every time. Um, and the >>other >>thing is, is that the government has shifted. So now you have Covad 19 impact. That puts a huge premium on people who are already been setting up for digital transformation and or have been doing it. So those agencies and those stakeholders will be doing very, very well. And you know that Congress has got trillions of dollars day. We've covered this on the Cube. How much of that coverage is actually going for modernization of I T systems? Nothing. And, you know, one of things. Amazon saying. And rightfully so. Shannon Kellogg was pointing out. Congress needs to put some money aside for their own agencies because the citizens us, the taxpayers, we got to get the services. You got veterans, you've got unemployment. You've got these critical services that need to be turned on quicker. There's no money for that. So huge blind spot on the whole recovery bill. And then finally, I think that there's a huge entrepreneurial thinking that's going to be a public private partnership. Cal Poly, Other NASA JPL You're starting to see new applications, and this came out of my interviews on some of the ones I talked to. They're thinking differently, the doing things that have never been done before. And they're doing it in a clever, innovative way, and they're reinventing and delivering new things that are better. So everything's about okay. Modernize the old and make it better, and then think about something new and completely different and make it game changing. So to me, those were dynamics that are going on than seeing emerge, and it's coming out of the interviews. Loud and clear. Oh, my God, I never would have thought about that. You can only do that with Cloud Computing. A super computer in the Cloud Analytics at scale, Ocean Data from sale Drone using satellite over the top observation data. Oh, my God. Brilliant. Never possible before. So these are the new things that put the old guard in the Beltway bandits that check because they can't make up the old excuses. So I think Amazon and Microsoft, more than anyone else, can drive change fast. So whoever gets there first, well, we'll take most of the shares. So it's a huge shift and it's happening very fast more than ever before this year with Covert 19 and again, that's the the analysis. And Amazon is just trying to like, Okay, don't talk about us is we don't want to like we're over overtaking the world because outside and then look opportunistic. But the reality is we have the best solution. So >>what? They complain they don't want to be perceived as ambulance station. But to your point, the new work loads and new applications and the traditional enterprise folks they want to pay the cow path is really what they want to dio. And we're just now seeing a whole new set of applications and workloads emerging. What about the team you guys have been interviewing? A lot of people we've interviewed tons of people at AWS reinvent over the years. We know about Andy Jassy at all. You know, his his lieutenants, about the team in public sector. How do they compare, you know, relative to what we know about AWS and maybe even some of the competition. Where do you Where do you grade them? >>I give Amazon and, um, much stronger grade than Microsoft. Microsoft still has an old DNA. Um, you got something to tell them is bring some fresh brand there. I see the Jedi competition a lot of mud slinging there, and I think Microsoft clearly got in fear solution. So the whole stall tactic has worked, and we pointed out two years ago the number one goal of Jet I was for Amazon not to win. And Microsoft looks like they're gonna catch up, and we'll probably get that contract. And I don't think you're probably gonna win that out, right? I don't think Amazon is gonna win that back. We'll see. But still doesn't matter. Is gonna go multi cloud anyway. Um, Teresa Carlson has always had the right vision. The team is exceptional. Um, they're superb experience and their ecosystem partners Air second and NASA GPL Cal Poly. The list goes on and on, and they're attracting new talent. So you look at the benchmark new talent and unlimited capability again, they're providing the kinds of services. So if we wanted to sell the Cube virtual platform Dave, say the government to do do events, we did get fed ramp. We get all this approval process because Amazon customer, you can just skate right in and move up faster versus the slog of these certifications that everyone knows in every venture capitalists are. Investor knows it takes a lot of time. So to me, the team is awesome. I think that the best in the industry and they've got to balance the policy. I think that's gonna be a real big challenge. And it's complex with Amazon, you know, they own the post. You got the political climate and they're winning, right? They're doing well. And so they have an incentive to to be in there and shape policy. And I think the digital natives we are here. And I think it's a silent revolution going on where the young generation is like, Look at government served me better. And how can I get involved? So I think you're going to see new APS coming. We're gonna see a really, you know, integration of new blood coming into the public sector, young talent and new applications that might take >>you mentioned the political climate, of course. Pre Cove. It'll you heard this? All that we call it the Tech lash, right, The backlash into big tech. You wonder if that is going to now subside somewhat, but still is the point You're making it. Where would we be without without technology generally and big tech stepping up? Of course, now that you know who knows, right, Biden looks like he's, you know, in the catbird seat. But there's a lot of time left talking about Liz more on being the Treasury secretary. You know what she'll do? The big tech, but But nonetheless I think I think really it is time to look at big tech and look at the Tech for good, and you give them some points for that. Still, what do you think? >>Yeah, first of all, Dave, you know, in general, it felt like that tech lash has gone down a little bit when I look online. Facebook, of course, is still front and center about what they're doing and how they're reacting to the current state of what's happening around the country. Amazon, on the other hand, you know, a done mentioned, you know, they're absolutely winning in this, but there hasn't been, you know, too much push back if you talk culturally. There's a big difference between Amazon and AWS. There are some concerns around what Amazon is doing in their distribution facilities and the like. And, you know, there's been lots of spotlights set on that, um, but overall, there are questions. Should AWS and Amazon that they split. There's an interesting debate on that, Dave, you and I have had many conversations about that over the past couple of years, and it feels like it is coming more to a head on. And if it happens from a regulation standpoint, or would Amazon do it for business reason because, you know, one of Microsoft and Google's biggest attacks are, well, you don't want to put your infrastructure on AWS