>>Okay, welcome back everyone to the cubes coverage here in Las Vegas for AWS re Mars, Remar stands for machine learning, automation, robotics, and space. Part of thehow is reinforces security. And the big show reinvent at the end of the year is the marquee event. Of course, the queues at all three and more coverage here. We've got a great guest here. Ryan re practice lead data analytics, machine learning at mission cloud. Ryan. Thanks for joining me. Absolutely >>Glad. >>So we were talking before he came on camera about mission cloud. It's not a mission as in a space mission. That's just the name of the company to help people with their mission to move to the cloud. And we're a space show to make that it's almost like plausible. I can see a mission cloud coming someday. >>Yeah, absolutely. >>You got >>The name. We got it. We're ready. >>You guys help customers get to the cloud. So you're working with all the technologies on AWS stack and people who are either lifting and shifting or cloud native born in the cloud, right? Absolutely. >>Yeah. I mean, we often see some companies talk about lift and shift, but you know, we try to get them past that because often a lift and shift means like, say you're on Oracle, you're bringing your Oracle licensing, but a lot of companies want to, you know, innovate and migrate more than they want to lift and shift. So that's really what we're seeing in market. >>You see more migration. Yeah. Less lift and shift. >>Yeah, exactly. Because they, they're trying to get out of an Oracle license. Right. They're seeing if that's super expensive and you know, you can get a much cheaper product on AWS. >>Yeah. What's the cutting up areas right now that you're seeing with cloud Amazon. Cause you know, Amazon, you know, is at their, their birthday, you know, dynamo you to sell with their 10th birthday. Where are they in your mind relative to the enterprise in terms of the services and where this goes next in terms of the on-prem you got the hybrid model. Everyone sees that, but like you got outpost. Mm. Not doing so as good as say EKS or other cool serverless stuff. >>Yeah. I mean, that's a great question. One of the things that's you see from AWS is really innovation, right? They're out there, they have over 400 microservices. So they're looking at all the different areas you have on the cloud and that people are trying to use. And they're creating these microservices that you string together, you architect them all up so that you can create what you're looking for. One of the big things we're seeing, right, is with SageMaker. A lot of people are coming in, looking for ML projects, trying to use all the hype that you see around that doing prediction, NLP and computer vision are super hot right now we've helped a lot of companies, you know, start to build out these NLP models where they're doing, you know, all kinds of stuff you use. 'em in gene research, you know, they're trying to do improvements in drugs and therapeutics. It's really awesome. And then we do some eCommerce stuff where people are just looking at, you know, how do I figure out what are similar things on similar websites, right. For, for search companies. So >>Awesome. Take me through the profile of your customer. You have the mix of business. Can you break down the, the target of the small, medium size enterprise, large all the above. >>Yeah. So mission started working with a lot of startups and SMBs and then as we've grown and become, you know, a much larger company that has all the different focus areas, we started to get into enterprise as well and help a lot of pretty well known enterprises out there that are, you know, not able to find the staff that they need and really want to get into >>The cloud. I wanted to dig into the staffing issues and also to the digital transformation journey. Okay. It okay. We all kind of know what's turning into the more dashboards, more automation, DevOps, cloud, native applications. All good. Yeah. And I can see that journey path. Now the reality is how do you get people who are gonna be capable of doing the ML, doing the DevOps dev sec ops. But what about cyber security? I mean is a ton of range of issues that you gotta be competent on to kind of survive in this multi-disciplined world, just to the old days of I'm the top of rack switch guy is over. >>Absolutely. Yeah. You know, it's a really good question. It's really hard. And that's why, you know, AWS has built out that partner ecosystem because they know companies can't hire enough people to do that. You know, if you look at just a migration into a data lake, you know, on-prem often you had one guy doing it, but if you want to go to the cloud, it's like you said, right, you need a security guy. You need to have a data architect. You need to have a cloud architect. You need to have a data engineer. So, you know, in the old days maybe you needed one guy. Now you have to have five. And so that's really why partners are valuable to customers is we're able to come in, bring those resources, get everything done quickly, and then, you know, turn >>It over. Yeah. We were talking again before we came on camera here live, you, you guys have a service led business, but the rise of MSPs managed service providers is huge. We're seeing it everywhere mainly because the cloud actually enables that you're seeing it for things like Kubernetes, serverless, certain microservices have certain domain expertise and people are making a living, providing great managed services. You guys have managed services. What's that phenomenon. Do you agree with it? And how do you, why did that come about and what, how does it keep going? Is it a trend or is it a one trick pony? >>I think it's a trend. I mean, what you have, it's the same skills gap, right? Is companies no longer want that single point of failure? You know, we have a pool model with our managed services where your team's working with a group of people. And so, you know, we have that knowledge and it's spread out. And so if you're coming in and you need help with Kubernetes, we got a Kubernetes guy in that pool to help you, right. If you need, you know, data, we got a data guy. And so it just makes it a lot easier where, Hey, I can pay the same as one guy and get a whole team of like 12 people that can be interchangeable onto my project. So, you know, I think you're gonna see managed services continue to rise and companies, you know, just working in that space. >>Do you see a new skill set coming? That's kind of got visibility right now, but not full visibility. That's going to be needed. I asked this because the environment's changing for the better obviously, but you're seeing companies that are highly valued, like data bricks, snowflake, they're getting killed on valuation. So they gotta have a hard time retaining talent. In my opinion, my opinion probably be true, but you know, you can't, you know, if you're data breach, you can't raise that 45 billion valuation try to hire senior people. They're gonna be underwater from day one. So there's gonna be a real slow down in these unicorns, these mega unicorns, deck, unicorns, whatever they're called because they gotta refactor the company, stock equity package. They attract people. So they gotta put them on a flat foot. And the next question is, do they actually have the juice, the goods to go to the new market? That's another question. So what I mean, what's your take on you're in the trenches. You're in the front lines. >>Yeah, that's a great question. I mean, and it's hard for me to think about whether they have the juice. I think snowflake and data bricks have been great for the market. They've come in. They've innovated, you know, snowflake was cloud native first. So they were built for the cloud. And what that's done is push all the hyperscalers to improve their products, right. AWS has gone through and you know, drastically over the last three years, improved Redshift. Like, I mean it's night and day from three years ago. Did, >>And you think snowflake put that pressure on them? >>Snowflake. Absolutely. Put that pressure on them. You know, I don't know whether they would've gotten to that same level if snowflake wasn't out there stealing market share. But now when you look at it, Redshift is much cheaper than snowflake. So how long are people gonna pay that tax to have snowflake versus switching over snowflakes? >>Got a nice data. Clean room, had some nice lock in features. Only on snowflake. The question is, will that last clean room? I see you smiling. Go ahead. >>Clean. Room's a concept that was actually made by Google. I know Snowflake's trying to capture it as their own, but, but Google's the one that actually launched the clean room concept because of marketing and, and all of that. >>Google also launches semantic layer, which Snowflake's trying to copy that. Does that, what does that mean to you when you hear the word semantic layer? What does that mean? >>And semantic layer just is really all about meta tags, right? How am I going through to figure out what data do I actually have in my data lake so that I can pull it for whatever I'm trying to do, whether it's dashboarding or whether it's machine learning. You're just trying to organize your data better. >>Ryan, you should