 Okay, we're back. This is Dave Vellante at Wikibon.org. And this is theCUBE, SiliconANGLE's continuous production. We're here at Knowledge. We're in Vegas. My co-host Jeff Frick and I have been going wall to wall. We did all day yesterday a number of executives from ServiceNow. We had Frank Slutman on. We had Fred Lutty on twice. He was fantastic this morning. Post keynote, we had a number of practitioners. Today has been about unpacking the messaging. So basically when we come to these events, the vendors put forth their messaging and then we try to talk to the audience and talk to the practitioners. They say, okay, how well did that resonate with you? Are you actually doing what they're saying? And many times there's a huge dissonance. We've seen today probably five or six times we had Marathon, CareWorks, FICO. We just had Yale University. The messaging is very consistent. We have the CIO from Australia. Messaging has been very, very consistent. In other words, you're seeing the adoption of the technology in a way in which ServiceNow is putting it forth. So that's, you know, high marks for that. Beth White is here. She's the chief marketing officer at ServiceNow. Beth, welcome to theCUBE. Thank you very much. First time on. We're excited to have you. It is, it is my first time. So knowledge is our first time at knowledge. It's a great event. Very impressed, as I said, with the resonance amongst customers. Customers are really happy. We're just clear patterns emerging. Happy customers. Life was a nightmare before ServiceNow and now it's getting better. It sounds so cliche. It's almost boring hearing the same stories over and over and over again. So congratulations on that. We don't get tired of it, by the way. We had some great segments this week and so congratulations on that. I mean, that's a really, say we do a lot of these shows and you don't always hear that resonance. So I think it's a testimony to your customer base. Yeah, no, thank you. Thank you for that. And we find this happens with every first timer in knowledge. They come to the conference and people are absolutely blown away by the enthusiasm of the users and the sort of insatiable appetite our users have for more content and for networking with each other. So, you know, this is a powerhouse, a powerhouse of an event from that perspective. I mean, you're a relatively huge company. You know, we do multi-billion-dollar company events and you guys, you know, let's say roughly $400 million this year. This is a relatively good-sized conference. We're talking about 4,000 attendees. We're close to 4,000 this year, yep. A vast majority are IT practitioners, right? IT practitioners. We also have a very strong executive track this year. We have over 80 CIO and senior VP of IT types that showed up for our executive CIO decisions event as well. We have 14 different either CIO or VP's also presenting today and a few of them tomorrow as well. And those are submitted requests to present at the conference. Oh, so how's that all work? So, we do a call for papers and our users, we push this out and they submit their content and their ideas around what they would like to present at the conference. And I think this year we had something like over 400 submissions and then we go up through a process internally to choose which of these we think are gonna go be most compelling, what the right mix of content is and we drive that based on surveys. We run into the user base to see what they really want to see from us this year and then we marry the content against that. So, how much of the content that you present is presented by practitioners, peers that are actually using the product versus service now employees that are experts? Yeah, I love this question because 90% of the content at the conference is, yeah, 90% is delivered by users and what I love about this is so many conferences you go to are chuck full of vendor hype and analyst puff and all of this opinion and this is the one place where users and also prospects of service now can come and actually talk to people who have their hands in the product or looking at the executive and management dashboards and live in service now. There's a lot of non-customers here too. Jeff and I were the first night we're just kind of cruising around the first three or four folks that we met weren't customers, they were prospective customers. So, that's an interesting mix. I had heard something like 25 or 30% are actually prospects, not customers. Yeah, and I don't have the final data here. We'll see what happens as we get through the end of it but it looked like we were close to 25%, probably 30 maybe. The thing we really try to do is this is a very user oriented conference and so we aren't trying to drive an environment here where it's getting overtaken by people who aren't familiar and have their hands in the product because job one here is to help the users learn how to do more with service now which is really what they're here for. So the thing Beth I didn't expect that we've seen a lot of is really the sense of community and we've talked a little bit, equating it almost to like again, the consumerization of IT, saying like the Apple and the App Store and this community of people that are downstairs building apps. I met a bunch of little integration companies last night and I was down there who were guys that were doing service now at their companies and decided to go out and start their own little consulting gig which to me and we're validated today is this business empowerment that these IT guys are suddenly feeling with this tool that they couldn't ever do before. Yeah, it is a major sense of community and what's really interesting and I always tell people this when I joined service now I had heard about knowledge, I was told I was going to be blown away and you sort of think, yeah, everybody loves their users and then you get in here and experience what you guys have seen as well which is it is a fanatical sort of crazy fanatical environment and it draws a lot of ecosystem around it and so what we really tried to do was make this accessible, stay relevant and make it accessible to other parts of the ecosystem because we are growing so fast, there are a lot of companies and people, even individuals who want to build businesses around service now and you saw that we set up our little exhibitor pods and that was sort of the entry level way to get into the event and hopefully people there will are going to see what this is about and they're