because Amazon, the parent company, is going to go after your business. I do want to pull in just one thread that John you and Dave were both talking about while today you know, Amazon's doing a good job of not trying todo ambulance case. What is different today than it was 10 or 20 years ago. It used to be that I t would do something and they didn't want to talk to their peers because that was their differentiation. But Amazon has done a good job of explaining that you don't want to have that undifferentiated heavy lifting. So now when an agency or a company find something that they really like from Amazon talking all their peers about it because they're like, Oh, you're using this Have you tried plugging in this other service or use this other piece of the ecosystem? So there is that flywheel effect from the cloud from customers. And of course, we've talked a lot about the flywheel of data, and one of the big takeaways from this show has been the ability for cloud to help unlock and get beyond those information silos for things like over 19 and beyond. >>Hey, John, if the government makes a ws spin out or Amazon spin out AWS, does that mean Microsoft and Google have to spin out their cloud businesses to? And, uh, you think that you think the Chinese government make Alibaba spin out its cloud business? >>Well, you know the thing about the Chinese and Facebook, I compare them together because this is where the tech lash problem comes in. The Chinese stolen local property, United States. That's well documented use as competitive advantage. Facebook stole all the notional property out of the humans in the world and broke democracy, Right? So the difference between those bad tech actors, um, is an Amazon and others is 11 enabling technology and one isn't Facebook really doesn't really enable anything. If you think about it, enables hate. It enables some friends to talk some emotional reactions, but the real societal benefit of historically if you look at society, things that we're enabling do well in free free societies. Closed systems don't work. So you got the country of China who's orchestrating all their actors to be state driven, have a competitive advantage that's subsidised. United States will never do that. I think it's a shame to break up any of the tech companies. So I'm against the tech lash breakup. I think we should get behind our American companies and do it in an open, transparent way. Think Amazon's clearly doing that? I think that's why Amazon's quiet is because they're not taking advantage of the system that do things faster and cheaper gets that's there. Ethos thinks benefits the consumer with If you think about it that way, and some will debate that, but in general Amazon's and enabling technology with cloud. So the benefits of the cloud for them to enable our far greater than the people taking advantage of it. So if I'm on agency trying to deliver unemployment checks, I'm benefiting the citizens at scale. Amazon takes a small portion of that fee, so when you have enabling technologies, that's how to me, The right capitalism model works Silicon Valley In the tech companies, they don't think this way. They think for profit, go big or go home and this has been an institutional thing with tech companies. They would have a policy team, and that's all they did. They didn't really do anything t impact society because it wasn't that big. Now, with networked economies, you're looking at something completely different to connected system. You can't handle dissidents differently is it's complex? The point is, the diverse team Facebook and Amazon is one's an enabling technology. AWS Facebook is just a walled garden portal. So you know, I mean, some tech is good, some text bad, and a lot of people just don't know the difference what we do. I would say that Amazon is not evil Amazon Web services particular because they enable people to do things. And I think the benefits far outweigh the criticisms. So >>anybody use AWS. Anybody can go in there and swipe the credit card and spin up compute storage AI database so they could sell the problems. >>The problems, whether it's covert problems on solving the unemployment checks going out, are serving veterans or getting people getting delivering services. Some entrepreneurs develop an app for that, right? So you know there's benefits, right? So this you know, there's not not Amazon saying Do it this way. They're saying, Here's this resource, do something creative and build something solve a problem. And that was the key message of the keynote. >>People get concerned about absolute power, you know, it's understandable. But if you know you start abusing absolute power, really, I've always believed the government should come in, >>but >>you know, the evidence of that is is pretty few and far between, so we'll see how this thing plays out. I mean, it's a very interesting dynamic. I point about why should. I don't understand why AWS, you know, gets all the microscopic discussion. But I've never heard anybody say that Microsoft should spend on Azure. I've never heard that. >>Well, the big secret is Azure is actually one of Amazon's biggest customers. That's another breaking analysis look into that we'll keep on making noted that Dave's do Thanks for coming to do great interviews. Love your conversations. Final words to I'll give you What's the big thing you took away from your conversations with your guests for this cube? Virtual coverage of public sector virtual summit >>so biggest take away from the users is being able to react to, you know, just ridiculously fast. You know it. Talk about something where you know I get a quote on Thursday on Friday and make a decision, and on Monday, on up and running this unparalleled that I wouldn't be able to do before. And if you talk about the response things like over nine, I mean enabling technology to be able to cut across organizations across countries and across domains. John, as you pointed out, that public private dynamic helping to make sure that you can react and get things done >>Awesome. We'll leave it there. Stew. Dave. Thanks for spending time to analyze the keynote. Also summarize the event. This is a does public sector virtual summit online Couldn't be face to face. Of course. We bring the Cube virtual coverage as well as content and our platform for people to consume. Go the cube dot net check it out and keep engaging. Hit us up on Twitter if any questions hit us up. Thanks for watching. >>Yeah, yeah, yeah, yeah, yeah, yeah