be a cue post. You're like a masterclass here in, in it and cloud native. I gotta ask you since you're here, since we're having the masterclass being put in a clinic here, lot of clients are confused between how to handle the control plane and the data plane cause machine learning right now is at an all time high. You're seeing deep racer. You're seeing robotic space, all driving by machine learning. SW. He said it today, the, the companion coder, right? The, the code whisperer, that's only gonna get stronger. So machine learning needs data. It feeds on data. So everyone right now is trying to put data in silos. Okay? Cause they think, oh, compliance, you gotta create a data plane and a control plane that makes it highly available. So that can be shared >>Right >>Now. A lot of people are trying to own the data plane and some are trying to own the control plane or both. Right? What's your view on that? Because I see customers say, look, I want to own my own data cause I can control it. Control plane. I can maybe do other things. And some are saying, I don't know what to do. And they're getting forced to take both to control plane and a data plane from a vendor, right? What's your, what's your reaction to that? >>So it's pretty interesting. I actually was presenting at a tech target conference this week on exactly this concept, right, where we're seeing more and more words out there, right? It was data warehouse and it was data lake and it's lake house. And it's a data mesh and it's a data fabric. And some of the concepts you're talking about really come into that data, match data fabric space. And you know, what you're seeing is data's gonna become a product right, where you're gonna be buying a product and the silos yes. Silos exist. But what, what companies have to start doing is, and this is the whole data mesh concept is, Hey yes, you finance department. You can own your silo, but now you have to have an output product. That's a data product that every other part of your company can subscribe to that data product and use it in their algorithms or their dashboard so that they can get that 360 degree view of the customer. So it's really, you know, key that, you know, you work within your business. Some business are gonna have that silo where the data mesh works. Great. Others are gonna go. >>And what do you think about that? Because I mean, my thesis would be, Hey, more data, better machine learning. Right. Is that the concept? >>So, or that's a misconception or, >>Okay. So what's the, what's the rationale to share the data like that and data mission. >>So having more of the right data here, it is improves. Just having more data in general, doesn't improve, right? And often the problem is in the silos you're getting to is you don't have all the data you want. Right. I was doing a big project about shipping and there's PII data. When you talk about shipping, right? Person's addresses, that's owned by one department and you can't get there. Right. But how am I supposed to estimate the cost of shipping if I can't get, you know, data from where a person lives. Right. It's just >>Not. So none of the wrinkle in the equation is latency. Okay. The right data at the right time is another factor is that factored into data mesh versus these other approaches. Because I mean, you can, people are streaming data. I get that. We're seeing a lot of that. But talking about getting data fast enough before the decisions are made, is that an issue or is this just BS? >>I'm going with BS. Okay. So people talk about real time real. Time's great if you need it, but it's really expensive to do. Most people don't need real time. Right. They're really looking for, I need an hourly dashboard or I need a daily dashboard. And so pushing into real time, just gonna be an added expense that you don't >>Really need. Like cyber maybe is that not maybe need real time. >>Well, cyber security add. I mean, there's definitely certain applications that you need real time, >>But don't over invest in fantasy if you don't need an an hour's fine. Right, >>Right. Yeah. If you're, if you're a business and you're looking at your financials, do you need your financials every second? Is that gonna do anything for you? Got >>It. Yeah. Yeah. And so this comes back down to data architecture. So the next question I asked, cause I had a great country with the Fiddler AI CEO, CEO earlier, and he was at Facebook and then Pinterest, he was a data, you know, an architect and built everything. He said themselves. We were talking about all the stuff that's available now are all the platforms and tools available to essentially build the next Facebook if someone wanted to from scratch. I mean, hypothetically thought exercise. So the ability to actually ramp up and code a complete throwaway and rebuild from the ground up is possible. >>Absolutely. >>And so the question is, okay, how do you do it? How long would it take? I mean, in an ideal scenario, not, you know, make some assumptions here, you got the budget, you got the people, how long to completely roll out a brand new platform. >>Now it's funny, you asked that because about a year ago I was asked that exact same question by a customer that was in the religious space that basically wanted to build a combination of Facebook, Netflix, and Amazon altogether for the religious space, for religious goods and you know, church sermons, we estimated for him about a year and about $9 million to do it. >>I mean, that's a, that's a, a round these days. Yeah. Series a. So it's possible. Absolutely. So enterprises, what's holding them back, just dogma process, old school legacy, or are people taking the bold move to take more aggressive, swiping out old stuff and just completely rebuilding? Or is it a talent issue? What's the, what's the enterprise current mode of reset, >>You know, I think it really depends on the enterprise and their aversion to risk. Right. You know, some enterprises and companies are really out there wanting to innovate, you know, I mean there's companies, you know, an air conditioning company that we worked with, that's totally, you know, nest was eaten all their business. So they came in and created a whole T division, you know, to, to chase that business, that nest stole from them. So I think it, I think often a company's not necessarily gonna innovate until somebody comes in and starts stealing their >>Lunch. You know, Ryan, Andy, Jess, we talked about this two reinvents ago. And then Adam Eski said the same thing this year on a different vector, but kind of building on what Andy Jessey said. And it's like, you could actually take new territory down faster. You don't have to kill the old, no I'm paraphrasing. You don't have to kill the old to bring in the new, you can actually move on new ideas with a clean sheet of paper if you have that builder mindset. And I think that to me is where I'm seeing. And I'd love to get your reaction because if you see an opportunity to take advantage and take territory and you have the right budget time and people, you can get it. Oh absolutely. It's gettable. So a lot of people have this fear of, oh, we're, that's not our core competency. And, and they they're the frog and boiling water. >>You know, my answer to that is I think part of it's VCs, right? Yeah. VCs have come in and they see the value of a company often by how many people you hire, right. Hire more people. And the value is gonna go up. But often as a startup, you can't hire good people. So I'm like, well, why are you gonna go hire a bunch of random people? You should go to a firm like ours that knows AWS and can build it quickly for you, cuz then you're gonna get to the market faster versus just trying to hire a bunch of people in >>Someone. Right. I really appreciate you coming on. I'd love to have you back on the cube again, sometime your expertise and your insights are awesome. Give a commercial for the company, what you guys are doing, who you're looking for, what you want to do, hiring or whatever your goals are. Take a minute to explain what you guys are doing and give a quick plug. >>Awesome. Yeah. So mission cloud, you know, we're a premier AWS consulting firm. You know, if you're looking to go to AWS or you're in AWS and you need help and support, we have a full team, we do everything. Resell, MSP professional services. We can get you into the cloud optimize. You make everything run as fast as possible. I also have a full machine learning team. Since we're here at re Mars, we can build you models. We can get 'em into production, can make sure everything's smooth. The company's hiring. We're looking to double in size this year. So, you know, look me up on LinkedIn, wherever happy to, to take, >>You mentioned the cube, you get a 20% discount. He's like, no, I don't approve that. Thanks for coming on the key. Really appreciate it. Again. Machine learning swaping said on stage this, you can be a full time job just tracking just the open source projects. Never mind all the different tools and like platform. So I think you're gonna have a good, good tailwind for your business. Thanks for coming on the queue. Appreciate it. Ryan Reese here on the queue. I'm John furry more live coverage here at re Mars 2022. After this short break, stay with us.

