 Live from Las Vegas, it's theCUBE! Covering AWS re-invent 2019. Brought to you by Amazon Web Services and Intel, along with its ecosystem partners. Hey, welcome back to theCUBE. Our day one coverage of AWS re-invent 19 continues. Lisa Martin with Dave Vellante. Dave and I have a couple of guests we'd like you to welcome. We've got Anthony Brooks-Williams, the CEO of HBR, back on theCUBE, your alumni. We should get you a pin. Thank you, yes, please. And Snowflake alumni, but Chris, you're new. Chris Dagen, Chief Revenue Officer from Snowflake. Chris, welcome to the program. Thank you, excited to be here. All right guys, so even though both companies have been on before, Anthony, let's start with you. Give our audience a refresher about HBR, who you guys are, what you do. Sure, so we're in the data integration space, particularly real-time data integration, so we move data to the cloud in the most efficient way, and we make sure it's secure and it's accurate, and we're moving into environments such as Snowflake. And that's where we've got some really good customers that we're happy to talk about joint customers that we're doing together, but Chris can tell us a little bit about Snowflake. Sure, and Snowflake is a cloud data warehousing company. We are cloud-native, we are on AWS, we're on GCP, and we're on Azure, and if you look at the competitive landscape, we compete with our friends at Amazon, we compete with our friends at Microsoft, and our friends at Google, so super interesting place to be, but very exciting at the same time, and super excited to partner with Anthony and Tim. It's some others who aren't really your friends. That's correct, yeah. So I wonder if we could start by just talking about the data warehouse sort of trends that you guys see. When I talk to practitioners in the old days, they used to say to me things like, oh, infrastructure management, it's such a nightmare, it's like a snake swallowing a basketball. Every time Intel comes out with the new chips, we chase it, because we just need more performance, and we can't get our jobs done fast enough. And there's only three guys that we got to go through to get any answers. And it was just never really lived up to the promise of 360 degree view of your business, and real-time analytics, how has that changed? Well, there's that, obviously the cloud is at a big difference on that elasticity. What you would find is in yesterday, customers have these, a retail customer, has these big events twice a year. And so to do an analysis on what's being sold to customers' transactions, they buy this big data warehouse environment for two events a year, typically. And so what's happened, and that's highly costly as we know to maintain it then, because it advances in technology and trips and stuff. And then you move into this cloud world, which gives you that elasticity of scale up, scale down as you need to, and then particular where we've got tonight's snowflake that is built for that environment and that elasticity. And so you get someone like us that can move this data at today's scale and volume through these techniques we have into an environment that then bleeds into helping them solve the challenges you talk about of yesterday of these big clunky environments, I'd say. Yeah, I think you kind of nailed it. I think early days, so our founders are from Oracle, and they were building Oracle 8i, 9i, 10g. And when I interviewed them, I was the first sales rep showing up in day one, I'm like, what the heck am I selling? And when I met them, I said, tell me what the benefit of snowflake is. And they're like, well, at Oracle, when we'd go talk to customers and they'd say, I have this problem with Oracle, they'd say, hey, you're on seven generations ago, Oracle. You haven't upgraded the latest code. So one of the things they talked about is being a service. Hey, we want to make it really easy. You never have to upgrade the service. And then to your point around, you have a fixed amount of resources on-premise. So you can't, all of a sudden, if you have a new project that you want to bring on, the first question I asked when I started snowflake to customers was, how long does it take you to kick off a net new workload onto your Teradata, onto your Vertica? And it'd take them nine to 12 months because they'd have to go procure the new hardware, install it, and guess what? With snowflake, you can make an instantaneous decision and because of our elasticity, because the benefits of our partner from Amazon, you can really grow with your demand of your business. So businesses many don't have the luxury of nine to 12 months anymore, Chris. Because we all know if an enterprise legacy business isn't thinking there's somebody not far behind me who has the elasticity, who has the appetite, who understands the opportunity that cloud provides, if you're not thinking that as Annie Jessie will say, you're going to be on the wrong end of that equation. But for large enterprises, that's hard, the whole change culture is very hard to do. I'd love to get your perspective, Chris, on what you're seeing in terms of industries shifting their mindsets to understand the value that they could unlock with this data. But how are big industries, legacy industries changing? Yeah, I'd say that, look, we were chasing the cloud providers early days. So five years ago, we're selling to ad tech and online gaming companies. Today, what's happened in the industry is, and I'll give you a perfect example, is Benoit and I, one of our founders, went out to one of the largest investment banks on Wall Street five years ago, and they said, and they have more money than God, and they say, hey, we love what you've built. When are you going to run on premise? And Benoit uttered this phrase of, hey, you will run on the public cloud before we ever run in the private cloud. And guess what? Benoit is a truth teller because five years from later, they are one of our largest customers today, and they made the decision to move to the cloud. And we're seeing financial services at a blistering pace move to the cloud. And that's where partnering with folks from HR is super important for us, because we don't have the ability to just magically have this data appear in the cloud. And that's where we rely quite heavily on the industry. So Anthony, in the financial services world in particular, it used to be cloud never. That was an evil word. Automation, no, we have to have full control. And then migration, never. Digital transformation