>>from around the globe. It's the queue with digital coverage of AWS Public sector online brought to you by Amazon Web services. Everyone welcome back to the Cube's virtual coverage of Amazon Web services. Public sector Summit Online Virtual I'm John Furrier, your host of the Cube here in our Palo Alto studios were quarantined with our crew here. We're talking to all the guests, getting all the content I'm excited of. Sandy Carter Cube alumni's also the VP vice president. Worldwide public sector partners and programs. Sandy. Great to see you virtually. You look >>great virtually too. It's great to see everybody virtually. >>I love the sign behind you. Powered by AWS. I'm excited to have you on, but I really wanted to get jump right in because this is really an important conversation. Public sector is seeing a lot of activity around what's going on with covert 19 especially with all the public services that are needed. And people are now remote workers, remote consumers, public service and still needs to be delivered just like business. So it's a really had a big impact of the entire world. We're all seeing it. We're feeling it's not just tech thing. How are you seeing your community respond? Your partners are responding to covert. 19. Can you share what's happening? >>Yes, John, I have to say, I am so incredibly proud of the partners that we support and how they've stepped up in this time. That has no blueprint, right? It's brand new for everybody, whether we're talking about virtual call centers. We had so many states that said they had people waiting for hours waiting for calls to be answered about Covance for Take. For instance, West Virginia, West Virginia had collars waiting for hours 77,000 calls a day. They worked with one of our partners, Smartronix, and they got this new solution a ream or remote virtual call center, up in 72 hours. 72 hours later, Average wait. Time was 60 seconds. Amazing job by Smartronix or one of our other partners, Elektronik Caregiver who's based out of New Mexico, where my husband's from a great partner who's been looking at, um, telemedicine, how they can help those at risk in hospitals and rehabs, even just at their homes. Or another startup that's a partner of ours called Hello, Alice, that integrated with our AI and ML to create a small business platform to help those small businesses get access to funding. Answer questions During this really hard time and the last example, I'll give you his Inter vision, one of our newest premier partners, who had a customer that came to them and said, Look, I need to get a remote work solution up workspaces identity manager help desk And they thought it would take months and Inter Vision was able to do it in week. So I am so proud and so thankful of our partners and what they've done to really impact the world, not just for their own profit, but for purpose helping out states, governments and citizens >>and congratulations. And it's well needed. People are feeling the pain. One area I want to get your thoughts on is the agencies we talked to the Department of Defense general manager earlier today. Um, all of the agencies in in public sector are shifting, and obviously, with the limitations, they got a shift to the remote workforce. They got to be faster. They got to be agile. I know they've been trying to, but they can't just wait any longer. They're forced to. How are your public sector partners helping the agencies? >>Yeah, this is another just terrific story. I cannot brag about our partners enough with our agency work. So if you looked at all of the agencies, kind of had a tight title wave of this digital transformation, things that we're gonna take them years ended up taking them weeks and months. So whether it's Kansas with the Department of Labor, they had 8800 and 77,000 calls a day. 21 staff couldn't do. It worked with our partners to get a call center up and going or in New Mexico again with Accenture, they used Amazon Connect, which is one of my new favorite products from Amazon. It's a call center that leverages machine learning and AI. They were able to work with the New Mexico Human Services and get that up and going in two days, Um, or even in Montana, a great story with Deloitte, where they built a custom chat box in seven days, custom chat box and seven days to answer questions about food and medicine and even how to get cash. If you needed to get cash, our partners really stepped up with the agencies, and they did so much compelling work so quickly. I think speed was such a great component here, John. The speed of deployment, the speed of help. You know, working 24 by seven to deliver these solutions. Our partners really did an amazing job. >>Yeah, and it's really hard with virtual. I got, I got I wish I was in person with everyone because coming to the public sector summits, one of my favorite events reinvent in public sector. Some of the two big shows, I really think encapsulate all the activity because it's virtual. People might miss some news. What else is going on in the world of public sector partners? You? Can you elaborate more on what's going on around the edges? What's on the bleeding? Cutting edge? What's the pioneer and what are some of the blocking and tackling that you're doing? Share some of the news. What else is going on? >>Yeah. Thank you, John. There's so much going on. First of all, we just introduced a new partner solution portal. So all of these code that 19 solutions are featured there. We will provide a URL for any customer looking for a great solution by our partners. We also really honed in and helped our partners during this time around. Said Ramp. And you know that fed ramp is so crucial. Security cybersecurity Incredibly essential. During this time I know you talked to my good friend Casey from Salesforce. They were able to achieve their fed ramp I and we offer a lot of help to our partners to help them to achieve not just fed ramp, but GDP are as well as HIPPA too. Some other news on migrations. We've got a competency around migrations. We've got some new funding for our partners around map and we're seeing our migration's really accelerate, you know, once these agencies, once he states see the power of the cloud, they're like, give me more, I want to put more and so we're seeing migrations accelerate. I know that you saw the Navy speak about what they're doing with s AP and as to another one of my favorite partners 72,000 users now running in his two on AWS. Six different commands pretty powerful. And I would say last but not least, is PTP our program transformation program for our partners, which really is like 100 and 10 day session to help the partners become a cloud business themselves. So they're kind of drinking their own champagne before they go out and help others. They become a cloud business. It's really powerful. This program has helped to generate twice the revenue of a typical a PM program. >>You mentioned the Navy always having interesting chat about that. Migration was less than 10 months. >>Yes, again. Speed, speed, speed, right, John. I mean, it's incredible >>years, two months, and the other thing that you probably find interesting and this is something that's kind of not talked about. But it's felt just the basic stuff, like getting paperwork in some of these processes, like you mentioned Fed Ramp. There's a lot of things that go on around public sector. You just got to get done. You got a slog through it, if you will. You guys have have responded well there, and this is the benefit of the cloud. Having the streamlined processes elaborate more on that, because I think that's important. Benefit not only just started in the critical infrastructure, like call centers and things of