 Live from Orlando, Florida, it's theCUBE. Covering Sapphire Now. Headlines sponsored by SAP HANA Cloud, the leader in platform as a service. With support from Console Inc, the cloud internet company. Now, here are your hosts, John Furrier at Peter Burris. Okay, welcome back everyone. We are here live in Orlando, Florida with Sapphire Now, SiliconANGLE. Media's exclusive coverage of Sapphire. I'm John Furrier with Peter Burris. Our flagship program, we go out to the events and extract the citizen's noise you're watching theCUBE. Want to do a shout out to our sponsors. Without their help, we would not be here. SAP HANA Cloud Platform. Console Inc at Console Cloud, hot startup at Silicon Valley. And also, we have Cap Gemini. We have EMC. Thanks so much for your support. Our next guest is Gabby Corrin, who's the EVP of the Americas for Panaya. A company bought a year ago by Infosys, now part of Infosys. Welcome to theCUBE. Thank you so much. So, you guys, congratulations on the acquisition over a year ago, but you guys are now part of the big machinery of Infosys, which is tier one systems integrator, part of SAP's global channels, they call it, but essentially you're out serving customers all over the world. That is correct. As Infosys. What's your role in the Infosys organization and what does your company do? Okay, so I'll start with the company. Panaya was founded 10 years ago and our quest is to help customers to perform all their changes in their ERP environment. We basically analyze the environment, create that mapping, that baseline that helps and understand exactly what they're dealing with. Then we support them in scoping all the changes. And then we work with them throughout the journey of executing on all the testing cycles associated with all the changes. We serve about 2,000 customers and we are 100% cloud-based solution. My role as EVP for the Americas is to support all customers in the region and we're working very closely with Infosys into bringing Panaya as part of their offering to accelerate the processes, to bring innovation and to bring much more efficiency to all the SAP projects and activities that they perform with our customers. So we had the global partner person on earlier and that was the big point. Innovations now at the center, not just delivery, which Infosys has been great at, but also other things, innovation. Time is very important. Exactly. Your solution speeds things up so share with it what is it, is it SaaS-based? Is it like code analyzers? Is it for QA? Is it for testing? What specifically do you guys solve? What problem do you solve? Great question. So first of all, we are a SaaS-based solution so we do everything in the cloud and this helps, as you said, perform all the tasks faster and more efficiently. And the pain that we're coming to address is the fact that change is constant in the ERP. The ERP is never an island, never an isolated solution and it's always in change. It's the core of a lot of the businesses that we meet here so change is their reality. They need to change all the time. They're highly customized so every change that come from the vendor or from the business requires a lot of preparation and a very fast execution. And this is where Panaia plays. We simulate the change virtually in the cloud and we tell customers in advance what is going to happen to their environment all the way to the code line level, what exactly is going to break, how to fix it, what to test and we support them again throughout all the testing cycles from the unit tests or the technical tests all the way to user acceptance tests, UATs that is a big pain to organizations because of the collaboration. So you guys speed up the process. Absolutely, so we speed up the process, we reduce costs, we bring customers faster to market by about 50% and we allow them to do their projects at the budget that they establish or lower. So give an example of someone who has the problem and what their environment looks like. I mean, because everyone's trying to get to the cloud and your solution is tailor made perfectly to the cloud because it's very DevOps like. It makes things go faster. It's part of that whole agile iteration, speed game, which we love, but there are people trying to get there that are figuring it out. What's their environment, the people who have the problem? What's their environment? Give paint a picture. Virtually any SAP customer needs Panaya. It's good plug. It's complicated. Yes, their environment can have one instance or multiple instances of SAP ECCs. They all have the need for testing because they perform testing all the way and they are trying to bring some of the applications to the cloud, but not necessarily. Most of our customers still are heavily on-premise base. So what we do is that we do all the analysis in the cloud and this is how we help them do things much faster. So I got to ask you the Infosys question because I'm a big fan of Vishal Sikha. For many years I've watched his work at SAP certainly. He was very, very early on and very right on a lot of technical decisions around how things played out. I watched him during the SOA days, we'll go back to the web services days, which is the late 90s, early 2000s. He had the right call and vision on web services and then service-oriented architectures. He brought a lot of great mojo to SAP and has always been very open source driven and he's just a cool guy. So what's it like working there? I mean, is he like always talking to the employees? Are you, do you talk to him? What's it like inside the company at Infosys? And specifically Vishal, what's he up to? So first of all, he's such a visionary. You listen to him and his vision. So his vision is people and software. And he wants to make a difference when it comes to supporting customers, being an SI, being at a company that creates and makes a difference. He's also very personal, so he's very approachable. He loves ideas as innovation and he believes that innovations come from within. So he's a huge supporter of Panaia and bringing Panaia to the, to every single Infosys customer and opportunity. But he has that vision that you don't replace things, you don't replace stuff and you take something