>> live from Boston, Massachusetts. It's the Cube covering AWS reinforce 2019. Brought to you by Amazon Web service is and its ecosystem partners. >> Okay, welcome back. It was two cubes. Live coverage in Boston, Massachusetts, for Amazon Web services reinforces A W s, his first inaugural conference around security, cloud security and all the benefits of security vendors of bringing. We're here with a man who runs the marketplace and more. Dave McCann Cube, alumni vice president of migration, marketplace and control surfaces. That's a new tail you were that you have here since the last time we talked. Lots changed. Give us the update. Welcome to the Cube. >> Great to be back, ma'am. Believe it's seven months of every event. >> Feels like this. Seven years. You know, you've got a lot new things happening. >> We do >> explain. You have new responsibility. You got the marketplace, which we talked about a great product solutions. What else do you have? >> So we've obviously been expanding our service portfolio, right? So either us is launching. New service is all the time. We have a set of service is a road in the migration of software. So I run. No, the immigration Service's team and interesting. We were sitting in Boston, and that's actually headquartered 800 yards down the road. So there's a set of surfaces around the tools to help you as a CEO. Move your applications onto the clothes. Marketplace is obviously where we want you to find short where you need to buy. And then once you get into the topic of governance, we had one product called Service Catalog and reinvent. We announced a new product. That was a preview called Control. Yesterday we went to G A full availability off control, Terror and Control term service catalog together are in the government space, but we're calling them control service is because it's around controlling the access off teams to particular resources. So that's control service. >> What people moving into the cloud and give us a sense of the the workload. I know you see everything but any patterns that you can see a >> lot of patterns and merging and migration, and they are very industry specific. But there are some common patterns, so you know we're doing migrations and frozen companies were weighed and professional service is run by. Todd Weatherby is engaged in hundreds of those migrations. But we also have no over 70 partners that we've certified of migration partners. Migration partners are doing three times as many migrations as our old professional service is. Team are doing so in collection. There's a lot going on there, one of the common patterns. First of all, everybody is moved a Web development other websites have done. They're all running on the AWS know what they're doing is they're modernizing new applications. So the building in Europe or bring enough over moving onto containers. So it was a lie that ran on a sever server on. As they move into the clothes, they're gonna reshape the throw away. Some of the court brief the court up into micro service is on. Deploy out, Let's see on E. C s, which is continuing. There's a lot of application organization, and then on the migration side, we're seeing applications clearly were migrating a lost a lot of ASAP. So the big partners like Deloitte and Accenture are doing a C P migrations, and we've done a lot of ASAP migrations. And then there are other business applications are being moved with particular software vendors. You know there's a company here in Boston called Pegasystems. They do a world leading workflow platform. We've worked with Pagan, and we have migrated loss of paga warped floors in dozens of paying customers up on the float. >> You innovated on the marketplace, which is where people buy so they can contract with software. So now you got moving to the cloud, buying on the cloud, consuming the cloud and then governing it and managing that aspect all under one cohesive unit. That's you. Is that good? >> Yeah, it's a good way to think about it. It's a san of engineering teams with Coleman purpose for the customer. So you know, one of the things we do AWS is we innovate a lot, and then we organize the engineering teams around a common customer needs. So we said, above all of the computer stories service is on. We pay attention to the application layer. We described the application, So if you think of a migration service is says, I've actually got a service called Discovery, I crawl over your servers and I find what you have way. Then what we do is we have a tool that says, Are you gonna bring and move the till. So you have to build a business case. We just bought a company in Canada called TSA Logic. They had a Super Two for building a business case that said, what would this absolutely running with either of us. >> So is the need of the business case. What's the courtney that you guys have focused on? What was that? >> So, interestingly, we run more Windows Server and the clothes when Microsoft. So you actually have to business keys here. So many windows servers are running on print. What does it look like when a run on either the U. S. And T s so logic? Really good, too. And we find our customers using it. That says, Here's your own prim Windows server configuration with an app on run the mortal What would it look like when it runs on AWS? >> But why would you just do that with a spreadsheet? What? What is the T s so logic do that you couldn't do especially >> well? First of all, you want to make a simple too Somebody has to go run a spreadsheet. They've turned it into a tool that a business years Ercan used a sales person you could use on. They've built on top of a database. So it's got a rich set of choices. You are richer than you put in. A special with a U IE is intuitive, and you're gonna learn it in 20 minutes. I'm not gonna have you made up >> this date in their best practice things like that that you can draw a library >> of what's going down, and it keeps the data store of all the ones we've done. So we're turning that into two. Were giving Old Toller solution architect. >> Well, you got a good thing going on with the marketplace. Good to see you wrapping around those needs there. I gotta ask for the marketplace. Just give us the latest stats. How many subscriptions air in the marketplace these days? What's the overall number in the marketplace? It's >> pretty exciting. Way decided just at San Francisco to announce that we now have over 1,000,000 active subscriptions in the marketplace, which is a main boggling number on its own 1,000,000 subscriptions. Ice of Scrape. Within those subscriptions, we've got over 240 foes and active accounts, you know, and the audience doors you could be an enterprise with 100 cases and in an enterprise. What we typically see is that there are seven or eight teams that are buying or using software, so we'll have seven or eight accounts that have the right to subscribe. So you could be a one team and you're in another team you're buying B I tools. You're buying security tools. So those accounts on what? We're announcing the show for the first time ever. Its security is we have over 100,000 security subscriptions. That's a while. That's a big number. Some companies only have 100 customers, and the market, please. Our customers are switched on 100,000 security. So >> many product listings is that roughly it's just security security. At 300 >> there's over 100 listings. Thing is a product with a price okay on a vendor could be Let's see Paolo off networks or crowdstrike or trains or semantic or McAfee or a brand new company like Twist located of Israel. These companies might have one offer or 20 offers, so we have over 800 offers from over 300. Vendors were having new vendors every week. >> That's the next question. How many security app developers are eyes? Do you have over 300? 300? Okay. About 100. Anyway, I heard >> this morning from Gartner that they believe that are over 1000 security vendors. So I'm only 30% done. I got a little work >> tonight. How >> do you >> govern all this stuff? I was a customer. Sort of Make sure that they're in compliance. >> Great question. Steven Smith yesterday was talking about governance once she moved things on the clothes. It's very elastic. You could be running it today, not running a tomato, running it in I d running in Sydney. So it's easy to fire up running everywhere. So how did the governance team of a company nor watch running where you know, you get into tagging, everything has to be tagged. Everything has to have a cord attached to it. And then you do want to control who gets to use what I may have bought about a cuter appliance. But I don't know that I gave you rates to use it, right, so we could have border on behalf of the company. But I need to grant you access. So we launched a couple of years ago. Service catalog is our first governance to and yesterday we went into full release over new to call the control tower. >> Right. What you announced way reinvents >> preview. And yesterday we went to Jenny. What control does is it Natural Owes me to set up a set of accounts. So if you think of it, your development team, you've got David Kay and tested and the product ain't your brand new to the company. I'm a little worried. What, you're going to get up. You >> don't want to give him the keys to the kingdom, >> so I'm actually going to grant you access to a set of resources, and then I'm gonna apply some rules, or what we call God reels is your brand. You you haven't read my manual, you're in the company. So I'm gonna put a set of God reels on you to make sure that you follow our guide length >> Just training. And so is pressing the wrong button, that kind of thing. So I gotta ask you I mean, on the buying side consumption. I heard you say in a talk upstairs on Monday. You have a buyer, buyer, lead, engineering teams and cellar Let engineering, which tells me that you got a lot of innovation going on the marketplace. So the results are obviously they mention the listings. But one of the trends that's here security conference and it was proper is ecosystems importance in monetization. So back in the old days, Channel partners were a big part of the old computer industry. You're essentially going direct with service listings, which is great. How does that help the channel? Is there sinking around channel as a buyer opportunity? How do you How does that work with the market? Is what your thinking around the relationship between the scale of a simplicity and efficiency, the marketplace with the relationships the channel partners may have with their customers? And how do you bridge that together? What's the thinking >> you've overstayed? Been around a long time? >> Uh, so you have 90 Sydney? Well, the channels have been modernizes the nineties. You think about a >> long time. It's really interesting when we conceived Market please candidly. Way didn't put the channel in marketplace, and in retrospect, that was a miss. Our customers are big customers or small customers. Trust some of the resellers. Some resellers operates surely on price. Some resellers bring a lot of knowledge, even the biggest of the global 2000 Fortune 100. They have a prepared advisor. Let's take a company record. You often got 700 security engineers that are blue chip companies in America trusts or they buy the software the adoptive recommends. So mark it, please really didn't accommodate for Let's