 From theCUBE Studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is a CUBE Conversation. Hello, and welcome to this CUBE Conversation. I'm John Furrier, host of theCUBE here in Palo Alto Studios for a great startup showcase preview. Rakesh Narasimhan, president and CEO of Anishin, great company, hot startup, really getting a great tailwind with COVID and their technology. Rakesh, great to see you. Thanks for coming on theCUBE. Thank you for the opportunity, John, great to be here. So you guys have a very strong company, a lot of growth, a lot of action happening around public-private sector. Obviously with cloud scale, we're seeing a lot of benefits with the COVID and now the growth plans coming out of COVID as people start to think about post-COVID recovery. Cloud is a big part of it. You guys have been taking a big success playbook out of cloud scale. Take a minute to explain before I get in some of my questions around what you guys are doing and your value proposition. Talk about the company, what do you guys do? What's the purpose? Why do you exist? Wait, thanks again, good to be here talking about Anishin as well as the story of growth here. Our primary value proposition as a company is really helping customers both in government as well as commercial achieve compliance and security in the fastest time possible. Lots of companies are going through digital transformation but public sector, there's a lot of speed that they require in terms of moving their applications. People are trying to go to the cloud and when I talk to customers, I hear three things all the time. A, they're trying to move to the cloud. B, they're trying to... Remoto is always there, but COVID has dramatically compressed the time in which everybody has to provide the functionality right now. And lastly, securing the apps and data. Those are three priorities we hear from customers all the time. Anishin as a company is able to dramatically get you time to market and time to value on both your compliance and security needs. That's really why the company was formed. This is a space where primarily most of the people are manual, time tasks, and it's a classic software play to basically go transform that and automate that. We're guys, great. Thanks for the overview. Get in and talk about the value proposition specifically that you guys offer. Are you guys targeting the enterprise? Is it public sector? Is it both? What's the target audience, target customer that you're going after and why would they want to engage with you guys? Yeah, so I think it's a timely space where there's a lot of commercial software as a service companies who are trying to expand into the larger government market. And to do that, you got to be compliant on some sort of standard, if you will, right? And so let's take an example. It's FedRAMP. So we've taken a ton of essay in SaaS companies, if you will, we're trying to get into the market and we get them within 60 to 90 days into a compliance. So in the time of a quarter, a SaaS company can enter a federal market with the ability to sell it and the cost of doing it is recouped in the first deal that they make. So time to speed and time to actually be able to go expand into a vertical market is one of the main value propositions on the SaaS side of house. Also, we have a lot of government agencies who are trying to move to the cloud. And so if you look at Amazon, they're trying to get a lot of customers who are going to adopt the cloud. We provide a pre-engineered solution that integrates all the value of partners along with Amazon and bring those applications from government agencies to the cloud. So on both sides, both getting public sector companies or agencies, we're trying to get to the cloud as well as SaaS companies that are trying to get to a new market. We're just enabling and accelerating the time to market. That's a huge ROI right away. As an amazing value proposition, you're on both sides of the fence that you're playing in between moving people around back, helping people back and forth. If I get this right, let me just see if I get this right. So you guys, so I must say I'm a fast growing startup. I'm born in the cloud. Amazon has a zillion of partners that are kicking butt in there doing great. I say, hey, I want to get into the public sector or the public sector or an agency wants to work with a startup. Then the old world was you got to go stand in line, get certified, do all those hoops to get certified FedRAMP or whatever. And then, or hire staff to go be government sector. And then that was the old way. You guys essentially shortcut that by saying, you provide a platform to allow me, the customer who's enterprise customer who's a SaaS, get into the market faster. Is that right? That's right. Big portion of that is, there's only two kinds, right? People who are trying to do it themselves or people who are trying to get consultants to tell them what to do. Our value proposition is, why are you like you're in a business to do something very specific, getting you secure and compliant with something we can do for you with time, money, quickly. But the most important thing is it's not a one undone thing, right? So this is where we come in and just like what the email security business seems to be, right? People used to run their own email servers to run their email. Well, who does that anymore, right? Most of them have actually gone out. We do a similar example of getting compliance for other companies and we actually do it through software and we have an ongoing relationship to make sure that their current compliance is maintained but also other compliance regimes that come up, we're able to help them upgrade through cycle. That's a great point. The cloud scale is not one undone. It's one and continue because you have iteration, you have day two operations. You have all these kind of cloud ops that require that kind of ongoing, I won't say maintenance, it's not maintenance anymore. It used to be maintenance. Now it's like, it's operations. It's a new feature. You're doing invention, but you're not done. You have to keep evolving as the market evolves. You've got customers not paying us for just one thing that was done three years ago. We got to keep that refreshed and also more current and up to date which is one of the benefits of cloud, right? You can move quickly but you can also bring new things to the market pretty quickly as well. They benefit because of the inventions we're doing and the partner ecosystem around us. It's a classic case of software, new marketplaces that exist, new ways of doing business. It's a whole new wave. It's a old ways getting trashed in my opinion, new ways coming in fast. You have to