 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 are kicking off AWS re-invent. I don't know how many people are here. I'm guessing 60 could be 70. I don't know, there's a lot of people here in Vegas and we're excited. We'll be here for nine days of continuous coverage, spread out over three calendar days and we're kicking it off tonight and we're at the AWS Marketplace and Service Catalog experience here at the Quad over at the Aria. So stop on by, there's a lot of cool things going on. And we're excited to have a Cube alumni on to kick things off. He's here as on the SVP of Cloud from MongoDB. It's great to see you. Thank you, Jeff. Great to be here. Exciting week coming up at AWS re-invent. Are you ready? I think I am ready. It's going to be a long week in Vegas, but it'll be a good week. All I can think of is all those posts before we got started and said how to plan your time at re-invent. They all say drink a lot of water. Drink a lot of water. So we last caught up at Summit in New York City, I believe. AWS Summit in New York. So that was last summer. So how have things been going since then? Things have been great. Obviously the business is doing really well, especially our cloud products, MongoDB Atlas and MongoDB Stitch have been an absolute rocket ship for the company. And that's why we're here, is to just really help the community and drive even more adoption of our technologies in the market. So was that a big strategy? I mean, obviously it was a big strategic move for you guys inside, but I'm just curious some of the thought process behind, you know, offering a database as a service via a partner like Amazon. What were some of the things you were thinking about and how's it kind of turned out based on what your expectations were? Sure, yeah. I mean, I think if you look at just overall adoption of MongoDB, obviously, you know, we're one of the most widely adopted databases in the world, given, you know, we're open source and you know, really a pioneer in modern non-relational databases. We've always been heavily used in AWS, you know, even from the early days, nine or 10 years ago. And in many ways, we feel like we grew up in the cloud as a company, given just our technology and adoption in that marketplace. Now, what's changed is, I think, probably five years ago or so, we really started to hear customers say, you know, we really want to get out of the business of operationalizing and securing and managing these databases. And would rather you give us the same technology, the database we love, but deliver it as a service on our cloud platform of choice. So we started on a project internally to build MongoDB Atlas, which is now available in, you know, 15 plus regions on AWS, as well as other cloud platforms as a global database service to help those customers move even faster with MongoDB. And it's been about a year, right, since you released it. It's been about three years for MongoDB Atlas, but especially in the last year, we've started actually selling Atlas through the AWS Marketplace, which has been really fantastic. So how does the marketplace change? I mean, obviously, Amazon's got a great scale and it's a nice sales presence for you to leverage. So how's that relationship gone? Yeah, it's gone really well, actually, and especially in large enterprises. I mean, we have large automotives, we've got manufacturers, we've got, you know, telcos that have sort of all procured our technology through the AWS Marketplace. And I think the benefit for us as a partner really comes in two ways. First and foremost, it's awareness. You know, there are definitely some AWS customers that find their technologies by searching on it in the marketplace. And when we pop up and say, okay, great, this is the database of service from the people behind MongoDB, that instantly just drives our awareness up. And then secondly, it drives really good alignment between our sales teams and Amazon sales teams. So the AWS sales force is now aligned and incentive to work with us on driving, you know, joint opportunity for MongoDB and now Amazon customers. So is there a lot of joint kind of opportunities that you guys are working together? I guess my perception would be that more of the marketplace is, you know, I find it, I order it, I install it versus, you know, more kind of a joint enterprise sale. But maybe that's not the moment in fact. For us, it's actually been really interesting on the joint enterprise sale, where it's been, you know, really that high touch model because it's beneficial for customers to be able to buy their technology through the marketplace. And it's also beneficial for our go-to-market and our sales teams to be aligned and not feel like we're competing but are actually driving an outcome together for the customer. So partnering with Amazon has been a good experience. I know a lot of people are kind of afraid, you know, do we partner with these guys? Are they big? Are they going to, you know, roll up our functionality? But you guys had a great experience. Yeah, I mean, the reality is they're definitely database technologies from Amazon that we compete with. But that's true of probably every technology vendor and where there are places for us to work together and deliver real customer value. I mean, we're the most widely adopted, modern, non-relational kind of database on the planet. So, you know, Amazon certainly probably sees that demand and, you know, it's been a good