 Live from Las Vegas, it's theCUBE, covering AWS re-invent 2017, presented by AWS, Intel and our ecosystem of partners. Hey, welcome back, everyone, live here in Las Vegas. It's 45,000 people here for Amazon Web Services re-invent. This is theCUBE's exclusive coverage. I'm John Furrier with my co-host, Stu Miniman. Our next guests are Barry Russell, general manager and business development of AWS Marketplace and John Rooney, vice president of product management for Splunk, partner of AWS. Also, we cover kube.com, CUBE alumni's. Welcome back, good to see you. Thank you, it's a wonderful way back. So what's it like partnering with AWS because you guys got a big mention from Andy Jassy on my interview with him last week, really highlighting Splunk as a partner that's done so well on the platform, in the ecosystem. You guys were called out as just a real success story. Congratulations, what's the secret magic formula? Just keep it, make it great products? No, I really, I think the secret formula is really about helping customers and sort of what are customers need in getting it to them. And there's this sort of virtuous cycle of the more AWS continues to innovate and how customers can build, deploy, manage services and applications, really build a whole business in the cloud, the more varied visibility needs there are and that's what we provide. So it's a really good symbiotic relationship, it's a partnership that goes back years and years. I think I was here in 2012, you know, on theCUBE and reinvent that year and every year it seems like there's no shortage of services, every, you know. You and Jerry Chen have been on every year of AWS. It is, I'm trying to dress better. The first year I wore a black Splunk t-shirt and my Aunt Mary Jo was really upset, like, you know, can you please dress up? So I'm wearing a sports jacket and shirt, so doing my best. Whatever you do, don't wear a tie. I'm boycotting the tie. I'm trying not to, yeah. Barry, you know, we've been talking about kind of the, you know, engagements and integrations that you've been doing. Talk about Splunk, the category that they're in and why that's important in the marketplace. Yeah, well they've been great at innovating with us. In particular, they offer customers the ability to, you know, really deeply analyze what's happening in their environment and as customers are migrating over, that's been super important for us. You know, as a customer makes a decision to shut down data centers and migrate those application workloads over, they want to understand what's happening in their environment, they want security within that environment, and Splunk has been innovating around that. And for us, they've been a great partner because not only have they offered a traditional machine image based software, but now they offer Splunk Cloud, which is a SaaS based offering, which we know many enterprise customers are moving to that model. What's the Splunk formula for the product? Because I hear this a lot, it's been debunked, but I'll bring it up because everyone is out there in people's minds. Well, if we partner with Amazon, I don't know, they might take over our company. White spaces are, I won't say there's a general fear, but I've heard that before. No, I don't think, I think our relationship again with Amazon, it is around delivering the best possible service, the best possible products to our customers and we feel like the Amazon platform is, it's obviously best in industry and best in class look around, the people that are here. And our customers are going there in droves and they're looking at moving workloads, they're looking at starting. I mean, that's the other thing that's great and the interesting thing that we heard so much about serverless in the last couple of days and so much about sort of the next paradigm in building applications. That's all because the groundwork's been set in the cloud by Amazon for when the cloud in 2008, 9, 10 was all forklifted VM into the cloud and that's sort of cloud. Well, now we're completely re-architecting, we're really thinking about rethinking the way applications and services are built and again, that brings in new changes and challenges and visibility. I think the early, the sort of last decade or so at the early stage of what were the concerns around the cloud? It's like, well, what about security and what about visibility? And obviously, Werner talked today in the keynote about security is job one, every developer needs to think about security. That's no longer a concern. I don't think that's not a blocker for cloud migration and obviously you have things like the Kinesis Firehose, all these other sources of information and sources of data so that customers who are moving their workloads to the cloud still have the same and probably better and more manageable visibility than they would have if they were pulling log files off disks in their data center. John, you mentioned kind of customers going through that transformation. I remember when we first started covering the Splunk conference with theCUBE, I mean, it was heavily virtualization environment. I mean, I first came across Splunk from the VMware community and the like. Customers are being pulled and going through those transformation. You mentioned Kinesis, you talk about, I think you've got an announcement for the Alexa for business also. You have a pretty broad spectrum. I mean, Splunk, how do you manage that portfolio kind of internally and with customers? How do you manage kind of the, I wouldn't say old guard for Splunk, but manage kind of the modernization and all these changes that are happening. Well, sort of the mental model for Splunk has always been we'll go and get your data for wherever it is and we'll pull it into Splunk so then you can correlate, visualize, search and get value out of that data. And in some cases, that data is going to live again in a traditional distributed data center environment is going to be a log written to disk. There are still some industries where there are still mainframes. I know it seems crazy, but that is still a big piece and that's not necessarily going to go away tomorrow or the next day. But more importantly, I think increasingly, you're going to see not just a, again, take an existing VM and forklift that into an IS environment, let's re-architect an entire service. Let's rethink the way that we're delivering value to our customers and those are the, again, those are the interesting opportunities for us and it's a very close partnership with AWS. We're very closely aligned with the teams. So as they think about services and cloud trails and the Kinesis Firehose and GuardDuty, these things that they realize are valuable to their customers because they're hearing their customers ask for it. We have just a good partnership that says how can we plug in? How can we contribute to that initiative? Barry, there's a word that John used that I want to ask you about, it's data. So when we interviewed Andy last year, I put forth the premise, I think data's going to be the next flywheel for AWS. How does the marketplace look at that and you work with your partners? Obviously integrations, the APIs, but data's at the center of it and how do you make sure that, I mean, you're securing the data, make sure that only the people have it but