that nature, but getting business done. That's a big thing. >>Yeah, And I would say, you know, if you look at it, we helped over 20 states with their insurance processes. I mean, it seems like a minor thing, but a lot of these things were manual before, Um, we've helped many states with unemployment, you know, very critical at this time, taking a manual process and getting it into the cloud. There's so many of these that we can go on and on about How do you get medical supplies? One of our partners cohesive down in Latin America has been helping around some of the supply chain issues that that we deal with there some of the things that we take for granted when you're in person now that your virtual, you really need to think them through in the cloud. So again, you know, our partners responded with speed. They responded with heart to John one of the other things, you know, hashtag tech for good. They responded with heart as well as they were looking at these projects and ensuring that states and agencies and governments around the world could take care of their citizens, which is all of us. >>You know, existing. We've talked in the past. We've talked on camera and off camera around our shared passion around tech for good. I've been a big proponent of as well as us of right of other folks. But with the crisis, the word impact means something. And social impact is actually social impact. Getting your unemployment check or, you know, this this is highlights the critical nature of why these services exist. I think it's a real testament. I think people should step back and saying why we should never go back to the old antiquated ways because this is now the new reality. These services can be agile, they can be faster. It takes a crisis, unfortunately, and I guess that could be the silver lining in all this. So props to you guys on giving the partnership there with the partners >>and to the governments and states, John, who have now, like they moved rapidly, right? All these states, all these agencies, all these governments move quickly to digital transformation. Now they've gotten a taste of it, and they're like, give me more. And so the great thing to me is that this wasn't a one time event or one time crisis driven movement. Now that they see the power of it much like what you're saying with your business, they're doing more and and that's what I really applaud for all of them. And the way that they're transforming the business is now longer term. >>I'm optimistic, and I hope when we come out of this when everyone gets settled and they re imagine and reinvent, there's a growth strategy and expansion could be for positive change. So you've >>got >>stuff. We're all for that, and we'll be watching that reporting on it. I >>want to >>ask you something. I've heard that you guys will be soon expanding your public safety and disaster response partner. Competency. Can you tell me more about that? >>Yeah, So we announced the This is a hard one is disaster response in public safety competency at re invent for our consulting partners? And that went over amazingly well. I mean, take, for instance, Max are who is probably the best at believing delivering data both pre and post data to a disaster. They helped Noah, for instance, where data was taking 100 minutes to get that data down. Not good enough in a disaster. They were able to achieve a 58% faster download of data so you can do something with that Use that data to make good decisions. So these consulting partners have really embraced are our disaster recovery and public safety response competency. And now what we want to do is introduce this for our technology partners. So we're announcing the coming of this program for our technology partners. Now who is a technology partner? Well, think about an AI is the or a SAS provider these type of partners who have great solutions that target this particular area, think about public safety right now and how important that is, or even disaster response. You know, we have cove it, but right after that, we have all these hurricanes and earthquakes and other things that are happening around the world. Killer hornets. Um and so we've got some great technology partners that have solutions here, and we'll be welcoming them into this confidence. He fold as well. >>Well, this brings up something I've been commenting on. I want to get your reaction is because you know, when you have that flywheel pattern, infrastructures of service platforms of service and sass that build cloud when we've seen the benefits over a decade. Plus, when you bring the business model, you start to see the same thing. Some foundational things like infrastructure as service would be like compliance. Instant auditing that the Navy seeing, for instance, I heard earlier and then that platform pieces to allow these new workloads. So these new applications are going to be coming on. Creative surge of application developers, new kinds of workloads, new kinds of workforces and and work work flows. So you're gonna start to see these new APS. That means you guys will probably be inundated with new things. How do people get involved? Do they join a PN? What are some of the benefits? What should someone do? I want to be a partner of AWS because I see a solution. I create something that may be unique and specialize in niche. But it solves a really important problem. I want to bring it to Amazon. How do I do that? >>And we want you as a partner to John. Um, so yes. I mean, if you're a partner, the very first place to start is to join our A p m r Amazon Partner Network. If you're a startup or an I s d a distributor or reseller consulting partner, any of those that would be the first place to start, And then based on what you're interested in, you would then select the types of help that you might get. So, for example, if you're a start up, we helped start ups with credits because a lot of startups need free credits as they're starting their businesses or even technologies. So if you think about Hello, Alice, uh, you know, really using tagging for her small business site during Cove it we were able to provide some technology expertise to get her moving and grooving. Um, other great programs that we have out there are things like 80 0 the authority to operate. And this is really important, John, because a lot of our our customers require fed ramp and fed ramp is very costly and not only costly, but takes a lot of time so we can dramatically reduce your time to market with fed ramp really help you through with all those best practices. In fact, today we have 110 fed ramp solution that have gone through our 80 or authority to hire authority to operate process. And that's four X. Our top two competitors combined four x the number of partners that have gotten through because of the amount of time that is reduced through this process as well as the best practices that we bring. We've done a slim down version, so if you're a start up and you're interested in it like we partner with the Joshua down at Capital Factory and they've got the Army future command, we got a lot of startups. You want it? We've