working relationship through the marketplace team, especially at Amazon. Good. So I wonder if you could share some other trends you've seen in the marketplace, especially as you said, you guys are doing a lot of joint customer activity. What are some of the things you're picking up on? What are you hearing out on the streets? Sure, I definitely think, you know, serverless continues to rise, right? This past year we GA'd MongoDB Stitch, which is our serverless platform that makes it really easy to extend the power of the database all the way through mobile devices, client applications, and really have a data architecture, and not just think of Mongo as something that's used on the back end. So we've been seeing quite a bit of adoption of that platform. And in particular, for use cases where MongoDB Atlas is used with complimentary AWS services. So if you want to use AWS Lambda with a MongoDB database, the best way to do so is with Stitch. You want to tie, you know, Kinesis and streaming technologies into a database for MongoDB, Stitch makes those integrations natively in these other AWS services really easy. Right, so I'm curious to get your perspective on kind of, you know, what percentage don't share anything you're not supposed to share of the sales on these things are new kind of projects inside these enterprises versus people doing migrations. Because it's always this big debate, right, on legacy, you know, you're going to lift and shift and move it all versus, you know, let that stuff just do what it does and really the opportunities on Greenfield. Yeah, I think, I mean, we, it's probably hard to quantify, but we certainly see a few different patterns. First and foremost, there's like large enterprises that are lifting and shifting and migrating those applications from on-premises data centers and into the cloud. And really what we see is an opportunity not just to lift and shift and manage things the same expensive, slow way, but to actually modernize at time of migration as well. So you can adopt the benefits of a platform as a service or a database as a service like ours while you move into the cloud. So that helps customers move faster and operate in a much more economical way. So I think that's sort of one piece of it. And then of course, there's all sorts of new modern applications, whether it be connected car or IoT platforms, you know, modern mobile applications, we're seeing a fair share of like new, you know, fancy applications being built as well. We definitely see both. And I think for us, one of the things that's unique is given there's been so much MongoDB adoption in AWS. We're seeing a migration of customers that want to get out of the business of running the database and want to have us manage it for them in the form of MongoDB Atlas. There's that third camp of people who are already in Amazon using MongoDB, but are now saying, I want to move it into Atlas because it provides a much better way. And in fact, it's probably the best way to run MongoDB in the cloud. Right, right. It makes a ton of sense. I'm curious on the first one though when you talk about modernizing while you're lifting and shifting or while you're shifting over from legacy infrastructure. What are the key things without doing a complete rewrite that people can do kind of a modernization of the application? That's kind of an interesting concept. I think it's two things. There are certain applications that people don't want to touch and change that much. And those are probably good candidates to lift and shift and try to minimize the amount of change on. But frankly, those are oftentimes not the most strategic applications anymore. They might be important to keep the lights on, but they're not the ones that are driving the customer experience or driving the revenue, new opportunities for businesses. Many of those applications are actually being kind of decomposed from monolithic old technology stacks and legacy tools to more modern micro-services-based architectures. And what we're saying is oftentimes the trigger for that modernization is a cloud migration. So in many ways, what we're saying is get off of a legacy relational database technology, move to the cloud, but don't operate it the same way you always have. Actually consume it as a service and that's what's really going to unlock all that developer velocity, the elasticity, the cost savings people expect from the cloud. So is the database really the key piece for kind of a modernization effort without rewriting the entire application? I think it's one of the most important pieces for sure. I mean, we like to say that the database in many ways is the heart of the application because an application without data is really sort of generic and useless. So it is definitely one of the more complicated areas and that's why we spend so much time with customers, building technology that makes it easier for them to modernize, leverage new capabilities, even if it's only new features in an application versus a rewrite of the whole old monolithic block. All right, so here's the, I think they opened the doors. I think AWS re-invent is officially underway. So I know you got a busy week. I got a busy week. Thanks for taking a few minutes of your time and stopping by. Yeah, great to see you. All right, thanks for stopping by. He's here on Jeff. You're watching theCUBE where the AWS Marketplace and Service Catalog Experience at the ARIA stop on by. See ya.