 Good morning, fellow cloud community nerds, and welcome back to theCUBE's live coverage of AWS re-invent. We're here in fabulous Las Vegas, Nevada, you can tell by my sequence. My name's Savannah Peterson, and I'm delighted to be here with theCUBE. Joining me this morning is a packed house. We have three fabulous guests from AWS's Global Startup Program. Immediately to my right is Eric. Eric, welcome to the show. Thank you. We've also got Jimmy and Jeff. Before we get into the questions, how does it feel? This is kind of a show-off moment for y'all. Is it exciting to be back on the show floor? Always, I mean, you live for this event, right? I mean, we've got 50,000 customers, like we really appreciate the fact that time, money, and resources they spend to be here, so yeah, I love it. Yeah, fantastic. Yeah, everyone in the same place at the same time. Energy is just pretty special, so it's fun. It is special. And Jimmy, I know you joined the program during the pandemic. This is probably the largest scale event you've been at with AWS. First time at re-invent. Welcome. Two amazing customers, massive. And I love seeing some of the startups that I partner with directly behind me here from theCUBE set as well. Yeah, it's fantastic. First time on theCUBE, welcome. Thank you. We hope to have you back. We're about to be here. Jimmy, I'm going to keep it on you to get us started. So just in case someone hasn't heard of the Global Startup Program with AWS, give us the lay of the land. Sure, so flagship program at AWS, we partner with venture backed product market fit B2B startups that are building on AWS. So we have three core pillars. We help them co-build, co-market, and co-sell, really trying to help them accelerate their cloud journey and get new customers build with best practices while helping them grow. Yeah, Jeff, anything to add there? Yeah, I would say we try our best to find the best technology out there that our customers are demanding today and basically give them a fast track to the top resources we have to offer to help them grow their business. Yeah, not a casual offering there at AWS. I just want to call out some stats to get every, so everyone knows just how many amazing startups and businesses that you touch. We've talked a lot about unicorns here on the show and one of Adam's quotes from the keynote was of the 1200 global unicorns, 83% run on AWS. So at what stage are most companies trying to come and partner with you? And Eric, I'll go to you for that. Yeah, so I run the North American startup team and our mission is to get and support startups as early as inception as possible, right? And so we've got kind of three, think about three legs of stool. We've got our business development team who works really closely with everything from seed, angel investors, incubators, accelerators, top tier VCs, and then we've got a sales team, we've got a BD team. And so really like we're even looking before customers start even building or billing, we want to find those stealth startups, help them understand kind of product, where they've been within AWS, help them understand kind of how we can support them. And then as they start to build, then we've got a commercial team of solution architects and sales professionals that work with them. So we actually match that life cycle all the way through. That's awesome. So you are looking at seed, stealth. So if I'm a founder listening right now, it doesn't matter what stage I'm at. No, I mean really we want to get, and so we have credit programs, we have enablement programs, focus everything from very beginning to hyperscale. And that's kind of how we think about it. That's pretty awesome. So Jeff, what are the keys to success for a startup and working with y'all? Yeah, good question. Highly differentiated technology is absolutely critical, right? There's a lot of startups out there but finding those that have differentiated technology that meets the demands of AWS customers by far the biggest piece right there. And then it's all about figuring out how to lean into the partnership and really embrace what Jimmy said. How do you do the co-build, the co-marketing, co-sell to put the full package together to make sure that your software is going to have the greatest visibility with our customers out there? Yeah, I love that. Jimmy, how do you charm them? What are the startups see in working with AWS? Look at it right here. You don't know right there anything. Yeah, right there. But that aside, Jeff just alluded to it. It's that better together story and it takes a lot of buy-in from the partner to get started. It is what we say a partner-driven flywheel and the successful partners that I work with understand that and they're committing the resources to the relationship because we manage thousands and thousands of startups and there's thousands listed on Marketplace and then within our co-sell ISV Accelerate program there's hundreds of startups. So startups have to, one, differentiate themselves with their technology, but then two, be able to lean in to do the tactical engagement that myself and my PDM peers help them manage. Yeah, so Eric. Yes. Let's say I talk to a lot of founders because I do. Yeah. And how would I pitch an AWS partnership through the global startup program to them? Yeah, well, give me my sound button. Yeah, yeah, look, for us, it's all about scaling your business, right? And so my team, so we have a partnership. I run the North American startup team. They run the global startup program. So what my job is initially is to help them build up their services and their programs and products. And then as they get to product market fit and we see synergy with selling with Amazon, the whole idea is