 From the Aria Resort in Las Vegas, it's theCUBE. Covering AWS Marketplace, brought to you by Amazon Web Services. Hey, welcome back, everybody. Jeff Frick here with theCUBE. We're at AWS Reinvent 2018. It's a ton of people. We're actually are not in the stands tonight. We're kicking things off at the Aria at a place called the Quad. It's the AWS Marketplace and Service Catalog Experience Hub. Come on by, they got the foosball, the liquors out, the food is out, and really kicking off a great event. We're excited to have a first-timer to theCUBE, but a long-timer from the industry. He's Mike Sylvie, co-founder and EVP of Boots Off. Mike, great to see you. Thank you very much. So it's a little early to ask you your impressions of the show. I'd love to ask you on Thursday afternoon, but so far, what do you think? Pretty good, I mean, I've been busy all day. The booth's been obviously just starting, but we've had meetings with everybody all day so far, and yeah, crazy. It's a show like no other. It's really something else. Well, for a company outside, it's really cool because we've got a couple of events here in the Quad on machine learning and on DevSecOps. We've got our booths. We've got people being showcased elsewhere, and yeah, no, very cool. Right, and you're on theCUBE? And we're on theCUBE? I'm on theCUBE, hi. So for people that aren't familiar with Boots Off, give us just kind of a quick overview. Okay, yeah, so we set up the company to really help transform the economics of the digital migration. So what we mean by that is that it's well-known, all the statistics show that the more you move to modularized software and take advantage of the cloud with Agile, the more costly your operations costs are. In other words, your developer productivity goes down because they spend more time doing operations than they do developing. So what we're here to do is make sure that our customers, who are all major enterprise corporations, they've got a hybrid world of major enterprise on premise and then their cloud transition. We're making sure that they can transform, stay Agile, but while increasing the developer productivity and reducing their operations costs, it's as simple as that. Right, but you were coming at it from kind of a different perspective. We talked a little bit before we turned the cameras on. You guys are investing really heavily in core technology. Not necessarily building a big sales force or building a big marketing department or really core technology. So I wonder if you can kind of talk about that strategy and your pursuit of really going down that path. Yeah, no fair. So I guess it comes from our background. If you look at our history, we did my commute, well, Sonnet manager, which you mentioned earlier on, that's a long way back. I'm very old. You know, we did my commute years ago at a time of the client server transformation. We did Riversoft at the time of the dot-com boom, the move to root cause. You know, today we're in this digital transformation where single faults no longer cause issues. It's a combination of faults over here and microchanges over there that lead to some kind of service or capacity degradation that leads to customer impact. And the problem our customers have is detecting that impact before their end users are impacted. So, you know, our perceived competitors out there, you know, folks like Splunk and ServiceNow, no investment in IP. You know, really, they're trying to take old technologies and old techniques to solve a problem that they just can't solve. What we've done is invested in unique IP for that problem. So so far, 44 patents at this time. We've invested a huge number of PhD scientists to achieve what we've done. And we've developed some specific technology for machine learning, AI, collaborative and social operations to really, you know, give you that economic value. Right, because your mission is really AI for IT arts, right? Exactly, that's right. Perfect. Off the website. Nice. Yeah, so really what that stands for is earlier detection of actual issues. Now, on that case, there's an airline that is American that I can't mention, so you can't use it on camera, who last year had a rather public outage. So they had a six hour outage where they were unable to schedule flights because the ground handling software failed. This year they had Moogsoft and our software detected an incident that they could action earlier, resolve before it impacted their ground handling system. And they realized that if our software hadn't shown them that issue, unknown unknown, they would have had a four and a half hour minimum outage of flights across the US. That's expensive. Quite expensive, thank you. So early detection, fewer actual issues, do you think across DevOps teams, one DevOps team has an issue, normally the rest of the teams are impacted, they all spend time investigating. With our software, we show the team who's got the issues, they've got the problem, we show everybody else their collateral damage, don't waste time. So we improve the productivity there and then we help them remediate much earlier without customer impact. So there you are. So we're here at the AWS Marketplace Experience. So it's a mouthful. But I just love to get your perspective on, you know, you said specifically you guys are targeting a lot of investment in IP. How does partnering with Amazon in the marketplace enable you to really build a company differently than as you said back in the old days when you didn't have really kind of a distribution opportunity like this? Good question. So I guess, we started the company as an on-premise product and we, as I said, targeting very large corporations. So the kinds of customers we have, you know, HCL, the MSP space, Wipro and the MSP space, people like GoDaddy, Yahoo, folks like that and some very far, very large financial services. We started in the on-prem world and as those customers have started their migration to hybrid, it became really clear that Amazon was focusing on that area as well. And what the AWS Marketplace has allowed us to do is massively shorten, frankly, our sales cycle with our customers with very large scale deals but also help those customers adopt our software much more quickly as well. So, you know, what's really well for Amazon, what's really well for our customers and what's really well for us. Earlier value, you know, much bigger customer adoption much more quickly and the marketplace benefits because we help those customers transition over to the marketplace much more quickly as well. You take advantage of agile. Right. And I don't think a lot of people give enough credit, especially for a smaller company, how hard it is to do business with a big company. Not because of anything with the technology. But just in terms of getting through, getting it, being an approved. The commercials. It's just being an approved vendor. You say the commercials can be the biggest hurdle to actually close in a deal. It has nothing to do with whether the buyer wants to buy it or whether it's a great technology fit. So by using the marketplace, you basically just take in all that difficulty right off the table. The marketplace has the enterprise contract. If the customer has an enterprise contract, they can just buy our software, no EULA, no commercials with us. That's it, thank you very much. We get paid, everybody's happy and those customers get to save money as well, but I probably shouldn't say that. And then just how's it been working with Amazon as a partner? Some people are scared, they're like they're so big and if they find something they like, they're just going to roll it up in the big machine. But so how's it been working with Amazon as a partner? Quite amazing, actually. I don't want to get too sycophantic with Amazon here, but firstly, we're a tiny company, really. We're 200 people. Okay, we're selling above our weight, I guess, the customers we have. But they changed the marketplace to do deals for us. I mean, I've been amazed. So we started the company, we founded the company on the principle. We wanted to bring joy to our customers, meaning we wanted to be agile, customer-focused, very customer-centric. I've never met a large corporation like Amazon that is so customer-focused. So with particular customers we've done, you know, marketplace transactions, very high value, very large scale, Amazon's changed the marketplace in hours to facilitate those deals for the customers. I mean, in terms of the engagements we have with the CloudWatch team and the CloudTrail and the AWS Systems Manager teams, they're working with us on product changes to help those customers for us. You know, it's really, really cool. So, yeah, totally different experience. Something you don't expect from a very large corporation. Well, I think it's great because you have a line because they really still care about the customer first. They probably love having you as a partner, but not before they like the customer. So, you know, it sounds like a good symbiotic relationship. All right, well, Mike, I'm going to track you down on Thursday night and get your presence of this show. Super. Because you're going to be blown away. Thanks for taking a few minutes of your day. Thanks very much. All right, Mike, I'm Jeff. You're watching theCUBE. We're at AWS Marketplace and Service Center Experience Hub at the ARIA. Come on by.