 The problem you solve? Sure, John, it's great to be here. And ABHX is a cloud native networking software company. And we help enterprises scale their private networks into the public cloud. And that's a really hard challenge that people are struggling with. Everyone has a cloud strategy. And so our software lets you have simplified scalability, connectivity for any type of architecture, whether it be hybrid or otherwise, as well as N10 network security. And so what's the core problem that you solve? I mean, is it networking? Is it cherry? Yes, so what we have seen from our customers, you know, when they first started the hybrid cloud, they would always go to the cloud providers being AWS, Azure, or Google, and they set up their first encrypted tunnel to set up a hybrid environment. But as they grow, either by the need of, you know, the growing billing that they need to have charged back, they need to set up a separate environment for their different line of business, or they have the need to do segmentation for application security. So as all these different reasons for growing the environment and to build a hybrid cloud for a growing environment, actually a very challenging. Typically it takes weeks, our customer telling us to set up one environment, to set up one environment. And today's traditional solution requires an edge router change for every time they set up environment and edge router change requires change control. And if something wrong is a business disruption, so a lot of customers don't want to do something like that, they're always nervous about it. So we bringing the solution that not only reduce the deployment time from weeks to minutes, but also deploy it in a way that completely mitigate the risk, the business disruption and allow them to scale, allow them to do charge back, allow them to bring different line of business to cloud very easily. So you spent 13 years at Cisco, so you know a little bit about edge routers and these changeovers are serious business. What specific use case are you guys addressing? And just walk me through a potential customer situation, why they would use you, is it all software, is there hardware involved, can you just drill down on that? Yeah, so we deploy a virtual appliance and the specific problem I'll give you an example, we have a customer that they have developers and developers go to CIO says, oh, I want my own environment because of difficulty, challenge of setting network. You know, compute and storage are very dynamic, very easy to set up, but network could go through ITs and go through the change controls on the edge router, right, so it's very controlled. It's like on the airport, you have to take your shoes off, put your stuff through the conveyor belt, it's a little extra process. So they end up having very few environments and they're issues with accident, they're deleting each other's instances and they're issues about they're getting $150,000 a month bill and they don't know who spent what. How is it? It's a pain in the butt. It's expensive. Yes, there's no accountability. It takes a lot of long time. Very difficult, there's no accountability. So they surely, the business owners want to see, you know, for a particular project, how much money it takes to develop, to maintain, to deploy, right? And they're, without separate accounts and environments, there's no way of doing that. So we solved that problem. That's one of the examples. She's stand up networks basically. Yes, we stand up environments and stand up the network. And the part of Steven mentioned cloud native is that, cloud is actually a different playground, it's a different stack that we believe that requires a new generation of products and innovation. The old, you know, traditional routers, virtualized the pudding in the cloud is completely unaware of the underlying infrastructure. Remember these cloud providers, they provide the underlying infrastructure. You have to play into it in order to be functional. And most of these traditional vendors, they put their stuff out there and even if you configure them, they're completely not functional until you set up the routing table. You know how to do, to build the connectivity to the rest of the environment. So that part we take care of that. That's one of the cloud native. We use the APIs, use their services to build a scalable solution. Timing's everything with a startup. You guys are coming into this in an interesting time. You've got, you know, sort of getting to the cloud. Amazon a couple of years ago said, everything is a virtual private cloud, right? So I've got to understand VPNs. You've now got IT organizations who are accepting that the public cloud has got to be part of their strategy, hybrid cloud. I've got to be able to, I could start in the cloud, but I want to come back and talk to, you guys are kind of coming at this at kind of the right time. And we look at how fast everything's moving here. You then augment that by saying, you don't have to just, you know, learn all this new technology. We'll sort of help you with it. We'll make it a SaaS service. We'll make it easy to install. Like talk about, you know, timing. What are the trends that are driving what you guys are doing? Yeah, that's a great point, Brian. From the timing perspective, I'd add to that. There's a lot of competition in the public cloud space with places like Azure and Google really coming on strong. And our software is cloud native. That means we've built it for each of those clouds and allows companies to have a non-lock-in, multi-cloud strategy. And