that partners can also help customers get more value out of it. Well, I mean, all the applications we list in the catalog are put through security tests and we scan the applications themselves, code 24 hours a day, seven days a week, it's part of the value we add. But working with ISVs like Splunk, we also build API integration to services like Kinesis Firehose, like S3, like Aurora, and so that customers have the opportunity to move their data over into AWS which where it's secure and then leverage secure software to access and analyze that data and so I think he's exactly right, right? In working in partnership with AWS, there's that connective tissue between the third party software and the native AWS service. And where's the go next for you guys? I mean, obviously, I mean, I think you're right about this whole partnership thing even though I brought that other question up. The growth is so massive, you can innovate with AWS. It's not like you're just partnering with them and putting it in a marketplace and hope someone buys it. There's growth. And I think that's the nuance that people don't understand is that you can do more with AWS. Well, yeah, I mean, absolutely. I think the ability to be part of the same way again in the keynote today, we talked about building in security from the get go. You start with security and with functionality. I think the notion of visibility and observability from a data standpoint, if you're building something, how do you know it's working? How can you provide the folks in operational roles and business roles, the data and information that they need? So if you baked that in from the beginning, we now have an opportunity for Splunk to rethink our integration points, to rethink how we deliver value to customers. Again, if you think about the Splunk origin story, we started with monitoring and troubleshooting in production environments, right? And that was, obviously, we built the company on that. We drink a lot of free soda in San Francisco based on those use cases. But if you think about now with DevOps and sort of the shift left movement that- Your chance has grown significantly. Yeah. Big time because more services are available. More services are available, but also people are rethinking the whole notion of product development and lifecycle. And again, I think DevOps, in many cases, the accelerant for DevOps has been cloud and obviously the accelerant for cloud has been AWS. All right, question for both of you guys because we've been talking about this on theCUBE and I got Andy coming on in a few hours. We see, we believe, there's going to be a renaissance in software development. You mentioned software development lifecycle. You can see it here, Werner's keynote about reimagining architecture, put the basic architecture slide up from a video streaming company, boxes in line, normal, and then S3 buckets, it looked completely different. So the question is, with all the simplicity now, all this simplification and APIs, it's going to be a real boom for developers. There's going to, we believe there's going to be a renaissance in software development because it's not going to be your grandfather's software development lifecycle. What, but do you believe that? And how do you see software developers evolving? More craft, more artisanship. What do you see? Well, I think that the confines of the scope of what a developer did five, 10, 15 years ago is different. Developers didn't think about security. They didn't care about security. They didn't think about scalability. They didn't think about, again, what does elasticity of scale look like in my application? I don't know, it worked in my dev environment. That now feels archaic. That's like leeches. Like nobody does business like that anymore, right? And I think that's where the notion of, you know, I think, I think a more, I think- Cloud 9 was impressive demo too. Absolutely. I mean, things like that are coming down. Yeah, the idea of you have a fully powered IDE that includes interactivity in the cloud. I mean, that's, folks have sort of dreamt that. If you think about how heavyweight sort of the client-based IDE's got to a certain point kind of in the late ox and everyone went away from that and said, no, we're just going to VI everything. I don't want to see, I don't want to plug in. I don't want to download anything. I just want to VI anything. Now it's sort of, we're back to, I have this full set of functionality. I have, you know, I have code completion and I have all the things I need as a developer to help me. But it's completely, wait, it's a service. It's utility. It's like the faucet. So- And here's what I would say. I would say that for the first time, developers are going to have a rich set of options where they can choose how the customer deploys the software containers or serverless API based or SAS with the consumption model that matches that use case. An hourly and metered annual or multi-year or consumed via an API service. It's going to be awesome and creative too. A lot of creativity. Final question, cause I know both of your companies very well, both have really strong communities. The role of community, certainly open source is growing exponentially. We're seeing that with the Linux foundation and the variety of other places, with the cloud flywheel, with the open source flywheel, we believe community is going to be very important. You guys both have strong communities, Splunk and AWS. What would you say to folks that aren't thinking about nurturing and building community into their products? I mean, I would say that our company was built by our early advocates. I mean, again, our mission at the end of the day, you know, from the very beginning was our core practitioners, our users. So it's a little slightly different now. AWS is sort of the classic developer, but for us, it was the SysAdmin, the tier one and tier two SOC analysts in security. How do we help their lives? How do we make their job better? So we have to have an intimate understanding of what problems are they trying to solve? How do we solve that? How do we abstract away essentially the high effort, low value parts of their job? Have the software do that? So they get to the point where their focus is on the, essentially they get to apply their intellect, their expertise. And then they evangelize for us. So community is, you know, is 100% essential. It doesn't matter how great the mousetrap is. If you're not connecting with people, if you're not making people part of that and allowing people to share ideas. A strategy for community out of the gate. Yeah, I mean, I think it's, yeah. Community first. Without community, you don't get the feedback on how to improve your product. That's simple. That's simple, all right. Man, great conversation. Marketplace is booming. General manager of the Marketplace, Barry Russell. We got also John Rooney, Vice President of Product Marketing at Splunk. Very successful company, gone from, you know, very small niche product, great community to public company, and now taking over the data world. Great to see you, John. Thanks for coming on, Barry. Thanks for the commentary. Thank you. It's a cube. 45,000 people here, live in Vegas for re-invent. I'm John Rooney, Stu Miniman. We'll be right back with more coverage after this short break.