and you bring, but you learn to collaborate and you understand that the environments needs to be flexible. And the only way to bring that flexibility is to take the existing environment and continue to bring innovation, even if it's in small steps, you bring that innovation to the table. And this is what makes it so unique to work for a guy like him. So the traditional systems integrator relationship has been, there's always been tension, a lot of tension between customers and systems integrators. Customers say they want something, systems integrators have the expertise to do it. Customers want it fast, systems integrators sometimes use their experience to inflate billings. But the customer increasingly is in charge in almost all global markets. And I'm at, the question in is, are you helping your customers stay more in control of Infosys engagements? And if the answer is yes, how does that improve the value proposition of Infosys? Okay, that's a great question. So one of the reasons that Panaya remains an independent and contained organization within Infosys is Vishal's commitment to support that. So we sell direct, allow to our customers and we support, we remain objective whoever the customer chooses to work with whether it is to do it in-house or to use system integrators. And we have more and more projects that there are three, four or five system integrators that are involved and each one does a piece of the solution. And Panaya gives that control because of the analysis, because of the support on the planning stage. We paint the right picture of where you are today, where do you want to go, and in the journey of doing that. So this is one of the claims of victory of Panaya is that we bring that control back to the hands of the customers exactly as they want to because they want to understand what are they dealing with? What are the pricing? And the SIs on the other hand also understand that prices cannot continue to be cut forever and ever. But if you don't bring that innovation that people plus software, it would be impossible to continue to compete in this market. Well, they get more net contract value on the sales as they deliver value. Exactly. So if they're helping their customers drive more cash and revenue. Well, I would presume that it actually starts with the contracting process for a lot of these efforts is itself very, very expensive and often leads to not a lot of value. And so I presume that in response to what you just mentioned, John, that you're generating artifacts to make it easy for the customer and SAP customer to envision where they need to go. And those artifacts and help the SAP customer manage the integrator and the company doing it, which then dramatically reduces the contracting process because it's a lot clearer, which means I can focus more on the management of the partner as a set of capabilities because it always changes along the way. And as I change, I can envision that using some of the technologies that you're bringing to bear. That is correct. And we create these assets that can be reused time and again, and then we free up resources so they can focus on innovation in additional activities. That is exactly our value proposition. You've got it absolutely right. Are you like a consultant management system in the SAP world? We don't claim to be, no. We bring solutions and we're not in the consulting business at all. No managing the consultant. Oh, absolutely. So we have to manage that first. That is correct. That is correct. Yes, you're absolutely right. My final question for you. Thanks for coming on with Q, by the way. No short notice. Thank you for having me. Great to have the insight. What's the biggest change in the ecosystem are you seeing today? Because you're close to the code so you're close to all the action at Panaya and certainly Infosys is massive and global. What is the biggest change that's happening in the ecosystem with SIs and generally across the board? So that's a great question. So one thing that we're seeing is much more competition. The customer is much more educated, exactly as you Peter said. Customers are much more educated. They know what they want and they're coming in with much more control and knowledge. So we're seeing this and customers are looking for much more long-term activities. This is why HANA is becoming such a strong. We're seeing this also here in this show how everybody's talking HANA because it's not something that you do for the next year. It's something that is going to be with these customers for a long term. So they're looking for long-term type of engagement. They don't have to buy a lot of HANA. They can actually put their toe in the water, if you will. The old days it was you buy SAP and you hired the SIs, project management, delivery, over a long period of time. They don't have to do that today. You can still have a long view with HANA, right? I mean, are you seeing that too? And what we're seeing is a move on this regard. We're seeing a move from best of suite into best of breed. We want on each area the best solution possible. And we fit perfectly, correct, correct. And we fit perfectly into that story. Well, thanks so much. Real quick question for you guys have a big end user event like Sapphire. Did you just have one in San Francisco recently? Or do you have one coming up? What's going off the events for Infosys? So we participated in Confluence which is a very large event of Infosys just a couple of weeks ago. Very, very well attended. And we... Is that a global conference in San Francisco? Or is it about the other areas? It's a global event in which the largest, the biggest customers of Infosys attend once a year they get together. It's all about thought leadership and sharing ideas, design thinking, which Vishal is leading very strongly. So that was the main theme of the event. So we had the chance to meet a lot of our customers and prospects and now of course Sapphire. Well, thank you so much for coming on Gabby. Great to have you on theCUBE. Welcome to theCUBE alumni. Now that you're on theCUBE, we are live here in Orlando for SAP Sapphire now. I'm John Furrier with Peter Burris with theCUBE. You're watching SiliconANGLES theCUBE.