Pick another One in Europe, it would be computer center. So in the last two years we've dedicated the data separate engineering team were actually opened up. A team in a different city on their sole customer is a reseller. And so we launch this thing called Consulting Partner Private offer. And so now you're Palo. Also, for your trained, you can authorize active or serious or s h I to be the re sailor at this corporation, and they can actually negotiate the price, which is what a role resellers do. They negotiate price in terms, so we've actually true reseller >> write software for fulfillment through the marketplace. Four partners which are now customers to you now so that they could wrap service is because that's something we talk to. People in the Channel number one conversation is we love the cloud. But how do I make money and that is Service is right. They all want to wrap Service's around, So okay, you guys are delivering this. Is that my getting that right? You guys are riding a direct link in tow marketplace for partners, and they could wrap service is around there, >> will you? Seeing two things? First of all, yes. We're lowering the resale of to sell the software for absolutely. So you re sailor, you can quote software you build rebuild for you so that I become the billing partner for a serious or a billing partner for active on active can use marketplace to fulfill clothes software for their customers. Dan Burns to see you about pretty happy. You crossed the line into a second scenario, which is condone burns attached. Service is on. Clearly, that's a use case we hear usually would we hear use cases way end up through feeling that a little, little not a use case I have enabled, but we've done >> what you're working on It. We've had what the customer. How does the reseller get into the marketplace? What kind of requirements are there. Is it? Is it different than some of your other partners, or is it sort of a similar framework? >> They have to become an approved resale or so First of all, they have to be in a peon partner. I mean, we work tightly with a p N e p M screens partners for AWS. So Josh Hoffman's team Terry Wise, his team, whole part of team screen. The reseller we would only work with resellers are screened and approved by the PM Wants the AP en approved way have no set up a dedicated program team. They work with a reseller with trained them what's involved. Ultimately, however, the relationship is between Splunk in a tree sailor, a five and a three sailor named after a tree sailor or Paulo trend or Croat straight. So it's up to the I S V to tail us that hey, computer centers my reseller. I don't control that relationship. A fulfillment agent you crow strike to save resellers, and I simply have to meet that work so that I get the end customer happy. >> So your enabler in that instance, that's really no, I'm >> really an engine, even team for everybody engineer for the Iast way, engineer for the buyer. And they have to engineer for the re. So >> you have your hands in a lot of the action because you're in the middle of all this marketplace and you must do a lot of planning. I gotta ask you the question and this comes up. That kind of put on my learning all the Amazon lingo covering reinvent for eight years and covering all the different events. So you gotta raise the bar, which is an internal. You keep innovating. Andy Jassy always sucks about removing the undifferentiated heavy lifting. So what is the undifferentiated heavy lifting that you're working toe automate for your customers? >> Great questions. Right now there's probably three. We'll see what the buyer friction is, and then we'll talk about what the sale of friction is. The buyer frustration that is, undifferentiated. Heavy lifting is the interestingly, it's the team process around choosing software. So a couple of customers were on stage yesterday right on those big institutions talked about security software. But in order for an institution to buy that software, there are five groups involved. Security director is choosing the vendor, but procurement has to be involved. Andre. No procurement. We can't be left out the bit. So yesterday we did. The integration to Cooper is a procurement system. So that friction is by subscribing marketplace tied round. Match it with appeal because the p O is what goes on the ledgers with the company. A purchase order. So that has to be a match in purchase order for the marketplace subscription. And then engineers don't Tidwell engineers to always remember you didn't tag it. Hi, this finance nowhere being spent. So we're doing work on working service catalog to do more tagging. And so the buyer wants good tagging procurement integrated. So we're working on a walk slow between marketplace service catalog for procurement. >> Tiring. So you've kind of eliminated procurement or are eliminating procurement as a potential blocker, they use another. Actually, we won't be >> apart for leading procurement. VPs want their V piece of engineering to be happy. >> This is legal. Next. Actually, Greek question. We actually tackled >> legal. First, we did something called Enterprise Code tracked and our customer advisory board Two years ago, one of our buyers, one of our customers, said we're gonna be 100 vendors to deploy it. We're not doing 100 tracks. We've only got one lawyer, You know, 6000 engineers and one lawyer. Well, lawyers, good cord is quickly. So we've created a standard contract. It take stain to persuade legal cause at risk. So we've got a whole bunch of corporations adopting enterprise contract, and we're up to over 75 companies adopting enterprise contract. But legal is apartment >> so modernizing the procurement, a key goal >> procurement, legal, security, engineering. And then the next one is I t finance. So if you think of our budgets on their course teams on AWS, everything needs to be can become visible in either of US budgets. And everything has become visible in course exporter. So we have to call the rate tags. >> I heard a stat that 6,000,000 After moving to the cloud in the next 6,000,000 3 to 5 years, security as a focus reinforces not a summit. It's branded as a W s reinforce, just like reinvents. Same kind of five year for security. What's your impression of the show so far? No, you've been highly active speaking, doing briefing started a customer's burn, the midnight oil with partners and customers What's that? What's your vibe of the show? What's your takeaway? What's the most important thing happening here? What's your what's your summary? >> So I always think you get the truth in the booth. Cut to the chase. I made a customer last night from a major media company who we all know who's in Los Angeles. His comment was weeks, either. These expectations wasn't she wanted to come because he goes to reinvent. Why am I coming to Boston in June? Because I'm gonna go to reinvent November on this. The rates of security for a major media company last night basically said, I love the love. The subject matter, right? It's so security centric. He actually ended up bringing a bunch of people from his team on, and he loves the topics in the stations. The other thing he loved was everybody. Here is insecurity, reinvent. There's lots of people from what's the functions, But everybody here is a security professional. So that was the director of security for a media company. He was at an event talking to one of the suppliers, the marketplace. I asked this president of a very well known security vendor and I said. So what's your reaction to reinforce? And he said, Frankly, when you guys told me it was coming, we didn't really want the bother. It's the end of the quarter. It's a busy time of year. It's another event, he said. I am sure glad we came on. He was standing talking to these VP of marketing, saying, We want to bring more people, make sure, So he's overjoyed. His His comment was, when I go to Rio event 50,000 people but only 5% of their own security. I can't reinforce everybody's insecurity >> in Houston in 2020. Any inside US tow? Why Houston? I have no clue what I actually think >> is really smart about the Vineyard, and this is what a customer said Last night. I met a customer from Connecticut who isn't a load to travel far. They don't get to go to reinvent in Vegas. I think what we did when we came to Boston way tapped into all the states that could drive. So there are people here who don't get to go to reinvent. I think when we go to Houston, we're going to get a whole bunch of takes its customers. Yeah, you don't get a flight to Vegas. So I think it's really good for the customer that people who don't get budget to travel >> makes sense on dry kind of a geographic beograd. The world >> if we're expanding the customers that can learn. So from an education point of view, we're just increase the audience that we're teaching. Great, >> Dave. Great to have you on. Thanks for the insights and congratulations on the new responsibility as you get more coz and around marketplace been very successful. 1,000,000 subscriptions. That's good stuff again. They were >> you reinvented and >> a couple of months, Seven days? What? We're excited. I love covering the growth of the clouds. Certainly cloud security of his own conference. Dave McCann, Vice president Marketplace Migration and Control Service is controlled cattle up. How they how you how you move contract and governed applications in the future. All gonna be happening online. Cloud Mr. Q coverage from Boston. They just reinforced. We right back with more after this short break

>> live from Boston, Massachusetts. It's the Cube covering A W s reinforce 2019. Brought to you by Amazon Web service is and its ecosystem partners. >> Welcome back. Everyone were accused Live coverage here in Boston, Massachusetts, for AWS reinforce. First inaugural conference runs security. I'm Jeffrey. David Lot there. Next guest is Dan Hubbard, CEO of lacework. I've started at a Mountain View, California. Great to have you on. Thanks for joining us. >> Thanks. Thanks for having me. >> So, you know, reinvent was developers Reinforces. Kind of like, si SOS coding security cloud and intersecting with security. This is a new kind of show. What's your take on? >> Super impressed so far? I mean, there's about 1000 people here, you know, way have literally hundreds of demos lined up in the booth s oh, really impressed so far. First impressions. >> It's a good move for Amazon. Do. Ah, security conference. Don't you think I mean >> really smart, Really smart. It's a lot more about defending than a lot of security conference about offense and vulnerabilities and how to find kind of holes and weak cracks. This is really about how do we defend you know, our security in the cloud >> Talk about your company. Your mission? You guys air started going after a hot space. Si SOS or CEO spending Talk to They want a new breed of supplier service provider. Certainly cloud a p. I is gonna be critical in all of this. So you start to see really smart platform thinking systems, thinking around companies around the security challenge and opportunity. What? What do you guys do? Explain what you guys? >> Yes, we really believed you know, this new wave of cloud I s and pass really needs a new architecture. It's a whole new architecture from a 90 perspective. So we need a new architect from a security perspective. And the great thing