also got a slim down version for for them as well. >>It's been a >>very powerful program, >>and being in the cloud you can fast track and learn from others. This >>is the >>whole point of cloud. >>Absolutely, And learning from others is, you know, one of the great things that we love to do. In fact, until I we're going to do a big partner meeting, you know, here at the summit we'll have partners that participate in the virtual online summit. We're going to do a separate meeting just for our partners in July as well to share with them some of the things that are important to them around programs and some of these AP and benefits and some of the changes that we've made to help support them during the Cove it crisis. >>And I think you know the partners or the channel or how you look at it. They're adding value and a great partner for Amazon. For you guys, It's a great city. >>Yeah, I mean, are we could not. We at Amazon could not do the business We do without our partners. They bring their expertise, their best practices, the skills and the relationships they have, the contracts they bring to the table. So we're so grateful for the partners that we have in our public sector partner program. It's one of the reasons I loved my job. Every day I get to talk to a new partner on a new technology area that they're working on. It could be, you know, spatial computing, or AI, and they're helping not just move for a business, but they're helping on a purposeful mission project usually which are so powerful in today's world, especially with all the different crisis, is that we've seen, >>you know, One thing I want to get just share with you is that I talk to a lot of partners, certainly on the Cube and in person. One of the things that resonates with partners is not only the optimism of Amazon and programs you run, but it's enablement. You guys really enable the partners to be successful on your behalf and you on their behalf. But ultimately the customer and I think, and there's money to be made so lucrative and profitable, and they could impact change. So this enabling capability is really the magic. And so I want to ask you on your final question. Here in the talk is what's the vibe now? Because also, we know it's pretty depressing with Cove it, um and we're gonna get through this, but so there will be a day we get through. This will be growth and strategies around. It will never be the same. Certainly, I believe the hybrid world. What's >>the >>vibe inside the Amazon Web services public sector partner team, the community, the ecosystem? Could you just give some insight into how people are doing? And what's the vibe? >>Yeah, I would say the vibe is hopeful um, we all see the difference and the impact that we're making on a daily basis. And because of that, um, we continue to stretch forward and really move mountains for our customers to help them deliver better services. Um, you know, our partners are jumping in and all kinds of areas. First of all, for example, they are jumping in on doing hackathons to help with covet 19. So, John, you know, girls and tech. We've got our partners and us as AWS jumping into happy on different solutions for some of these challenges that are facing there. That's all about hope. I hope that we can make a difference. We are jumping in and assisting on remote work and unemployment, um, to provide hope to the teams and the community. So I would say, you know, it's tough for all. In fact, one of my friends describes, this is a crisis cake, not one level of a crisis, but multiple levels of the crisis. And I have never been with a with a more optimistic and positive team in my whole life, one who's willing to do what it takes. And when I see team, I mean not just my AWS partner team, which is the best of the world, but our world class partner team as well, who is willing to jump in there and do what it takes to help our customers. Even this weekend, I had a part of my partner team and my partners working to solve a problem for an agency that was, you know, um, critical. And they jumped in on the weekend to make that happen. So I would say, if I could say one word, I would say My partner's are hopeful they are. They're learning. They're curious. They're stepping out into new areas like connect and remote work and remote learning. And they're doing things that they never thought was possible based on what's happening today. >>Critical infrastructure, critical software, services and processes gotta be maintained and this opportunity. So I think it's, you know, heads down with hope and growth, always great to chat with you. And of course, we'll be following and covering your event next month. So looking forward to it, exciting times. Sandy Carter, Thank you for joining me today for coverage. >>Thank you, John. It's always a pleasure to be here on the Cube Thank you guys for watching as well. >>Sandy Carter, vice president, worldwide public sector partners in program. Distinguished Cube Alumni. A tough job, great job at same time. A lot of opportunities and hope. I'm John Furrow, your host of the Cube. You're watching our coverage. Cube Virtual of Amazon public sector Online summit. Thanks for watching. Yeah, yeah, yeah.

>>from around the globe. It's the queue with digital coverage of AWS Public sector online brought to you by Amazon Web services. >>Hi, I'm stupid man. And this is the Cube's coverage of AWS Public Sectors Summit Online. We've done this show for many years. Of course, this this time it's online rather than in person in the District of Washington D. C Happy to welcome to the program First time guest. Very good partner of Aws is from Salesforce is Casey Coleman. She is the senior vice president of Global Government Solutions, together with sales work. Casey, thanks so much for joining us. >>Thank you. Glad to be here. >>All right. So first of all, maybe if you could give us a little bit of level set your role at Salesforce and obviously, you know, a long partnership with Amazon. Tell us a little bit about that. >>Yes. My role at Salesforce is to work with our customers in the public sector globally and really help them map out their digital transformation. You know, it's an ongoing journey and we help them understand how to how to break that down into actionable steps and really transformed what they're doing to serve their constituents and citizens better. >>Excellent. So it of course said that the public sector show a lot about the leverage of govcloud and the other services. All the compliance that goes into that ahead of this event you had Ah, new update at Salesforce in partnership with AWS. Talk to us about it's the government cloud plus s o. You know what's entailed there? Uh, and, uh, tell us how AWS and Salesforce work together to launch this solution. >>Yeah, thanks Do. We are so excited to announce the launch of govcloud Plus, which is sales force is a customer 3 60 crm platform that runs on Amazon Web services in the govcloud in their govcloud environment. And we've just received a provisional 80 0 provisional authority to operate from the FEDRAMP program office at the high security