has started to change those things. It's really become an imperative. But migration in particular is really challenging. So I wonder if we can dig into that a little bit and help us understand how you solve that problem. Yeah, so customers, they want to adopt some of these technologies. So there's the migration route. They may want to adopt some of these cloud databases, the cloud data warehouses. And so we have some areas where we can do that and keep the business up and running at the same time. So the techniques we use, are we reading the transactional logs or the databases, something called CDC? And so there'll be initial transfer of the bulk of the data, initial instantiation or refresh. At that same time, we capturing data out of the transactional logs while that system's live and doing a migration to their new environment. Or into Snowflakes world, capturing data where it's happening, where the data is generated and moving that real time securely, accurately into this environment for someone like 1-800 flowers where they can do this, make better decisions to set the customers better at point of sale. So all their business division is pulling it in. So there's the migration aspects and then there's the use case around the real time reporting as well. So you're essentially refueling the plane while you're in midair. Yeah, that's a good one. So what is the customer see? How disruptive is it? How do you minimize that disruption? Well, the good thing is, well, we've all got these experienced teams, like Chris said, that have been around the block and a lot of ours have done this, what we do, we're at age, we're off the last 15 years, that company's at Golden Gate, the result are Oracle and those things. And so there's a whole consultative approach to them versus just here's some software, good luck with it. So there's that aspect where there's a lot of planning that goes into that. And then through that, using our technologies that are well suited to this, able to ensure some good success. And it's a key focus for us and in our world, in this subscription-based SaaS type world, customer success is key. And so we have to build a lot of that into how we make that successful as well. I think it's a barrier to entry, like going from on-premise to the cloud, that's the number one pushback that we get when we go out and say, hey, we have a cloud-native data warehouse, like how the heck are we going to get the data to the cloud? And that's where our partnership with HR is super important. What are some of the things that you guys encounter because many businesses live in the multi-cloud world. Most of the time, not my strategy, right? A lot of the CIOs say, well, we sort of inherited this. Or it's M&A or it's developers that have preference. How do you help customers move data appropriately based on the value that, the perceived value that it can give in what is really a multi-world today? Chris, we'll start with you. Yeah, I think, so as we go into customers, I think the biggest hurdle for them to move to the cloud is security because they think the cloud is not secure. So if you look at our engagement with customers, we go in and we actually have to sell the value snowflake and then they say, well, okay, great, go talk to the security team. And then we talk to security team and say, hey, let me show you how we secure data. And then they have to get comfortable around how they're going to actually get the data from on-premise to the cloud. And that's, again, when we engage with partners like HVR. So, yeah. And we go through a whole process with the customer. Typically, there's a, taking some of that data in a POC-type environment, approving that out before it gets rolled out. And a lot of references and case studies are out as well. And it depends on the customer. You have some customers who are bold. And it doesn't matter the size. We have a Fortune 100 customer who literally had an on-premise tar data system that they moved from on-premise tar data to snowflake in 111 days because they were all in. You have other customers that say, hey, I'm going to take it easy. I'm going to work load by workload. And it just depends. And that mileage may vary is what I thought. So like, can you give us an example of maybe a customer example or in what workloads they moved? It was in reporting. What other kinds was analytics? So, yeah, we've got a couple. We can talk a little bit about 1-800 flowers. We can talk about something like Pitney Bows where they were moving from Oracle to SQL Server. It's a bunch of SAP data sitting in SAP ECC. So there's some complexity around how you acquire, how you decode that data, which we have a unique ability to do where we can decode the cluster and pool tables coupled with our CDC technique. And they had some string of performance loads that a bunch of other vendors couldn't meet the needs between both our companies. And so we were able to solve that challenge for them jointly and move this data at scale in the performance that they needed out of these Oracle SQL Server environments into Snowflake. It's almost feel like when you have an SAP environment, it's almost stuck in SAP. So to get it out is like, it's scary, right? And this is where it's super awesome for us to do work like this. Yeah. On that front, I wanted to understand your thoughts on transformation. It's a word, it's a theme of Reinvent 2019. It's a word that we hear at every event, whether we're talking about digital transformation, workforce, IET, et cetera. But one of the things that Andy Jassy said this morning was that it's got to start, this is more than technology, right? This is the next gen cloud, it's more than technology. It's about getting those senior leaders on board. Chris, your perspective, looking at financial services for a second, we were really surprised at how quickly they've been able to move understanding, presumably that if they don't, there's going to be other businesses. But are you seeing that as the Chief Revenue Officer? Are your conversations starting at that CEO level? Yeah, it kind of has to. Like and the reason why if you do a bottoms up approach and say, hey, I've got a great technology and you sell this great technology to a tech person, the reality is unless the CEO, CIO, or CTO has an initiative to do digital transformation and move to the cloud, you'll die. You'll die in security, you'll die in legal. Lawyers love to kill deals. And so those are the two areas that I see deals slow down significantly. And