about the operating model is you could do a wide set of things and then go deep in the areas that are really important. So at least work does we allow you to secure? I asked. Past service is with compliance configuration host and container security. There's one platform that kind of wraps across all of those >> different targeting developers, right? So they don't have to think about security all the time. Is that the poor thing? >> Yeah, definitely. Eso in almost every case. Security is unlocking the budget. However, Dev Ops is involved, Dev Ops is involved from an influence. But, you know, it used to be that developers would ask security for permission. Now security's going back to developers and asking for permission to security >> infrastructure. He said that with the architecture is gonna be different because the the the I t. Is changing. So cloud security needs a new architecture. One of the fundamentals of that architecture and how is it different from security on prim? >> So I think it has to be SAS. So it's gotta be delivered multi cloud from the cloud. You know, we're gonna secure the cloud. It really should be from the cloud, their business models, that should be different. It's almost always a subscription is not perpetual models. You know you're annually re occurring your revenue. You're always keeping your customers happy and you're always innovating. The pace of innovation has to be really quick because the pace of the cloud is moving at such a dramatic speed. >> So that the those kind of business oriented you know, that's kind of a different definition of architecture. Technically, is it a fundamental do over Or is it fundamentally similar? >> Wolf. You know, there's some of the tenants which are the same, you know, we need to get visibility. That's very similar. You know, we have controls needed have auditing. We need to find threats. However, the way you do it is very different. So you don't own the hardware, you don't own the racks, you don't own the network. You gotta get used to that. You gotta live above the responsibility line. You have to fit within their infrastructure. So what that means is you need to be very happy. I friendly because we're sucking a lot of data on Amazon were pulling in configuration cloudtrail data, and you'll have to be able to deploy inside their infrastructures. We support things like kubernetes things like docker or we also interoperate things like bare metal and you know, in the AM eyes themselves, what >> problem you guys solve. Every startup has that cultural doctor, and they sometimes you weave into a market and also you get visibility into into a key value proper. What's the key problem that you saw? What's the benefit >> so that the key value we solve is if you are in the cloud or migraine in the cloud. We give you compliance configuration and threat protection across all your clowns. So, irrespective of which cloud you live in or operate in, we give you one central threat detection engine and that which gives you visibility but also gives you compliance and controls into that. >> So Amazon has this, you know she had responsibility model. They're they're protecting the compute, the storage, the database and customers are responsible for the end points. The operating system, the data, etcetera, etcetera. And Amazon certainly has tools. Help them. What is fuzzy to me sometimes is you know where eight of us leaves off. Where ecosystem partners like you guys come in. You obvious have to keep moving fast to your point. Absolute. Can you help us sort of squint through that maze? >> Sure. Yeah. I mean, the easiest way that I can explain it is if you could configure it, you have to secure everything. Below is the providers responsibility. That said, there are different areas where things are kind of peeking through the responsibility lines. So what I see is a world where there's not 50 security vendors that you've bought like in premise or traditional data center, but your Inter operating with a provider. So you know, the big three providers open source and then a solution like ours. So it's more about how do we interoperate there together? But what we do is we sit actually right within your container on the host themselves with an agent, and then we suck in there a p I. So technically, it's a little bit different. >> So the threat of containers is an interesting topic, right? You're spinning him up. It makes V M v ems look like child's play. Yeah, So are you using specific techniques, toe? So the fake out the bad guys make it. You're raising the bar on them and their cost using sort of algorithms to do that spin up, spin him down. You know, like the shell game of asking you. >> What we do is we get baked right into your infrastructure every single time you deploy and run through C I c d. A new container or a new app were baked in there and what we're doing, we're looking all your applications, processes the network traffic and then we look for that no one bad and the unknown bad based off of that. >> So it's native security in the container at the point of creation. Not a not an afterthought. Correct. Yep, >> What? Your take on kubernetes landscape? Obviously, pretty much everyone's kind of consolidate around that from a de facto standard. That's good news, wouldn't it? Koen ETS does is all kinds of stateless state full applications that becomes, like service mess conversation. You got all kinds of services that could land out there, automating all these things these sources were being turned on turned off in real time. >> It's >> a log it >> all. It's incredible. I think Cos. Is the fastest growing enterprise open source project ever. You know where every customer we talked to is either in the midst of migrating migrate or just thinking about it. That said, the world is looking to go multi cloud. But most customers today have, ah, a combination of in premise bare metal am eyes kubernetes containers. What we're doing is we give you visibility into your coup Bernays infrastructure. So we talk pods, nodes, clusters, name spaces and we allow you to secure the management plane. Any communication between those So it's really critical when you're deploying those from a security perspective that you know what's happening. The ephemeral nature of it is very different from regular security to you need to answer questions like what happened for 10 minutes during this time from six months ago, and that's really hard with traditional >> tools, really are. And that's really gonna with automation plays in Talk about the journey of where your customers are going out because we're seeing a progression kind of categorically three kind of levels. I really wanted to go to the cloud. I really want to convince you that cloud every aspiration. Yeah, not realistic, but it's on their plans. Then you've got people who go out and do it gets stuck in the mud. The wheels are spinning culturally, whatever's going on and then full on cloud native hard core Dev ops, eaten glass, spit nails, just kicking ass and taking names right? So you get the leaders. People are kind of in the middle, and then people jumping in. Where do you guys see your benefit? What are some of the challenges? How do you guys >> think it's a super dynamic marketplace? Because what's happening is every big company that may not be fully cloud native, is buying companies that are cloud native. So then they become the sexy new way to deploy, and then they start figure out how to deploy their there. So one of the trains were seeing is core centralized. Security is becoming governance and tooling, and then they're distributing the security function within the AP teams themselves. And that model seems to work really well because you've got security practitioners baked within the Dev Ops team. But then you've got a governing roll with tooling, centralized tooling from there. That said, depending on the customer or the prospect, it's all over the place. You know, many sisters, you're scratching their heads saying, No, you know, I don't know what's going over the cloud guys. They've got a different group that's running it. They're trying to figure out how do I just get visibility? I know my name's you know, I'm the one they're gonna come after if there's a problem. So it's really all over the place >> for your service. So you're baking it in creatively into the container. >> Yep, it doesn't matter. >> You're aware, if you will. >> It is a matter of urine premise or not. Containers or not, we worked across all of them. >> Was that the hook for your sort of original idea? Your business plan? Your investors you've raised, I think 32,000,000. You got 70 employees. What was that hook? What attracted the investment Community >> Theory journal? Idea was, if you're deployed in the cloud and you have a breach, how do you know you had a breach? Things that happen to come and go very quickly. All the data's encrypted on the network. I don't have full visibility on the network itself. So that was the original idea. How would I go back in time kind of time machine to find out what happened then? Way originally supported eight of us and it was really about visibility within 80 bus infrastructure. Then kubernetes happened. Now the big hook really is amazing containers. Am I using kubernetes? And then how do I make sure I'm compliant and then following best practices and then that breach that breach scenario still definitely happens. Everybody tries the service before they buy it. They're almost always finding out problems along the way. >> What did kubernetes do for you guys? That made a consensus step, function, change or what you guys were doing? Was it because they had the dynamic nature of the service's was orchestration? What specifically was the benefit? >> I think the orchestration, the single management plane from a security perspective, is one of the big things. You get access to that one brain, if you will. You have access to everything. Obviously, the ephemeral workload is big that it was enforcement kubernetes with service messes. Things like pot security policies allows us to hook a P eyes in a way that you can actually write enforcement versus a firewall or some of these old school ways of killing packets. >> Yes, you got a cloud native approach. Kubernetes comes along. It's aligns with your sort of philosophy and >> architectural, and we run today's ourselves. So our entire infrastructure is based off of kubernetes. We were kubernetes user very early on, so, you know, we just take the things that we learn to our customers. >> So here's a quote from a seesaw. I won't say his or her name, but I want to get your reaction to it when talking about dealing with suppliers, looking for the new generation of like what you guys are doing you got, I would put you in the new classification of emerging suppliers. This is the message to all the suppliers in the room. I happen to be in there having a P I and don't have its suck because you eyes shifting to a p a u ie Focus is shifting to FBI focus. So we are evaluating every supplier on their eight b. I's your reaction to that? >> I absolutely agree. So there's two levels of AP eyes. One is you have to interrupt it with the guys from the providers in order to get the data properly. Right. That's a big, big component. Others, you have to have a P eyes for your consumers. You can't automate without a P I. So that's really critical. That