to lead them into the go-to-market programs, right? And so really for us, the pitch is this. Simply put, we're going to help you extend your reach, right? We're going to take what you know about your service and having product market fit, understanding your sales cycle, understanding your customer and your value, and then we're going to amplify that voice. Sounds good to me, I'm sold. I like that. I mean, I doubt there's too many companies with as much reach as you have. Let's dig in there a little bit. So how much is the concentration of the portfolio in North America versus globally? I know you've got your fingers all over the place. Yeah. Go for it, Jeff. Well, yeah, you start and I'll- On the partnership side, it's pretty balanced between North America and AMIA and APJ, et cetera. But the type of partners is very different, right? So in North America, we have a high focus on infrastructure-led partners, right? Where that might be a little different in other regions internationally. Yeah, so I have North America. I have a peer that has AMIA, a peer that has Latin America, and a peer that has APJ. And so we have the startup team, which is global, and we break it up regionally, and then the global startup program, which is the partnership around APN, Amazon Partner Network, is also global. So we work in concert. They have folks married up to our team in each region. Savannah, what I'm hearing is you want to do a global startup showcase? Yeah. Yeah. In the APJ, right? We're happy to sponsor you. Are you reading my mind? Yeah, we are very aligned, Jimmy. Yeah, I love it. Awesome. I'm going to ask you a question, since you obviously are in sync with me already. You guys see what you mentioned, 50,000 startups in the program, 100,000? How many? What are you talking about for the global startup program, the ISV side? Sure, yeah. Let's do both of the stats, actually. So the global startup program's a lot smaller than that, right? So globally, there might be around 1,000 startups that are in the program. Very elite little squad. Now, a lot bigger world on Eric's side. Yeah, globally over 200,000. Whoa! Yeah. I mean, you think about it. So just think about the number of startups- Do you keep track of those all in your head? Yeah, I can't keep track of them. North America's quite large. One is your screen spreadsheet. Yeah, no. Because look, there's, startups are getting created every day, right? And then there is, you know, there's positive exits and negative exits, right? And so, yeah, I mean, look, there is, yeah, it's impressive. And in particular over the last two years, you know, you're, the last two years are a little bit crazy. You know, bonkers with the money coming in. Yeah, a little, a couple things happen. Yeah, a little, a little, a little, right? But, and yeah. It's cool. The creation that's going to happen right now in the market disruption is going to mirror what happened in 2008, 2009. Yeah. So the creation's not going to slow down. No, hopefully not. No. No, and our momentum, I mean, everyone's doing things faster, more data. It's all that we're talking about. Do more and make it easier for everybody in the same central location. Jimmy, of those 1,000 global startups that you're working with, can you tell us some of the trends? Yeah, so I think one of the big things, especially I cover data analytics, start-ups specifically. So one, moving from batch to real-time analytics, so whether that's IoT, gaming, leaderboards, querying data, where it sits in an AWS data lake, like companies need to make operational decisions now and not based off of historic data from a week ago or last night or a month ago. Right. So that's one and then I'm going to steal one of John's lines is data is code that is becoming that base layer that a lot of start-ups are building off of and operationalizing. So I think those are the two big things I'm seeing, but with love. Curious too, Jeff, let's go to you next. Yeah, totally. I think from a broader perspective, you know, the days of completely free money and infinite resources are coming to a close, if not already closed, right? We all work with start-ups. Yeah. You can go ahead and just talk about how the well is just a little overdrive. So I think it's closed. And so because of that, it's how do you do with a lot, how do you produce the results on the go-to-market side with fewer resources, right? And so it's incumbent on our team to figure out how do you make it an easier, simpler process to partner with AWS, knowing those constraints are very real now. Yeah. Yeah. Yeah, I'm going to build on that. I think mid-stage, it's all about cash preservation, right? Yeah. And it's in that runway. Especially right now. Yeah, and so part of that is getting into the right infrastructure, you know, when you had a lot of people, suddenly you don't have as many people moving into managed services, making sure that you can scale at a cost-efficient way versus at any cost. That's kind of the latter stage. Now what's really been fascinating more at the early stages are called the rise of the AI ML native. And so where, you know, say three years ago, you saw customers bolting on AI. Now they're building AI from the start, right? And that's pervasive across every industry, whether it's in fintech, life sciences, healthcare, climate tech, you're starting to see it all the way across the board. And then of course the other thing is, yeah, the other one is just the rise of just large language models, right? And just the, there is, I think there's the hype and there's the promise, but you know, over time, the amount of customers, big and small, whom are used in large language models is pretty fascinating. Yeah, you must have fascinating