 Hello, and welcome to the AWS partner showcase presented by theCUBE. I'm John Furrier, your host. This is showcase season one, episode two. I've got Danielle Greshok, Worldwide Director of ISV Partner Solutions Architects at AWS. Welcome to the kickoff, Speeding Innovation with AWS. Good to see you. Good to see you as well. Thanks John. Hey, we've got some great companies we're presenting with this week, talking about kind of speeding innovation really with the cloud. And obviously Amazon, you guys are number one and doing this. They've been the big theme from reinvent this past conference. A lot of people are refactoring in the cloud from observability to new ways to counter ransomware to even backup and recover. These were once point solutions. Now they're not point solutions. They're part of the cloud platform that's powering new modern application, you know, from DSCV Pipeline, cloud native. It's out there now. It's now well known. People are looking at this and going, okay, this is cloud next level or super cloud or whatever we don't call it. It's happening and people are having solutions and you're in the middle of it. So what's your take on this? Because, you know, Veeam, Splunk, Clumio and others they're all doing great business and now refactoring in the cloud with AWS. Yeah, well, I think that, you know, what a lot of companies are finding now is that moving to the cloud is really speeding their innovation. And of course there's been a faster move to the cloud because they realize the benefits that they can get from that movement. And, you know, companies like Veeam, like Clumio, they are building on top of AWS and coming up with new ways to solve customer problems. And then, of course, the other thing is that there's so much access to data and insights that you weren't able to have before. But now that you can retain that data with the scale of the cloud, lots of companies are finding new and exciting things to do and innovate with that data that they are able to hang onto. You know, it's interesting. You see the entrepreneurial activity. I was reading, you know, this is what I do on the weekends. I go back to 2006 and I look at the early Amazon posts of EC2 and S3. And that was a real great startup movement and that changed the game. Now, even today, the startups are out there. Look at Clumio, right, Pooja over there. He's been doing great stuff. He came from Nutanix, a hyperscaler now. He's got a startup that's growing like a weed out there and Amazon's powering that. You get Cohesity, they're going, they're almost going to go public. I believe they've announced that. They're about to go public. So they're going to be a public company, others. And you have Veeam, which has been in the ecosystems for many, many years, a decade. So these are a good mix of companies. And this is the makeup of the kind of customers you have. What's the thing that they have in common? Why should people pay attention to this, these companies and the relationship with Amazon web services? Yeah. I mean, I think the thing that these companies really have in common is thinking about the cloud as this new paradigm that they're building for. You know, if I think about Veeam, you know, we have really amped up a lot of our, both our building and co-selling with Veeam and they're having a lot of success with small companies, medium companies, big companies as well, just with their product. And so that is what I think is the difference is they are looking at it as an opportunity to innovate with their product and take advantage to what the opportunities the cloud provides there. What are you guys seeing as solution architects in your customer base? Look at AWS from a partnership standpoint. It used to be, you get into the marketplace, you have some programs, okay, all good. You guys have shifted that. Can you give us an update on what you guys are doing with respect to offering new kinds of value as your customers change and grow? Yeah, I mean, definitely we've seen a lot of success with our SaaS factory program that is looking to, you know, help companies make the transformation to SaaS. Also our workload migration program, helping ISVs to move even faster their on-premises business into AWS for sure. But I also just think that, you know, what our customers demand actually at this point is they're really looking for full-blown solutions. So us working with them on, you know, solutions, working closely with systems integrators who can help, you know, execute on those solutions. Those are all things that, you know, our successful ISVs are really leaning into. This month's featured companies all have one thing in common. They're all using data at scale and data as part of the developer process. You're seeing data being available and they have to be available for machine learning and other things, because you don't have to be more agile on the scale. So you get more flow and also scalable in terms of users and whatnot. So this is a common theme. What's happening from a customer standpoint as they start to rearchitect because you guys have to provide that now next level headroom. Yeah, I mean, I think that, you know, again, we're seeing a lot of companies wanting to do different things with the volume of data that they actually have and things that they were never even considering in on-prem. So we talk about refactoring. It's not simply a lift and shift. They're