said, I will disagree a little bit on the u X and Y aspect. If you are triaging data, it's really important that you have the right data at the right time and visualizing that data in a ways. It's pretty important. >> How real is multi cloud, in your opinion, I mean, everybody's talking about multi cloud Ah la times we've said multi cloud. It's none of us a symptom of multi vendor. But increasingly it could be a strategy in terms of your thinking about your total available market, your market opportunity. How real is it when you're conversations with Coast? >> It's very really. We were really surprised. We first started supporting eight of us, and then we had a G, C, P and Azure together. Now we have a core principle that everything we build has to be parody across all the clouds. And we had a huge uptick across G, C, P and as your very early. So we were really surprised. What we were surprised about was, it's not portable workloads. So it's not about taking one application distributed across multi cloud. That's kind of fiction. That doesn't happen very often. It's either you bought a company that's in another cloud or use a past service in another cloud, or you have just two totally disparate applications in a large company. They just happen to be in different clouds in the data's in different places. They don't need to interoperate, so it's so it's just a little different, but we're seeing kind >> of horses for courses as well, right? Some clouds may be better for data oriented. >> Here's your point early, and we've heard this in some of the sea. So conversations em and becomes a big factor because they get new teams in new culture and they might have different cloud approaches. But I totally agree with you on that. I would say I would even go more further and saying It's absolute fiction between multi Cloud because it's just got a latent seizes on the connections, whether they're direct connections are not welcome on the factor. So I've always said, and I kind of believe in I'd love to get your thoughts on. It is the workload should dictate to the infrastructure which clouded should you know, and go with one cloud for that. If it makes sense on, then use multi cloud across workloads and low can handle a better cloud. Cloud Cloud selection. Be joined by the workload. >> Yeah, it's certainly from an out >> the other way around. >> Yeah, it's certainly from application perspective. You want a silo? It, you know, probably there. I think what's interesting about a lot of the work each provider is doing in security a lot people ask. Well, you know, why don't I just use all my provider security tools. And the answer is they got some great tools. You should use those for sure, but there is a bunch of technology above that you can use. And then you got a span across multiple clouds. What you don't want is three different AP eyes for security across every single cloud. That's gonna be a major pain or >> have to stitch. And that's where you guys come in. Absolutely. >> What's your take on this show? Reinforce against inaugural show. Love to go. The knuckle shows they don't have a 2nd 1 because they were there. Yeah, reinvent you made a calm before we came on. Reinvents started out. We were there early on as well. There's developers. Yeah, it wasn't a lot of fanfare. In fact, you could wander around Andy Jazz. It wasn't crowded. It all great, great time. That was younger. Now Amazons gotten much stronger. Bigger? What's the vibe here? Is that developers for security? Is it si SOS? Is it? What's your read on the makeup and the focus of the attendees? >> So I think it's it's a little bit of a mix of both, which I think is good you know, I've met a number of developers or what I would call kind of new breed security engineers. These are engineers that arm or interested in? How does the cloud work an inter operate? And how do you secure that versus, like reverse engineering malware with assembler, which you know a lot of the other places there really about the threats? And what of the threats and how specific or those This is really a little bit more about? How do we up our game from from a security perspective in this New World order, which is really >> get plowed. Very agile, very fast, yet horizontally scalable, elastic, all the goodness of cloud Final question developers Bottom line is developers continue to code and do the things, whether it's a devil's culture of having a hack a phone and testing new things, that which is how things roll now, getting into productions hard. What's the developers impact to security? Is the trend coming out of the show that security baked in enough to think about it like how configuration management took that track and Dev Ops took that away? You mentioned that earlier you figure you can secure it yet. So similar track for security going the way of automation. What's your? >> It's a lot of automation is gonna be critical for sure. And then it's gonna be a combination of Security and Dev ops together, you know, Call it DEP SEC Ops, code security engineer. Whatever you want to call it, it's definitely a combination of both. Security people are going away, that's for sure. You know, we're still gonna need security experts. And focus is just a critical aspect about this. >> Dan, Thanks for the insight coming on here. Reinforced. Take a quick second. Give a plug for your company. What you guys looking to do? Your hiring? What's going on? The company? >> Sure lacework. We're gonna help you protect all your workloads, Your configuration. Compliance in the cloud regardless of which cloud way are hiring websites lacework dot com and way love Thio culture Their cultures great, Very fast moving very fast paced, very modern way live and breathe by the success of our customers It's a subscription business. So now we have to continue innovating and renewing. Our customers >> got smart probably to get dealing combination containers. Thanks for coming on. Your coverage here live in Boston. General David, Want to stay tuned for more live coverage after this short break

live from Las Vegas it's the cube covering AWS reinvents 2018 brought to you by Amazon Web Services inhale and their ecosystem partners hey welcome back everyone this the cube live day 3 coverage of Amazon Web Services AWS reinvent 2018 we're here with two cents Dave six years we've been covering Amazon every single reinvent since they've had this event except for the first year and you know we've been following AWS really since its inception one of my startup said I was trying to launch and didn't ever got going years ago and he went easy to launch was still command-line and so we know all about it but what's really exciting is the global expansion of Amazon Web Services the impact that not only the commercial business but the public sector government changing the global landscape and the person who I've written about many times on Forbes and unhooking angle Theresa Carlson she's the chief a public sector vice president of Amazon Web Services public sector public sector great to see you hi hi John I checked great to be here again as always so the global landscape mean public sector used to be this a we talk to us many times do this do that yeah the digital environment and software development growth is changing all industries including public sector he's been doing a great job leading the charge the CIA one of the most pivotal deals when I asked Andy jassie directly and my one-on-one with them that this proudest moments one of them is the CIA deal when I talked to the top execs in sales Carla and other people in Amazon they point to that seminal moment with a CIA deal happen and now you got the DoD a lot of good stuff yeah what's do how do you top that how do you raise the bar well you know it still feels like day one even with all that work in that effort and those customers kind of going back to go forward in 2013 when we won the CIA opportunity they are just an amazing customer the entire community is really growing but there's so much more at this point that we're doing outside of that work which is being additive around the world and as you've always said John that was kind of a kind of a pivotal deal but now we're seeing so many of our government customers we now have customers at a hundred and seventy four countries and I have teams on the ground in 28 countries so we're seeing a global mood but you know at my breakfast this week we talked a lot about one of the big changes I've seen in the last like 18 months is state and local government where we're seeing actually states making a big move California Arizona New York Ohio Virginia so we're starting to see those states really make big moves and really looking at applications and solutions that can change that citizen services engagement and I achieve in these state local governments aren't real I won't say their course they're funded but they're not like funded like a financial services sector but that's women money they got to be very efficient clouds a perfect opportunity for them because they can be more productive I do a lot of good things I can and there's 20 new governor's coming on this year so we've had a lot of elections lots of new governors lots of new local council members coming in but governor's a lot of times you'll see a big shift when a governor comes in and takes over or if there's one that stays in and maintains you'll see kind of that program I was just in Arizona a couple weeks ago and the governor of Arizona has a really big fish toward modernization and utilization of information technology and the CIO of the state of Arizona is like awesome they're doing all this work transformative work with the government and then I was at Arizona State University the same day where we just announced a cloud Innovation Center for smart cities and I went around their campus and it's amazing they're using IOT everywhere you can go in there football stadium and you can see the movement of the people how many seats are filled where the parking spaces are how much water's been used where Sparky is their their backside I've got to be Sparky which was fed but you're seeing these kind of things and all of that revs on AWS and they're doing all the analytics and they're gonna continue to do that one for efficiency and knowledge but to also to protect their students and citizens and make them safer through the knowledge of data analytics you know to John's point about you know funding and sometimes constricted funding at state and local levels and even sometimes the federal levels yeah we talked about this at the public sector summit I wonder if you could comment Amazon in the early days help startups compete with big companies it gave them equivalent resources it seems like the distance between public sector and commercial is closing because of the cloud they're able to take advantage of resources at lower cost that they weren't able to before it's definitely becoming the new normal in governments for sure and we are seeing that gap closing this year 2018 for me was a year that I saw kind of big moves to cloud because in the early days it was website hosting kind of dipping their toes in this year we're talking about massive systems that are being moved to the cloud you know big re-architecting and design and a lot of people say well why do they do that that costs money well the reason is because they may have