level. So we are announcing govcloud Plus is fed ramp. I'm ready to go generally available and ready for customers. >>Excellent. Maybe bring us inside. You know what's different about how government agencies leverage sales force most companies out there, You know, Salesforce is a critical piece off how they manage, you know, number one, they're salesforce marketing and lots of other pieces, anything specific that we should understand about the public sector. >>Yeah, it's a great question because even our name Salesforce sounds like a commercial kind of thing to do. Governments don't think of themselves as selling, but if you break down to a level of detail about what governments actually do, it is the same kind of functions case management, its benefits delivery. It's communications and outreach. It's all the same kind of function that are necessary for commercial organizations to drive. And so that's what we do. We translate that into government ready terms so that they can serve child welfare, health information delivery record, former information, all kinds of services for the constituents of the public sector. And they might call them customers. They might call them citizens, residents constituent. But it's those they >>Yeah, well, what one of the things about Salesforce is, as you said, it's not just, you know, a sales tool. There's so much you've got a very broad and deep ecosystem. Their asses Well, as you know, people that know how to use it, they get underneath the covers. You know, when I think of not only a sales force. You know, the first company that I probably thought of and heard about that it was SAS. But if you talk about the AP economy, if you talk about how things integrate, Salesforce does a lot for developers. So I know one of the other pieces you had. There's everybody knows Dream Force. Maybe not as many people know, that trailhead DX show that that that Salesforce has had for developers. So bring us a little bit inside. What would Salesforce is doing for developers? And, of course, the government angle along those lines, too? >>Yeah, there's a lot going on in the developer world. We were glad to be able to host a virtual version of our trailhead developer conference and announced a lot of exciting new developments, including salesforce anywhere, which is really bringing an immersive voice, video and chat environment to collaborate in the developer environment and into the delivery environment. And you bring that into the public sector. And the benefits are amazing because one of the key challenges with government is keeping up with the pace of the public expectations. In a pace of change in the commercial world, all of the shop and bank and live on our mobile devices. And governments are being faced with the same expectations from the public to do any time anywhere personalized delivery as the code rapid development environments that force offers give public sector I t team the ability to quickly and respond to changing conditions like the code 19 pandemic and roll out applications that are not only fast to develop into boy but they also benefit from being in the govcloud environment. And so the compliance is party built in and that's another key challenges. Often it rises. The public sector is not almost building new applications and making sure they're secure with Salesforce all built in >>Yeah, sounds sounds a lot of sis similarity to what we hear in the private sector, of course, that the balance between what it is doing and how we enable developers, of course security, you mentioned super important anything specifically from the government sector that you'd say, Well, that might be different from what we see in the general enterprise world. >>You know, the but security is top of mind for the public sector, always because they're dealing with the most sensitive data they're dealing with the public trust and trust is really the currency of government. They're not dealing in profit and market share, but they are dealing in a public trust and protecting information like financial data, health data, personal data. And so it's essential that the government had the best in class commercial tools to make sure they are providing world class security for for their their constituents in their mission. And that's one reason we're so excited to be partnering with AWS on Golf Club was because Amazon AWS has already deployed the Fed Ramp I version of their infrastructures of service. And so, by riding on top of that, we inherit all of those existing controls at our own Fed ramp controls. And our customers benefit from the best in class security from two of the most trusted name in public Cloud >>Great. You know, absolutely. Govcloud has been a real boon for the entire industry. When it talks about how government agencies they're leveraging cloud, you talked about sitting on top of ah govcloud the government cloud plus, you know, leverages some of the certifications and like, can you bring us inside a little bit? How long did this effort take? to get anything specific in the integrations were, you know, functionality that that you might be able to highlight about this joint effort. >>Yeah, we've been working on for some time now because it's it's essential to really think from the ground up. And this is not just re platform ing our cloud solutions on AWS. It is rethinking the whole architecture so that we really are organically taking advantage of infrastructure services that AWS provides. So it is a really deep integration. And it's not only a technical tech, integration is the strategic partnership, and you're going to see a lot more now that's coming from both of us about the integration capabilities we're bringing together and a lot of the work we're going to be doing to continue to bring innovation to our joint customers. >>Excellent. You made reference to the pandemic. Uh, what are you hearing from your customers? How does this new offering impact them and support them both? Today is they're reacting to what happens as well as you know, going forward as we progress. >>Yes. Do you know the coveted 19 pandemic really exposed fault line in government programs that weren't scale to meet this demand. We saw website crashing when people were going to them and just overwhelming them with questions about the health situation. We saw benefits programs that only works where people could come in and sign up in a fly in person and obviously with government offices shut down, that wasn't an option. And a lot of government workers were sent home to tell a work without much notice, and their infrastructure just couldn't support it. And so just in general, there are a lot of breakdown along the way. But the good news is that a lot of public sector organizations and programs making that pivot quickly. For example, we worked with one state agency that experienced a 400% spikes in demand for applications for unemployment benefits. It makes sense people are out of work. They need unemployment benefit. But they just couldn't respond to that kind of surging demand. So we worked with them along with AWS and in less than a