going to come back next year and a little bigger and a little stronger, right? With their presence. I think Fred and Fred's presence is just spectacular. He's a rock star. We're fortunate to have him here twice. We talk about tech athletes all the time and we decide that Fred is a Hall of Famer. We put him straight into the Hall of Fame but his keynote this morning, I mean it was packed. It was packed. In fact they started a standing ovation for him when he walked out. So just tremendous energy and that'll be an interesting challenge for you guys as you grow as a company to maintain that connection that he has with people. I think, I met a guy last night he said he was customer number 30. A, he knew that he was customer number 30 and two was something that he was proud enough that he brought that up right after introducing himself in his name and he told me that a couple years back when he worked for a big company, Fred came and sat in his cube with him and watched him manipulate the software so he could learn how people were using it. It was Bill Collins last night. Bill Collins last night. Great job. I mean so it's phenomenal energy and then of course we had Craig on all the way from Australia saying that one of the key things he's getting here is collaboration with other CIOs and we talked about kind of the co-opetition and how does that work but in such a challenging environment for those guys being hit with so many transformative technologies not only yours but just the whole cloud, big data tremendous value to be able to come here and share with other CIOs. Well it's a diverse audience too so when you go to these big events you'll get CIOs all the way down to IT practitioners, infrastructure, yeah right. And here you get the full spectrum and for a smaller company and a smaller conference of 4,000 people we've talked to CIOs, we've talked to senior IT leadership, we've had IT directors on, we've had IT service management professionals, how is it that you're able to attract such a diverse audience? Well another great question that I love that the interesting thing I had, Brian Lilley actually and he's the CIO of Equinex he actually was walking back and said you guys are missing a great marketing angle right now because other companies are going in and they're selling for example CRMs into the sales organization and they sell very high up where the VP of sales is really the one driving the application or solution into the organization and the sales guys are all there having to suffer through the whole thing right now they can be watched but ServiceNow actually and I love this ServiceNow is actually a place and a kind of application where everybody from the CIO down to the technician lives in it and loves living in it and so you don't really have this big brother type thing going on and there's total alignment across the users and then once you start getting out of IT right people start interacting with IT through ServiceNow and they're sort of moving into this you know now give me some of that right and So you got the executive track we were at the hackathon taking a little video so you got that full spectrum that's new this year we had the innovation awards the fact that people are submitting papers I mean people are really actively contributing to the community and again we goes back to the kind of commercialization of the enterprise this whole kind of open source piece of it where people are active contributors to the community really tremendous So what do you tell the people that are watching that didn't attend this year those that maybe are ServiceNow customers and maybe those that aren't why should they come here what's in it for them you know I think we've talked a lot about the enthusiasm and the networking the peer networking peer-to-peer networking but you know what we really have tried to do here is put together a format where in one week every year globally our users in our ecosystem can descend upon this event for the richest and actually most economical learning experience they can have right because we've got a pre-con training set up which by the way I know you like little factoid so I will tell you with pre-con right we had over 900 people registered which is more people than actually we had it all of knowledge 11 so just to give you an idea of the size and growth here that we've had but the pre-con training we have 180 breakouts and labs going on again all this content being delivered by our users which you know where else are you going to learn that right you can go out and you can buy an analyst report for $40,000 or you can come here and actually talk to people that use products yeah you know we're big believers in wikibon of the peer insight and peer-to-peer we had a number of practitioners on today and one of them said look in my region of the country we have a very strong service now user base and yeah maybe I had some concerns about security and you know going to the cloud et cetera but it was my peers that convinced me so that's really I think what you get at an event like this all right Beth so really appreciate you coming by doing the rundown of the conference we got the nowbies coming in we have some special guests coming in we got these guys, these guys have been bopping around all week making us chuckle and so come on in here nowbies the nowbies it's the nowbies, it's our now guys hey guys I don't know Alex can you get those guys here we go they're going to run into each other watch out how you guys do it one on or hey guys oh man it's making me nervous so what are you seeing out there tell us what's happening what are customers saying what are they saying customer thumbs up or thumbs down what do they think ooh they love it huh they love you so you're going to be back next year yeah right on do we have a do we do another date yet boy it's April 27th through May 1st or 2nd all right back here back in Vegas calendars no we're actually at Moscone in San Francisco fantastic yeah that's great we'll be in Northern California right excellent go giants go Moscone yeah go giants all right go giants we got the right one here really like that here at ATC park all right go 49ers go Stanford we got a lot of red that's right good stuff hi Beth White thanks very much for coming by and sharing with us your perspectives on knowledge congratulations on a great event and and join us next year see you see you next time keep it right there and this is The Cube we'll be right back with our next guest thank you