to Rio architect and design but then they get all the benefits of cloud through the things that examples this week new types of storage new types of databases at data analytics IOT machine learning because in the old model they're kind of just stagnated with where they were with that application so we're seeing massive moves with very large applications so that's kind of cool to see our customers and public sector making those big moves and then the outputs the outcome for citizens tax payers agencies that's really the the value and sometimes that's harder to quantify or justify in public sector but over the long term it's it's going to make a huge difference in services and one of the things I now said the breakfast was our work and something called helping out the agents with that ATO process the authority to operate which is the big deal and it cost a lot of money a lot of times long time and processes and we've been working with companies like smartsheet which we helped them do this less than 90 days to get go plow so now working with our partners like Talos and Rackspace and our own model that's one of the things you're also gonna see check and Jon you're taking your knowledge of the process trying to shrink that down could time wise excessive forward to the partners yes to help them through the journey these fast move fast that kind of just keep it going and that's really the goal because they get very frustrated if they build an application that takes forever to get that security that authority to operate because they can't really they can't move out into full production unless that's completed and this could make or break these companies these contracts are so big oh yeah I mean it's significant and they want to get paid for what they're doing and the good work but they also want to see the outcome and the results yeah I gotta ask you what's new on the infrastructure side we were in Bahrain for the region announcement exciting expansion there you got new clouds gov cloud east yeah that's up and running no that's been running announced customers are in there they're doing their dr their coop running applications we're excited yes that's our second region based on a hundred and eighty five percent year-over-year growth of DEFCON region west so it's that been rare at reading I read an article that was on the web from general Keith Alexander he wrote an op-ed on the rationale that the government's taking in the looking at the cloud and looking at the military look at the benefits for the country around how to do cloud yes you guys are also competing for the jet idea which is now it's not a single source contract but they want to have one robust consistent environment yeah a big advantage new analytics so between general Keith Alexander story and then the the public statement around this was do is actually outlined benefits of staying with one cloud how is that going what how's that Jedi deal going well there's there's two points I'd like to make them this first of all we are really proud of DoD they're just continuing to me and they're sticking with their model and it's not slowing them down everything happening around Jedi so the one piece yes Jedi is out there and they need to complete this transaction but the second part is we're just we're it's not slowing us down to work with DoD in fact we've had great meetings with DoD customers this week and they're actually launching really amazing cloud workloads now what's going to be key for them is to have a platform that they can consistently develop and launch new mission applications very rapidly and because they were kind of behind they their model right now is to be able to take rapid advantage of cloud computing for those warriors there's those war fighters out in the field that we can really help every day so I think general Alexander is spot on the benefits of the cloud are going to really merit at DoD I have to say as an analyst you know you guys can't talk about these big deals but when companies you know competitors can test them information becomes public so in the case of CI a IBM contested the judge wheeler ruling was just awesome reading and it underscored Amazon's lead at the time yeah at Forrest IBM to go out and pay two billion dollars for software the recent Oracle can contestant and the GAO is ruling there gave a lot of insights I would recommend go reading it and my takeaway was the the DoD Pentagon said a single cloud is more secure it's going to be more agile and ultimately less costly so that's that decision was on a very strong foundation and we got insight that we never would have been able to get had they not tested well and remember one of the points we were just talking earlier was the authority to operate that that ability to go through the security and compliance to get it launched and if you throw a whole bunch of staff at an organization if they they're struggling with one model how are they gonna get a hundred models all at once so it's important for DoD that they have a framework that they can do live in real first of all as a technical person and an operating system which is kind of my background is that it makes total sense to have that cohesiveness but the FBI gave a talk at your breakfast on Tuesday morning Christene Halverson yeah she's amazing and she pointed out the problems that they're having keep up with the bad actors and she said quote we are FBI is in a data crisis yes and she pointed out all the bad things that happened in Vegas the Boston Marathon bombing and the time it took to put the puzzle pieces together was so long and Amazon shrinks that down if post-event that's hard imagine what the DoD is to do in real time so this is pointing to a new model it's a new era and on that well and we you know one of the themes was tech4good and if you look at the FBI example it's a perfect example of s helping them move faster to do their mission and if they continue to do what they've always done which is use old technologies that don't scale buying things that they may never use or being able to test and try quickly and effectively test Belfast recover and then use this data an FBI I will tell you it is brilliant how they're the name of this program sandcastle one Evan that they've used to actually do all this data and Linux and she talked about time to mission time to catch the bad guys time to share that analysis and data with other groups so that they could quickly disseminate and get to the heart of the matter and not sit there and say weight on it weight on this bad guy while we go over here and change time to value completely being that Amazon is on whether it's commercial or government I talk about values great you guys could have a short term opportunity to nail all these workloads but in the Amazon fashion there's always a wild card no I was so excited Dave and I interviewed Lockheed Martin yesterday yeah and this whole ground station thing is so cool because it's kind of like a Christopher Columbus moment yeah because the world isn't flat doesn't have an edge no it's wrong that lights can power everything there's spaces involved there's space company yes space force right around the corner yep you're in DC what's the excitement around all this what's going on we surprised a lot of with that announcement Lockheed Martin and DigitalGlobe we even had DigitalGlobe in with Andy when we talked about AWS ground station and Lockheed Martin verge and the benefit of this is two amazing companies coming together a tub yes that knows cloud analytics air storage and now we're taking a really hard problem with satellites and making it almost as a service as well as Lockheed doing their cube stats and making sure that there is analysis of every satellite that moves that all points in time with net with no disruption we're going to bring that all together for our customers for a mission that is so critical at every level of government research commercial entities and it's going to help them move fast and that is the key move very fast every mission leader you talk to you that has these kind of predators will say we have to move faster and that's our goal bringing commercial best practices I know you got a run we got less than a minute left but I want you to do a quick plug in for the work you're doing around the space in general you had a special breakout ibrehem yours public sector summit not going on in the space area that your involvement give it quick yeah so we will have it again this year winner first ever at the day before our public sector summit we had an Earth and space day and where we really brought together all these thought leaders on how do we take advantage of that commercial cloud services that are out there to help both this programs research Observatory in any way shape app data sets it went great we worked with NASA while we were here we actually had a little control center with that time so strip from NASA JPL where we literally sat and watched the Mars landing Mars insight which we were part of and so was Lockheed Martin and so his visual globe so that was a lot of fun so you'll see us continue to really expand our efforts in the satellite and space arena around the world with these partnership well you're super cool and relevant space is cool you're doing great relevant work with Amazon I wish we had more time to talk about all the mentoring you're doing with women you're doing tech4good so many great things going on I need to get you guys and all my public sector summits in 2019 we're going to have eight of them around the world and it was so fantastic having the Cuban Baja rain this year I mean it was really busy there and I think we got to see the level of innovation that's shaping up around the world with our customers well thanks to the leadership that you have in the Amazon as a company in the industry is changing the cube will be global and we might see cube regions soon if Lockheed Martin could do it the cube could be there and they have cube sets yes thank you for coming on theresa carlson making it happen really changing the game and raising the bar in public sector globally with cloud congratulations great to have you on the cube as always more cube covers Andy Jasmine coming up later in the program statements for day three coverage after this short break [Music]