evolve, right? Architecture's evolved, time goes on and new things come up, right? Hybrid cloud too is forcing this big time because you have now environments and organizations shifting now, multiple clouds, multiple vendors integrating quickly. Huge challenge. I think it's a fair point, John but one of the things I always remember is you have to be effective first and then once you're effective you can become efficient. In other words, it's good that customers have an option to have a software platform to go get their compliance and security needs done. If you can do that on one cloud that itself is a way and then you can go to multiple clouds and it has been a great partner to make sure that they're making everything available for us to be able to build a great solution on the platform and its ecosystem around it which helps us basically be the equivalent of standing on the giant shoulders, if you will to bring that value to the marketplace. So what do you guys do that's unique for inside Amazon or for Amazon startups? Why are you guys so successful in helping these companies do the Fed ramp thing? What's the big secret sauce? Yeah, so there's actually three separate parts to it. First is we actually have worked already with a fair amount of folks who actually provide functionality on Amazon. So for example, a Fed ramp solution might require us to work with the SIM vendor and endpoint protection as well as container security, if you will. So we've worked with vendor to already work on Amazon AWS and pre-integrated that into the environment so that when we go deploy with a customer's application that's not something they have to worry about. It's already there. The licensing is there. The deployment is ready. They don't have to do any of that. So that's pre-integration if you think about it. Then there's the automation provided by our platform itself. We have a platform that we deploy into the account. And so all the innovations that we are doing about taking that integration and then automating all the requirements for the security controls that are part of the standard such as Fed ramp, for example. So once you do the pre-integration and you have software innovation from us and the third part we provide is a action set up service which is based on the platform we actually help the customer not have to worry about the threat hunting, threat mitigation itself. It's a service available all the time. And so the combination of those three things it turns out is sort of the biggest headache for customers, whether you're in commercial SaaS vendor or if you're in the agency side we sort of a one-stop shop to get you there in compliance. Similarly, we have an offering called secure cloud and what happened is a little story for you. We started doing this compliance automation and as we were doing them a lot of commercial companies looked at that and say, you know what I like about what you folks are doing? You sort of standardize the way we deploy a secure environment. So, you know, we like the security guys in our organization like it because it complies with the security controls. The business guys like it because you're doing it in a certain budget and time. The dev guys like it because we're not telling them what to do. We have created a secure environment and they like developing in it the DevOps folks are the ones that really benefit from having to make sure that security guys like it it's in budget and the developers can be productive. That aha moment actually came from customers to it. They said, I like what you did for compliance automation. Can you do that for other applications? And that's how we got into the secure cloud business as well. Yeah, it's funny how these aha moments happen because you solve the need and people go, hey, I want more of that. And I see why software vendors would want to turn to you to help sell into that huge federal market. It's just, it's so much faster. It takes the pain away. They get in market fast. It's a cloud value proposition. Get in quickly and then, you know, get a position and keep solving value there. So I got the question. If that's happening, which it is, who are you disrupting? What industries and business models are you changing or replacing? What's the big disruption? I see, you know, in the compliance side, there's really two sides as compliance and then the security, right? In the compliance side, I see really people who are trying to do it themselves. You know, that still is a large portion of the market and they haven't realized that, you know, this is not a core competency of ours. We just need to have somebody else do this for us. I think that's generally mostly we run into and over time they don't get the FedRAM or PCI compliance and then they come to us. We got a lot of customers that come to us because they've tried and failed and so they want to get on with us because of our growth in the marketplace. So that's one. And second is a larger market is really in the compliance side historically has been a lot of consulting companies. They ship bodies to your company and that's what they do and that's for a particular FedRAM compliance regime. The next year you want to do something else, guess what? We're going to go hire more consultants to that market. So we basically providing a software approach to automating the need for the customer have basically started really disrupting that market against traditional competitors, if you will. So that's compliance. And the secure cloud, it's not very different if you can imagine going back 15, 20 years if somebody told you that the way you will buy compute storage and networking is you will go to a website and you'll sign up for an account and procure it. People would probably run you out of the room at that time because they'd be like, hey, I'll buy hardware from one of the vendors they'll ship, they'll come to my building they'll rack them, stack them. Well, that changed dramatically over time because of the acceleration. We're doing something similar, which is why do I need to assemble an endpoint solution or a firewall or something else? And by the way, by the time I do this next year there's a new vendor saying that they have something better. So we have done something similar. The journey we're on is to pre-integrate pre-provide functionality from the best vendors out there. So the customer's applications can be in that environment benefiting from all that invention, the ecosystem and the cloud provider themselves instead of having to worry about, am I getting the right endpoint solution or firewall or SIM and do I have it configured properly and is this the best combination of things I have? We basically provide that functionality so that