week stood up a virtual contact center with chatbots so that could meet the demand and provide those vital services to their residents at a time of real needs. So there's a lot to the optimistic about in the middle of this crisis, there is a lot of transformation happening. This kind of forcing function is producing a lot of innovation, transformation. And I think it's really going to make a fundamental shift in how we re imagined government in the future. >>Yeah. Okay, so you're absolutely right that this pandemic has shown a real spotlight on where you know what works and what doesn't, Um, and I think about not only government, but you know, a lot of how finances were often times you have your plans in place, you have your budgets in place. You have, you know, funding cycles. So you know what? What our sales force and Amazon doing to help those you talk about. They have to ramp things up a weight where they financially ready for this. Some companies Oh, wait. I have to temporarily dial things down. That's not in my 12 month or 36 month plan. So are there things that you're doing to help customers, you know, short term in and long term? Are you seeing some? Some change in how people think about their planning and how they could be ready for what change happens out there. >>Yeah, you know, one of the big findings from this whole experience, not just in the public sector but across every industry has been that digital transformation may in the past has been viewed as a nice to have. It is now really the only way to connect and serve both customers and employees, and so digital First, digital transformation is rapidly becoming an urgent imperative because this situation is is not going away overnight. And even when we get back to some state of normal, it's going to be different. It's a digital first and being able to move quickly to roll out services rapidly, to be able to start small and then scale rapidly. These are things that benefit any organization, whether it's government or commercial. >>Excellent. Okay, so I'll let you have the final word. What people want. What you want people to have is their take away of salesforce is participation in the AWS public sector online event. >>We are just so excited to be here with AWS to jointly come to our customers with govcloud plus the fed ramp. I authorized environment for the best in class theory, M and customer and employee services. Our partnership with AWS is one that we're excited about. You're going to see a lot more announcements coming to. It's not only a technology integration, it's also a strategic partnership. And we think our customers jointly. Just going to be really excited about the development. So thank you for the time and glad to be here. >>All right, well, thank you so much. Casey. Congratulations on the government cloud plus launch. And absolutely look forward to hearing more about it. >>Thank you. >>Alright. Be sure to stay tuned. Lots more coverage of the Cube at AWS Public Sector Summit online. I'm Stew Minimum. And thank you for watching the Cube. >>Yeah, Yeah, yeah, yeah.

>>law from Las Vegas. It's the Q covering a ws re invent 2019. Brought to you by Amazon Web service is and Intel along with its ecosystem partners. >>Welcome back to the Sands. We continue our coverage here on the Cube of Day, one of a W s ram in 2019 show. Bigger and better than ever. Tough to say, because last year was awesome. This year if they think you're gonna have a little bit higher on the knots. Justin Warren, I'm John Walls were joined by Brandon Walsh, who is the s creepy apartment relations at the 1901 group. Good to see you, sir. >>Thank you. Thank you for having me. >>Right now. I can't imagine anything intact dating back to 1901 So I'm trying to think What What was the origination of? Of the company? First off, tell us a little bit about what you do, but what's the name all about? >>Well, real quick for the name are our CEO. So new Singh came up with this idea for automation of I t routine. I t management in 1901 was the year the assembly line was invented, so a gentleman named Ransom E. Olds from the famed Oldsmobile gets credit for that. So so new named the company after that automation breakthrough of an assembly line model. And we have built an assembly line concept what we call an I T factory for a cloud migration factory into our operations center. And that's part of our managed service is offering that we sell, promote, provide to our customers. >>And, of course, you're doing that with the help of a company called Cohee City. Find Data Management Solutions provider. So let's talk a little bit about cohesively as well. And your relationship, how that works and what you're I guess, of deriving are extracted from their service is that you find that great value in that >>absolutely were. Maybe this is a little different for today in the show. We actually are a customer of Cohee City. We consume cohesive. So in our managed service offering portfolio, one of the things that we've been using Holy City four is helping our customers set, create or start up. Disaster recovery or backup service is capability. In 1901 group has been packaging marketing, selling that D R. As a service and that bur back up as a service to our federal state, local customers. >>A longtime fan of the Toyota production system, I am very pleased that you are turning an assembly line concept. You know, I think it's vastly overdue. So it's great to hear you focus a lot on the public sector is my understanding absolutely. Tell me a little bit more about what the public sector is. A very complicated based is a >>complicated is putting it politely. >>So walk us through how you're using cohesive toe help. Public sector organizations transform themselves to use this kind of as a service back up and disaster recovery. >>You hit on a really good point. It's sort of two points. One is the term is I t modernization. So in order to modernize a very large complex, I T Environment Assets Systems Service is multi locations, various data centers, multiple data classifications that that complexity with the cohesive product. What has allowed us to do is to start incrementally by doing a disaster recovery or a backup on premise that gives the agency since a confidence we get to show success and progress and that sort of a win win for everyone involved, where the growth with a future and how those agencies will modernize is once you start getting the data backed up properly, prepped for disaster, recover properly. You can also start migrating data toward Native Cloud. And particularly we've been working with AWS aws govcloud in particular, but also a WC commercial clout. >>I like how you mentioned that building trust part with the agencies to begin with. It's not so much about the technology, but about the human part of the process. Way heard that came out this morning with Andy Jesse talking about how data transfer transformation happens, and it's a lot to do with the humans. It's not all about technology. >>At the the organizational change, management is important as the technology change management and incremental