because it's been built in with each of those companies' APIs, it actually is much simpler to now scale those networks in the public cloud. And so the timing isn't really perfect. And we see that there's a lot of interest for scaling their networks. Right, and what you guys do is sort of, I mean networking, you know, Sherry and I know this from Cisco days, but it is somewhat fragmented. What you do on the edge of your networks and the core of your networks are very different. You guys aren't getting into the muck of kind of core data center, SDN. This is very much, how do I get to the edge of a cloud? How do I get to multiple clouds? How do I keep it secure so there's a security play? Like, who's the buyer? Who's the, you know, what's the thought process as developers? Is it security teams? Who's, you know, who's your audience? Yeah, so our audience are the folks that are either cloud operations or network architect type of individuals that are looking to leverage the public cloud. And so it's true, we don't focus in on the data center because we think that's already been handled to a large degree. But once you start talking about public cloud, it is a different environment. It's a completely new stack. And so our software makes that hybrid connectivity as well as end-to-end networking across. So the persona was cloud ops? What was the other one? Network operations, network architects. It's got to be very policy-driven. It's, you know, because you could be dealing with an individual person. You could be dealing with a group of people, multiple accounts at a single customer. Like, talk a little bit about how you got to think about policy and what's changing in that space. So as people started with the cloud, the typically it was all a flat network, right? And we see just as in the data center there was micro segmentation needing to happen. That segmentation is taking place and very rapidly in the cloud. And therefore you need to have policies around who can access and what resources can access which land in places. Is the incumbents like Cisco, these guys, they have existing networks. So it seems that they'd be an obvious choice to go into this area. Is it because they're just so big and you guys are nimble? Is it the competitive strategy? What's the competitive strike that you guys are making here? The traditional network you're putting in vendors, their model is around instance-based appliances. And so you can virtualize that software and put it in the cloud. The difference though with our software is that it's software-defined. So it's designed for the cloud and so our instances understand where it is and use the APIs. So therefore it's a full network as opposed to just disparate machines that have to be configured manually. So we're trying to lower the bar just like Docker's democratizing containers. We're looking to democratize the network in the cloud. And I think we see a lot of the incumbents sort of want to slow you down from using the cloud. They'd like you to stay on premise. They'd like you to sort of keep the status quo. You know, you're fighting inertia doing that. We're seeing developers have more say. People want access to resources faster. Like you guys are part of that trend that say, hey look, when you want to stop doing the status quo we're there to help you do that. Yes, yeah. I see the cloud is in the second phase and that's really, first phase was more about test and development, fairly uncritical projects or ways to experiment. Now that's been proven. So what's your plan? You got some cash in the bank. You guys are hiring, obviously you're a startup. Take us through the day in the life. What's the plan for next year? Just keep on building product. Obviously get the product market. Any other big plans? Well, we're scaling the organization. We've also, at DockerCon, launched a new product for the community here. We're glad we're part of the Docker ecosystem and it's called Project Skyhook. And it solves the problem of allowing developers to access those containers with policy. That's simply missing there today. As you said, Brian. And you guys are targeting the policy aspect specifically. Policy, user-based access with multi-factor authentication. That's correct. Yeah, so that is actually built. So we talked about hybrid cloud. Another big part of our product is actually for the all-in cloud or the internet-born companies where every resource, everything is in the cloud, but you still need to access them. And you want to access them with a much stronger security posture with the granular access control and also provide end-to-end. Like Brian was mentioning why is the need for this product? The need for this product. There are many needs because of segmentation, because our charge back, because of the growing presence, because of multi-regions where you want to bring your application to the user. So the environments are actually really increasing. So to build the end-to-end connectivity from user-to-end instance is really another big part of our product. Another big chunk of our customers. Now we're just bringing that access control and policy into containers, which, like Steven says, it's completely missing today. Welcome, congratulations. You guys fill in a great void. Thanks for coming on theCUBE. Hot startup, Aviatrix. Steven and Sherry, co-founders of Aviatrix. We're here at DockerCon live, talking to all the smartest people we can. Startups to VCs to the CEO of Docker and many more here on theCUBE. I'm John Furrier with Brian Grace Lee. You're watching theCUBE. We'll be right back.