they don't have to think about that. And that reflects in the results we're having. Yeah, I mean, it's an amazing disruption. I think you brought up earlier DevOps efficiency and security app and your application. In a way, the DevOps Ethos DevSecOps is being applied to compliance. I mean, basically you're a compliance automation platform software, but DevOps and security Ethos DevSecOps is just the enablement for you. It's just the playbook, right? Is that kind of how it is? Because DevOps applies to all verticals now and security is needed. I think it's much more, it's here present, right? Which is an issue for most organizations, enterprise, agencies and government or commercial vendors, if you will. That whole market, this market has gotten up because the ability to get things into production is a big need out there. To do that really well and effectively, you need a great DevOps organization. Think of us as sort of a DevSecOps in a box that we can deploy and that helps the customers get to market faster, right? So speed is important. So certainly the effectiveness of that is important. But at the same time, do you achieve the compliance? Do you achieve the securities and even bigger bar, if you will? And in today's industry and marketplace, you can't talk about a digital transformation cycle and talk about a three-year project, if you will. I think it has to be shorter and they have to actually see the return pretty quickly. And that's primarily the reason why if you think about a nation's story, we're solving a business problem. But the way we're doing it is actually provided for the DevSecOps and DevOps folks, if you will. But it solves a business problem for the companies, whether you're a commercial or government. That's the reason why I think it's much more interesting. Yeah, and I think one of the things that's interesting with cloud is you need to have that automation and you're essentially taking care of the compliance problem that everyone has because once the SaaS vendor gets in value proposition where they're growing, they start to get customers that say, hey, do you have a pen test? Can I get a SOC report? I mean, all these little kind of things start emerging where they got to go build it and go, wait, we didn't get that, what do we got to do? I got to have that built in and deliver that every time, not a one-off. It used to be you do a pen test or you do some things and you're done and you lock the code down, not anymore. Fair enough, I think it's a continuous thing, right? It's not just when I'm done, but also it's not just when I'm done, but this is not static, it's very dynamic. The apps are changing, the functionality is changing, the things that interact with are changing, that's the beauty of the cloud, right? You have all this ability to be able to move faster, but with it comes certain responsibilities, if you will. And so we take our job seriously to ensure that while you're innovating with your application out there, our job is to make sure that we're keeping up with you, not just in securing you and making you compliant, but also keeping you compliant so that you're not running a foul in terms of all these other standards, if you will. That's one benefit of it. Frankly, at the end of the day, the customers benefit the most, right? Because you can better functionality faster and frankly, it's driving pricing as well. And so that's got to be a larger issue for the industry in general, frankly. Awesome, great insight, Rakesh. I got to ask a question, if I'm the customer, when do I know it's time to call you? Is there markers or signs that are clear? As I say, I need to call immediately, that's something's going down here. When, what's a tell sign? Two tells are really one is you want to expand into the market, you want to grow your business revenue. If you had more revenue in the large market, like federal government or public sector in general, then we're the fastest way to get you there, just revenue. So if you want to make more money, we can get you there faster, quicker than anybody else and keep you there, by the way. The other tell is if you want to stop time in terms of investment and trying to figure out how to assemble the best of breed, if you will. A lot of the, in Amazon sellers, in fact, they bring a lot of customers to us, where they bring us to saying, here's a fastest way for you to get secure quickly so that your application can go out to the marketplace and scale and still be secure. So in both sides, both in the compliance side and automation, as well as the secure client side, the clear tell is when people are trying to grow their business and they're trying to secure while growing their business. Both of those are clear tells when we get brought in. Yeah, so on the business logic, it's simple. I want to go in a new market. On the other side, I get my products ready. I got to get the products up to speed and standardized with all the compliance. Sure, right. Awesome, well, great conversation. Thanks for coming on and sharing the story and the value proposition, the business model and all the secret sauce. Final question, I'll just give you the last minute here to put a plug in for the company. What are you guys looking for? Are you guys hiring, state of the company? Any vitals you'd like to share in terms of status, momentum? Take a minute to get the plug in. Great, thank you for the opportunity, John, more than anything else. Happy to share the story and the growth at Anushin. If you're a customer that is contemplating doing any sort of compliance or you're trying to figure out how to get secure pretty quickly with a pre-engineered platform, one of the best guys to be around in the marketplace. We work on Amazon and AWS folks get in touch with AWS Rep or get in touch with us directly. I can give you my email. It's my first name, .lastname, at Anushin.com. Go ahead and send me mail and it will help you with your compliance and security needs as well. Growing like crazy, in the middle of a pandemic, we were lucky. We live in professions where we're able to do things remotely, not everybody else's, but we are able to take care of our customers and secure them and keep them compliant. Normal growth, we're growing like crazy in terms of our business as well as people. Send me mail. If you're interested in joining the company or want to be a partner with us, happy to help you with that. Okay. Rakesh Narasimhan, presidency of Anushin. What a great business model. Helping companies make money faster by getting into new markets if you're a cloud scale. Great, great success. Thanks for coming on. Thank you, John. Take care. Okay, this is theCUBE Conversation. I'm John Furrier. Thanks for watching.