>> Live, from Las Vegas, it's theCUBE. Covering the AWS Accenture Executive Summit. Brought to you by Accenture. >> Welcome back, everyone, to theCUBE's live coverage of the AWS Executive Summit here in Las Vegas, Nevada. I'm your host, Rebecca Knight. We have two guests for this segment. We have Michael Liebow. He is the Global Managing Director Accenture Cloud platform, and Chris Milkosky, Enterprise Architect at ETS. Thank you both for coming on theCube. >> Great to be here, thank you. >> Thanks, great to be here. >> So, Chris, I'm going to start with you. ETS, the world's largest non-profit education testing service. Give our viewers a little history. >> Sure, we're the guerrilla in the test assessment industry. So, ETS, Educational Testing Services, been around since the 1940s. We do... our mission is to advance the quality and equity in education through test assessments, through research, and related services. Big thing of what we do is just try to find out more about the state of education in the world, in the United States, and then do what we can to improve that. ETS has grown up with-- to relate this to Accenture and everything-- ETS has grown up with IT. We've been around since the 40s and so we've used traditional IT for quite a long time. Over time, we realized obviously that there's constraints and stuff like that on some of the traditional IT. We understood that we needed to figure out ways to become more competitive, to stay a leader in the industry, to innovate, innovate faster. That's how we ended up engaging Accenture, and working on an effort to migrate to the Cloud, and give ourselves capabilities to become more innovative. >> So, you're talking about this need to innovate, this need to stay competitive and ahead of the crowd. So why, so tell me, you announced a big partnership with Accenture this morning. A large transformation project. Do you want, tell us a little bit more about that. >> Yeah, no, absolutely, this has been the-- Chris has been the principal architect, driving that whole agenda for some time, so why, why Accenture, why look to the outside in order to partner with somebody in order to realize that innovation? >> Yeah, so, I'll give you a little bit of history on that. Back in we've been for years actually messing around with things in the Cloud, trying out Amazon and everything. We quickly realized after doing some POCs and pilots that there's a lot to this. It's not just going to be a trend and it's not just a fad that's out there and everything. It's hard, it's tough. What we needed is we needed somebody who had the capabilities, the experience, the knowledge, the history of doing this already before. In around 2017, we engaged Accenture already early on. They helped give us some foundational understanding about movement to the Cloud. Then over time we decided, yeah, you know what, we really need a lot more help with this. We need a managed service provider in the mix. We need capabilities to migrate to the Cloud. We need help with security, that kind of thing. Ultimately though, the big goal here is to be more agile, to be more innovative and we have to do it fast and we have to do it at scale. Yeah, so we did our due diligence. We looked around and after talking to Accenture, it was clear to us that they had that capability. >> So that's why Accenture. Tell me a little bit about what Accenture-- what does partnership entail? >> What do we bring into it. >> Exactly, what are you bringing to the >> It's a great question. >> Table in helping ETS achieve it's goals? >> Yeah, oh no, absolutely. We've been partnered for a while, as Chris indicates, and what you realize is there's a journey. You know where, since 1940, right, you have this IT organization, you're delivering whatever set of value and capability to the business, but the business is hungry, right? The leadership wants to innovate, they want to do new things, but they can't. They realize that and if you move on your own, you move slowly, and if speed is of the essence, which for most organizations it is, then what do you need? Well, you need the tools, the capabilities, the skills. You have to trust somebody to enable that vision. And it's kind of like if you're a surgeon, right, you know, do surgery. We'll do everything else in order to enable you to spend time innovating. What we bring is the whole strategy, the business case development as part of the journey. We show what we can do, kind of where you are today, and where you will be quickly. We can migrate and transform the workload. When we talk about this relationship, it's the whole end to end but it doesn't stop there. It's not just what we should build, how we should build it, the architecture, it's not just moving the workload into the Cloud, it's then running it securely, as Chris pointed out and to optimize it, so that it's not just this whole notion of devops and agility, those terms are tied together. We want to enable the agility, but we want them to be able to then leverage it. Don't go direct to Amazon, go direct to any other provider. Enjoy the innovation that we're hearing about this week and leverage all that. This is the key thing. This partnership creates the ETS Cloud platform. It's their basis, their foundation to now innovate and enable their broader business, so they can bring new capabilities to education. I'm so excited. This is such a great partnership, and the outcome is going to be so important, I think, to ourselves, to our communities. It's great stuff. The last thing though is we want to de-risk this. The point here is how do package all that? We have something Accenture Prime. Not to offend my friends. (laughs) >> I've heard of another Prime. >> Right, so this is about how Accenture's priming the capacity, the services, and being on point for ETS. So, one throat to choke, kind of, right? You can, you know, that's my throat. I'm here to make sure he's successful. And the organization is successful. That's really the point. Everything from the tooling of the Cloud management capabilities, to set the policies, the security, cross manage the Cloud management services, the cost in Cloud optimization and the contracting is all through Accenture. One stop shop. That's what we're here for. >> That's really important to us because ETS, our goal isn't to be out there and be the best at creating the Cloud, building a Cloud environment, migrating to the Cloud, managing the service of the Cloud, and secure. We want to do what our core competencies are in furthering education and advancing the quality of it. Accenture allows us to do that. They are the enabler. We can now, we don't have to worry about that part. >> I love this that Accenture is really allowing you to do surgery, or really to actually focus on the testing. With Accenture taking care of you, enabling you, how are you now innovating? What are the goals and aspirations on the table now that Accenture, because they're in the background helping you. >> Sure, so yeah, we're going to be able to do more in the mobile space. We're going to work in furthering our capabilities in doing data analytics. We want to, oh my goodness, the conference it's all about artificial intelligence. There's a whole lot of stuff on that. We need to figure out, how are we going to do that? And how are we going to use that to get better information to, again, accomplish that mission, to further quality of and equity in education. The capabilities and the speed at which we're going to be able to things is just very exciting. What's really cool is that you see it in people, they see the change in ETS already, and they know what's coming. It's already fostered this new and renewed feeling of creativity and it's becoming pervasive, and so you feel it. Everybody's coming up with new ideas and we're trying out new things. With the help of Accenture, we're going to be able to do that a lot faster and in volume and another thing I didn't mention is, and I think you might have said this earlier, what's really nice, too, is we know that in the Cloud you can do cost optimization. Cost optimization, it takes a lot of paying attention to, and a lot of attention. The folks at Accenture, they explained to us what they would do. It's great how your service provider is telling you how to save money. I just love that, you know. (laughing) It's awesome. You know that, right? >> You can do that for everyone, right? >> But it's great, you know, there's so much you can do in the Cloud and to be able to leverage that, so, again, we can focus on our core competencies. It's just an excellent story. It's a good thing. >> Excellent, excellent. And Michael, is that really what you're always bringing to the table? You focus on your core competencies, we can take care of the rest. >> Yeah, you think about a managed service and how do you allow you to do what you do, but also do you de-risk the whole value prop? Because a lot of organizations honestly struggle with how to move to the Cloud. One of the things that Accenture's done, I'm not sure if you know, is we've moved our entire business to the public Cloud. We're 95% in the public Cloud today, and so I've made a lot of mistakes, all right. But we've taken all those lessons learned, and we've built that into our platform, our skills, our competencies. Now we can apply that so Chris doesn't have to make the same mistakes. >> You were your own guinea pig. >> Right, we ate our own dog food, right? Because we figured early on a number of years ago, that you can't really sell this stuff if you don't use this stuff. That was an aha moment, I would say, at one of the Reinvents four years ago. We really have to go all in. We have to move our business so that we can learn how to help others do it. It's thrilling, it really is, because you see that with organizations that are just starting today. They really don't know what they don't know. All right, call me. We will help you understand that and we've structured this under this notion of joining the Cloud where you can apply that to your business and you want to get there in a year, two years, we've done this with various organizations. Let's just move, let's get there. Stop the analysis paralysis and let's go. That's the message. >> What will we be talking about at next year's Accenture, AWS Executive Summit? When you think about ETS and the things that you're going to be able to accomplish faster this year and in the years to come, what's most exciting to you about this? >> Well I know from my side, I'm hoping that you guys are going to be saying, "Oh my goodness, ETS has become "a lean, mean, innovation machine." >> All right. (laughs) Okay, yeah. >> That's what I want. That's what I want to see. I think with Accenture's help we're going to be there, so that's what I think you'll see. We're going to be one to watch along with Accenture. Absolutely. >> Yeah. No, that's great. We love the fact that ETS wanted to come out at this event and say, "This is what we're doing. "We're going to climb that mountain, we're going." I love that. And to help others realize, yes, you can. Let's go do this. Here's an organization, 70 odd years old, right, saying, no, we wa-- this guy sounds like a startup guy from the Valley. >> That's what we want. We want to become like a startup again. We got to have that attitude again. >> Enthusiasm. >> Yeah, no, it's true. >> The energy. >> Right, right. >> That's what we want to do. >> And he was talking about the cultural differences. Everyone's feeling more creative and get the juices flowing and sharing ideas and insights. >> And the ability to fail. >> A hundred percent, yes. You need to be able to fail faster and be okay with that. It's a whole cultural change, too, you know. There was a lot in the traditional IT, everything back then, it's like, oh no, you know, failure is failure, it's bad. But no, we're going to learn from it and everything, but we need to be able to do that faster and learn from it. Startup mentality, lean, being lean, being more innovative, yeah. >> I want to go work there. (laughs) >> Yeah, right? It's an exciting time. >> This is great. >> Well, Chris and Michael, thank you so much for coming on theCube, a really fun conversation. >> Well, good, good. >> Thank you. >> Thank you. >> Good to be here. >> These are great questions, appreciate it. >> I'm Rebecca Knight, we will have more from theCUBE's live coverage of the AWS Executive Summit here in Las Vegas coming up in just a little bit.