jobs. I mean, genuinely, it's so cool to get to not only see and have your finger on the pulse of what's coming next, essentially, that's what startups are, but also be able to support them and to collaborate with them. And it's clear the commitment to community and to the customers that you're serving. Last question for each of you, and then we're talking about your DJing. Oh yeah, I definitely want to, I want to see that. Oh no, we're going to close with that as a little, as a little pitch for everyone watching this show, so let me make sure the crowd's just packed for that. This is your show, as you said, you live for this show, love that. Give us your 30 second hot take, most important sound bites, think of this as your thought leadership, shining moment, what's the biggest takeaway from the show, biggest trends, thing that has you most excited? Ooh, that's a difficult one, there's a lot going on. There is a lot going on, I mean, you can say a couple things, I'll allow you more than 30 seconds. No, I mean, look, I just think, well, what's fascinating to me in having, this is like my third or fourth re-invent, it's just the volume of new announcements that come out, it's impressive, right? I mean, it's impressive in terms of number of services, but then the depth of those services and the building on, I think it's just, and it's really amazing, I think that the trend you're going to continue to see and there's going to be more keynotes tomorrow so I can't let anything out, but just AI, ML, I'm really excited about that analytic space, serverless, just continue to see the maturation of that space, particularly for startups. I think that to me is what's really exciting and just seeing folks come together, start exchanging ideas, and I think the last piece I'll do is a pitch for my own team, we have like 18 different sessions from the North American startup team, and so I mean, shout out to our solution architects, putting those sessions together, geared towards startups, for startups, and so that's probably what I'm most excited about. Casual, that was good, and he kept it in time, I think that was great. There you go. All right, Jeff, you just had a little practice time while he was going, let's go. No, so it's just exciting to see all the partners that we support here, so many of them have booths here and are showcasing their technology and being able to connect them with customers to show how advanced their capabilities are that they're bringing to the table, to supplement and complement all the new capabilities that AWS is launching, so to be able to see all of that in the same place at the same time and really hear what they need from a partnership perspective, that's what's special for us. It is special. All right, Jimmy. My thoughts on Reinvent? Not DJ yet. Yeah, not DJ, not DJ, but what? I mean, your first Reinvent, you're probably your first time getting to interact with a lot of the people that you chat with face to face. How does it feel? What's your hot take? Your look through the crystal ball if you want to take it farther out in front? I think it's finally getting FaceTime with some of the relationships that I've built purely over chime and virtual calls over the past two years has been incredible. And then secondly, to the technical enablement piece, I can announce this because it was already announced earlier, is AWS Security Lake. One of my partners, Cribble, was actually a launch partner for that service. So, you know, a little two to the horn for global startup program. One of the coolest things at the tactical level as a PDM is working with them throughout the year and my partner solution architect, finding these unique alignment opportunities with native AWS services and then seeing it build all the way through fruition at the finish line announced at re-invent their logo up on screen. Like that's, I can sleep well tonight. Job well done. Yeah, that's pretty cool. That is cool. So, I've already told me before you even got here that you're a DJ and you happen to be DJing at re-invent. Where can we all go dance and see you? So, shout out to MissionCloud who has sponsored Tau Day Beach Club on Wednesday evening. So yes, I do DJ. You know, I appreciate AWS's flexibility work-life balance. So, I'll give that plug right here as well. But no, it's something I picked up during COVID. It's a creative outlet for me. And then again, to be able to do it here is just an incredible opportunity. So, Wednesday night, I hope to see all the cube and everyone there. We will definitely be there. Be careful what you wish for. Oh, stage name, DJ Hot Hands. So, find me on SoundCloud. DJ Hot Hands. All right, so check out DJ Hot Hands on SoundCloud and if folks want to learn more about the Global Startup Program, where do they go? AWS Global Startup Program. We have a website you can easily connect with. All our startups are listed on AWS Marketplace. Most of them are on Marketplace, you can go to our website, AWS Global Startup Program. And yeah, you'll find us there. Fantastic. Well, Jeff, Jimmy, Eric, it was an absolute pleasure starting the day. We got startups for breakfast. I love that. And I can't wait to go dance to you tomorrow night or tonight, actually. Thanks a lot. Yeah, cheers. I'm here for the fist bumps, this is awesome. And you all are great. Hope to have you back on theCUBE again very soon and we'll have to coordinate on that Global Startup Showcase. All right. I think it's happening 2023. Get ready, folks. There we go. Excellent, I think. Get ready. All right, well, this was our first session here at AWS Reinvent. We are live from Las Vegas, Nevada. My name is Savannah Peterson. We're theCUBE, the leader in high-tech reporting.