looking to get some technology benefit out of the move, right? So just kind of having a net net from on-prem into the cloud is not going to be good enough. And so we're looking to add that value when they go and make that investment. You know, we've been always writing about them covering Snowflake as an example, bring them up. You know, you have Redshift, but it's also, you know, competing, I guess with Redshift, but they're our partner, they're growing. They built on AWS and became valuable because they did it differently in the cloud. We're using that as many other examples like that, their companies are coming in and building and taking advantage of the gift called scale, CapEx gift from AWS. And also you got Silicon coming. So more and more goodness on the Amazon side, enabling the partners. So I have to ask you, and that's all kind of documenting is happening in real time, but what it's teasing out is that the integrations are changing, right? So you're seeing a lot more tightly coupled engineering or solutions with AWS and your top partners. Can you share insight into what that looks like and how you guys think about that? Yeah, I mean, and definitely a lot of our top partnerships really do start with integrations. That's where we're able to, you know, find the value that differentiated solution on AWS. So, you know, Snoke Lake as an example, just talked about how their integration with Private Link and some of their serverless integrations were really the cornerstones of the new partnership that they've built with us. And same thing with other ISVs, they've really looked at the integrations to be core, the about building the value with AWS, with our services and for our AWS customers. So, whatever, of course, these are very bespoke, you know, what's going to be important to a data company isn't going to be the same thing that's important to a storage-based company, but still being able to bring the full value of the innovation that AWS makes and have that better together story is really where we find a lot of value there. Yeah, and you're in the middle of it too. You have your, you have the keys to the kingdom, solution architects are all where the action is right now. Everyone's looking, okay, I got to build on what I got and also, you know, I got to build the architecture in real-time and build on top, it's not a tear down. It's a continuation of what they... Yeah, and even our most mature solutions and partnerships, those that are full SaaS solutions, they still, the companies that are innovating and continuing to, you know, bring new features to market are the ones that we end up, you know, finding to have the most success with. And that is really what my team does is, you know, building those integrations and new solutions on AWS. It is our core, you know, reason we exist and, you know, what we feel is the cornerstone to great partnerships. You know, Dave Vellante and I on our team, we're always commenting about how the cloud scale is a real benefit to anyone, whether it's leveling up talent, bias, and, you know, women in tech is coming up, you know, at International Women's Day, coming up around the corner, and that's happening. So it's all good, right? So, whether you're a startup or a big company, if you get that one feature right in the cloud, you can really change your business. And I think this always used to be elusive for the product marketing teams of the old way things were built. You know, you got to test it out and put it out there. You know, now you got real-time information and for companies that are ISVs out there, they really can be nimble. Well, and that's the thing too, is we try very hard to make sure our ISVs have access to customers, our customers, and that's how they can, you know, figure out, like, what is the right thing to build for them. So. Whether you're big or small, the cloud's great. So I got to ask you, what's the season one of the AWS Partner Showcase? We're proud to present that with you guys. It's been a great partnership. We love getting the stories out there. Episode two is about this theme about, you got a little data here, you got back and recovery, you got ransomware, you know, old-point solutions, we've got great conversations. Why should people pay attention to this episode, in your opinion, what's the big aha going on here in this episode? I mean, for me, I think ISVs ask me all the time, how can I innovate with AWS? How can I have a successful partnership? This series will give you that answer. You can see real-world examples of what other companies are doing to be successful. So, I mean, that is reason enough and it's a very competitive technology market. So, you know, lots of good ideas there to see. Great stuff. And of course, again, these are big ISVs that are doing great stuff. They're software developers, they're building the next modern applications. Danielle, thanks for coming on. You're the worldwide director of the ISV Partner Solutions Architects at AWS. You're in the middle of all the great action. Must be fun, isn't it? It's a lot of fun. I couldn't ask for a better job. All right, well, thanks for coming on this keynote. Kick off, appreciate it. I'm John Furrier with theCUBE. You're watching and we get the whole series coming up. But this is the AWS Partner Showcase presented by theCUBE showcase season one, episode two. Enjoy the great presentations. Thanks for watching.