shift toward the cloud and migration toward the cloud allows for both time and and reallocation of resource is both by the agency's contractors supporting the agencies and manage service providers like us, who are really providing more as a service. Models meaning way generally consumed the technology for the client, which is a little bit different of a model from the past, but that is the trend of the future. >>It's not purely incremental, though, because you're not. You have to change the way that you're doing things, to be using it as a service, as this thing from the way that you would have done it is purely on premises type infrastructure. Explain a little bit about how you helped these agencies to change the way they think to be able to use this as a service >>approach. Well, one of the one of the reasons we selected Cohesive E is because of their ability to scale out and their pricing model that allows us to better forecast costs and because we're managed service provider price to the government. So the scale out capability that Callie City provides allows us to buy technology capacity nodes as we need them so we don't have a large capital expenditure up front as orders come in. As agencies purchase as we grow, we can add to that capacity incrementally. That's lower risk for us. Lower risk for the client. So again it's a it's a win win in their pricing model. Their licensing model allows us to work with our agency customers and predict costing and pricing for next year, two years out, three years out, which, in the federal budget cycle appropriations are not appropriated. It is a pretty important thing >>got on a wire in the business. Frankly, it's such a, you know, just pull your hair out. I'm sure they're wonderful. This roast ready to say the least, but way heard a lot about a pretty big major theme, this transformation versus transition and in terms of government users, how do you get them into the transformation mindset when you have those obstacles you just talked about that you have a number of times, cycles and our funding cycles and development cycles. And so regulatory psychic, I mean and you write those concerns whatever they will throws their way, states what they throw their way. I think that would be just looking at it from the outside. Tough to get into a transformer mode when you are almost are constantly transitioning. It seems >>you bring up a good point. A. If I can make a comment about eight of us, AWS has been investing in in what's called Fed Ramp that's a federal accreditation program that insurers that that cloud systems and in the case of AWS have their security controls documented, properly documented to a standard and then enforced, so continuously monitored and reported on the investments AWS have been making. And and that speed of investment has been increasing over the last few years has really helped manage service providers. And I t providers like like 1901 group help the agency's understand how to transition and transform. But it's definitely a step. It's a step across. It's incremental in nature, but I congratulate AWS on that investment of time and resource is for Fed Ramp Way also are federally authorized way. We're going into our fifth year so we were early on and being able to watch A W s grow expand helps us helps our competition, but helps the agencies and helps. In the end, all citizens of the United States. So missions air getting better. Theodore Option is speeding up. I think a ws for that investment >>tell us a little bit more about how these federal agencies are using both AWS and Cohee City to work together because you mentioned that your business is built built on Cohee City. So where does that go? Where's coming >>s so So way started out using Cohee City in on premise environment to support federal civilian agencies. That model has been growing, so that was a single tenant, meaning we had one customer. On a single instance. We've expanded to a multi tenant instance. And now we're expanding into a AWS Cloud native instance, so being able to work with a complex environment, a complex data management environment being able to go from on prim to cloud of being will go from AWS back and forth, being able to manage that seamlessly, ensuring there's encryption of data at rest and in motion. That just makes our job that much easier. >>Now we know that Cohee City is a software data management company. It's not just about backup on D are so cohesive is making some inroads into other secondary data management service is, and some other things they're So what are you looking at to expand into what what a customer is asking you to do for them now that you've already proven yourself with with some of the D. R and back up type ability? Yeah, >>I mean, it really varies. It does very agency to agency smaller, independent agencies really may be looking at a cohesive technology to manage fragmented data. Larger agencies and groups and programs within agencies have different. Different asks different requirements. It's really hard to say a single what is the thing? I would say that the flexibility cohesive he gives us is the ability to go hybrid. So depending on what the customers asking feature wise functionality, wise architecture wise way think that Cally city is very flexible >>and about the public sector market. Then if you if you could put your headlight on that for the next 23 years, he was talked about some cycles of that far out. What do you think it would be? A. I guess shift is the right word. What would be a useful or valuable shift in terms of the public sector in terms of their acceptance or adoption in your world? >>Well, so as applications are lifted and shifted or migrated re factored rewritten into cloud environments, you're gonna we're going to see you're going to see mission applications at the agency level moved to cloud reside in the cloud, so data for performance reasons is gonna have to be right next to that application. So the data management, whether it's for production or test Dev Kohli City's got emerging capability for for Dev Test. I think it's a test of but deaf task. So all these pieces sort of go together as a CZ, you said, going from transitioning to transforming and you start looking to three years out. I do believe the agencies have a lot of momentum. There are some really interesting activities being done in the federal state local realm, around artificial intelligence machine learning. So being able to do the compute storage, the networking and security all within a A W s cloud, it's just going to speed things up and make cost and performance more manageable and transparent. >>Thank you for the time. We appreciate that. We find out earlier that Brendan is a Washington Redskins fan and a D. C. Resident, as am I. And I thought 90 No. One was the last time we had a playoff tape. It was quite that far back, but it certainly seems like it, doesn't it? Hang in there, Thank you very much. Enjoy that. Brenda Walsh joining us from the 1901 group back lot with more live here from AWS reinvent with just a warning. I'm John Walls and you are watching the Cube