that's where it's getting through those processes and finding the champion at the CEO level, CIO level, CTO level. If you're a modern day CIO and you do not have a cloud strategy, you're probably going to get replaced in 18 months. So you better get on board and you better take advantage of what's happening in the industry. And I think that coupled with the fact that in today's world, you said it gets thrown around as a theme and particularly the last couple of years, I think it's now it is actually a strategy and reality because what you're so fine is that there's as many IT tech savvy people sitting the business side of organizations today that used to sit in legacy IT. And I think it's that coupled with the leadership driving it that's demanding it. They're demanding to be able to access that certain type of data in a GEO to make decisions that affect the business right now. I wonder if we could talk a little bit more about some of the innovations that are coming out. I mean, I've been really hard on the data warehouse industry. You tell I'm jaded, I've been around a long time. I mean, I've always said that Sarbanes actually saved old school BI and data warehousing and because all the reporting requirements. And again, that business never lived up to its promises. But it seems like there's this whole new set of workloads emerging in the cloud where you take a data warehouse like a snowflake, you maybe bring in some ML tools, maybe it's Databricks or whatever. HVR helping you sort of virtualize the data. And people are driving new workloads that are bringing insights that they couldn't get before in near real time. What are you seeing in terms of some of those gestalt trends and how are companies taking advantage of these innovations? I think one, there's just the general proliferation of data, there's just more data. And like you're saying from many different sources. So they're capturing data from CNC machines in factories, like we do for someone like GE. That type of data is to data, financial data that's sitting in a BU, taking all of that and going, there's just this vast sum of data. How can we get a total view of our business and at a board level make better decisions? And that's where they go put it in a snowflake in this elastic environment that allows them to do this consolidated view of that whole organization. But I think it's largely being driven by things that digitize, there's sensors on everything and there's just a sheer volume of data. I think all of that coming together is what's driven it. Is data access, we talked about security a little bit, but who has rights to access the data? Is that a challenge? How are you guys solving that? I mean, I think it's like anything, like once people start to understand how a data, we're an acid compliant SQL database. So whatever your security you use on your on-premise, you can use the same on snowflake. It's just a misperception that the industry has that being on in a data center is more secure than being in the cloud. And it's actually wrong. I guess my question is not so much security of the cloud. It's more what you were saying about the disparate data sources that come in hard and fast now. And how do you keep track of who has access to the data? I mean, is it another security tool or is it a partnership within us? Absolutely, so there's also there's in financial data, there's certain GEOs, data can't leave certain GEOs, whether it be in the EU or a certain company, particularly these big banks. So there's stuff that we can do from a security perspective in the data that we move that's secure, it's encrypted. If we're capturing data from multiple different source systems, we have the ability to take it all through one proxy in the firewall, which just helps them a lot in that aspect, something unique in our technology. But then there's other tools that they have. Largely, you sit down with them and it's their sort of governance that they have in the organization to go, how do they tackle that and the rules they set around it? So last question I have is, so we're seeing, I look at the spending data and my breaking analysis go on my LinkedIn, you'll see it. Snowflake's off the charts. It's up there with robotic process automation and obviously Redshift very strong. Do you see those two, I think you addressed it before, but I'd love to get you on record, it's sort of coexisting and thriving. Really that's not the enemy, right? It's the tarot datas and the IBMs and the oracles of the world. I mean, I think, look, Amazon, our relationship with Amazon is like a 20 year marriage, right? Sometimes there's good days, sometimes there's bad days and I think every year about this time, we get a bat phone call from someone at Amazon saying, hey, the Redshift team's coming out with a snowflake killer and I've heard that literally for six years now. Turns out that there's an opportunity for us to coexist, turns out there's an opportunity for us to compete and it's all about how they handle themselves as a business. Amazon has been tremendous in separation of that of, okay, we're going to partner here, we're going to compete here and we're okay if you guys beat us and so that's how they operate. But yes, it is complex and there are challenges to that. Well, the marketplace guys must love you though because you're selling a lot of compute. Yeah, S3 guys, they love it. We have a similar thing. I mean, AWS have a technological DMS, the Data Migration Service. Yeah, right, sure. Yet they work with us, they refer opportunities to us when it's these big enterprises that are use cases, scale, complexity, volume of data. That's what we do. We're not necessarily into the smaller mom and pop type shops that just want to adopt it and I think that's where we're all both able to coexist together. There's more than enough for all of us. You're right, it's like, hey, we have champions in the S3 group, the EC2 group, the private link group, across all of the Amazon products. So there's a lot of friends of ours. Yeah, the Redshift team doesn't like us but that's okay, I can live with that. Healthy competition but it just goes to show that not only do customers and partners have choice, but they're exercising it. Gentlemen, thank you for joining Javeny on theCUBE this afternoon, we appreciate your time. Thank you. Thanks for having us. Our pleasure. Our pleasure. For Dave Vellante, I'm Lisa Martin. You're watching theCUBE from day one of our coverage of AWS reInvent 19. Thanks for watching.