 Hey guys, welcome back to theCUBE's continuous coverage. Day one of AWS re-invent live. That's right, live in Las Vegas, I'm Lisa Martin. Pleased to be here. We are running actually one of the industry's most important hybrid tech events with AWS this year and it's huge ecosystem of partners. We have two live stats, two remote studios, over 100 guests on the program. I'm going to be talking about the next decade in cloud innovation. I'm pleased to welcome back one of our alumni and a new guest to the program, Sabina Joyce, Sabina Joyce of GM of Technology Partners at AWS joins me, as well as Scott Owen, the VP of Business Development and Global Channels at Airstrike. Guys, welcome to the program. Thank you for having us. It's good to be here. It's great to be here live. It's amazing. Absolutely amazing. It's fantastic. Let's go ahead and give the audience an overview of your roles. Sabina, we'll start with you and then Scott will go to you. Great to see you again, Lisa. Likewise. General Manager for Technology Partnerships globally out of the Americas and we also help partners out of EMEA and APAC grow their business in the Americas. Awesome. Scott, go ahead and give us an overview of Airstrike and then your role, if you will. You bet. So Airstrike, we have two offerings on the AWS Marketplace, our e-signature offering, which is signed now, and then our no-code workflow automation, which we're really excited to bring on the marketplace. I lead our business development and channels organization for the company, global partnership with AWS. We're very excited about it. Talk to me about some of the challenges, the tools that you just mentioned. What challenges are those solving for customers in any industry? Some of the biggest challenges right now, obviously we are in a COVID environment and companies are trying to drive automation, optimization, especially for remote workers today. And so part of our solutions is obviously solving that in a very, very big way on a global basis as well. What are some of the key trends that you're seeing? We've seen so much flux and change in the last 20 months, but what are some of the key trends, especially as it relates to workforce productivity with those work from anywhere environments still persisting? It's still persisting and I'd say the challenge is we're in a hybrid mode where you have both coming to the office, not coming to the office, but still very remote. Just last week's announcement of a new variant, for example, forcing everybody back out of the office, back into a remote environment. So flexibility around supporting that hybrid workforce is key right now. And of course here we are at a hybrid event. There are people here, a lot of them in person, but there's also a lot of content that's going on virtually for those folks that weren't quite comfortable coming back to an in-person event. But let's talk about how AWS has been helping joint customers with AirSlate through the pandemic over the last 20 months as we saw this scatter and now this work from this hybrid kind of work environment. Yeah, so I Scott mentioned that customers are really looking for business automation solutions and it has rapidly increased the last 20 months. We've been really working together to help both workers and businesses adapt to this remote environment and customers are looking for simple and cost-effective solutions. Anywhere from improving and automating their business workflows with e-signature solutions, all the way to complex processes with no code capabilities and AirSlate does a great job of providing these solutions for our customers. Now some of the things from a business automation perspective that are critical these days is anything contactless. Talk about e-signatures, for example. That's really became table stakes in the last 20 months. Scott, talk to me about how you would, from a business lens, describe the partnership that AirSlate has with AWS. Yeah, for our company it is the most strategic partnership that we have and it's all the way from our board level to our executive leadership team all the way throughout our organization and it's our most strategic partnership. And one of the things that we know and love about AWS that we've talked about with Sabina is their customer first focus, their customer obsession. From a cultural perspective, is there alignment there with AirSlate's culture? 100% and one of the cool things about the AWS partner program which we're in a high echelon period is the focus on the customer, the customer can reduce their EDP commit by buying solutions like ourselves on the AWS marketplace. As well as the AWS account executives are also paid and incented to sell our solution as well. So it's a one plus one equals three scenario. That's a good scenario, one plus one plus three. Sabina, talk to me about the evolution. How long have you guys been partnering with AirSlate and talk to me about the evolution of the partnership? Yeah, we've been working together for a few years now but I would say the last 15 months we've really accelerated that partnership again because of customer need and really built out high velocity co-sell motions. We made available to AirSlate our partnership resources both from commercial and public sector to scale the sales motion. As Scott mentioned, they're available in marketplace and they're also part of our ISV Accelerate program which means that our sales teams are incented to work with AirSlate to close opportunities. And the key is all of this has led to 250% increase in customer wins year to date as compared to 2020. So that really speaks volumes with the partnership and the need that we are solving for our customers. Amazing, amazing growth, 250% in a year's period during a pandemic. That's massive but we saw the acceleration of cloud adoption of digital transformation and this dependence on SaaS and cloud for our business lives, our daily lives, our consumer lives that was really absolutely critical. So Scott, from your perspective what are some of the key aspects of the AWS relationship that you think really contribute to that success and that big metric that we just mentioned? Yeah, absolutely. Well, the metric is driven by the partner programs. When you have a customer that can buy on the marketplace reduce their EDP commit, you've got account executives that are incented to resell us. But for us, we have really great leadership support around the globe. We've created joint KPIs of which we all have stacked hands on and said, here's the KPIs we want to deliver as a joint partnership and we're delivering those which is creating these results as well. Can you share some of those KPIs even at a high level? Yes, a lot of them are what opportunities in our renewal base can we bring into the AWS ecosystem if you will as well as nearly every deal that we're in we're asking is this an AWS customer? Is it a green field opportunity for AWS and bringing the associated teams together to close that opportunity? Talk to me Scott about some of the business outcomes the benefits that your joint customers are achieving leveraging the power of this partnership. Absolutely, well there's enormous cost savings in the solutions that we bring to the table creates the optimization that we talked about that they need. It's also driving that digital transformation. Any company, any size in order to survive has to move digitally into this new space and we believe that the two offerings we bring to the marketplace can solve that for them. Yeah, that's one of the things that we saw. There's definitely some silver linings that have come out of the last 20. I'm losing count, 22 months, something like that. Something like that. Right, a time to value is absolutely critical. Let's talk about now go to markets. I've been going back over to you. How does AWS support partners like AirSlate and take in the solutions to market? You talked about the marketplace but talk to me about that from a strategic perspective. Yeah, so one of the things we are very focused on is creating business automation solutions especially for industry verticals across automotive, telecommunications, healthcare life sciences. And AirSlate really has solutions that help address all of the horizontal use cases and the vertical use cases which means then we can focus our demand generation activities and actually help both our direct sales team and also our channel partners really, really scale. So again, it's kudos to Scott and the AirSlate team in order to be able to really scale this partnership but most importantly help our customers through these really tough times in the past 20 months. And you mentioned that with the Omicron variant. Variant being announced just in the last week of course these challenging times persist and this uncertainty persists. So it's important to have partnerships but I also imagine Scott from your perspective being able to show transparency to the customers that you're really one team with AWS, with your channel partners. Talk to me a little bit about that. What does customers actually see and feel? Well we're excited especially around the ecosystem piece. Just for example in the last few months we've been able to activate 35 of AWS's largest channel partners due to the fact that we are in this hand stacked KPI go to market together and so the ecosystem of AWS is the trusted partner of almost every customer and we are trying to advantage ourselves with that trusted relationship bringing a set of solutions that helps drive the customer's outcomes. You mentioned an important word there Scott that trust. That is critical for every company that is becoming a data company. If they haven't become a data company by now they're probably not going to be around much longer. Talk to me about from a trust perspective what that means for your customers to be able to adopt these solutions, automate their businesses, allow their folks to work from anywhere and have that trust in this solid partnership and technology. Well and that's the benefit of the AWS partnership. When you think of security, reliability our entire offering base is completely on the AWS infrastructure. So we bring that trust of, you can trust the technology that it's sitting on. You can trust that it's secure, that's reliable and we're bringing a set of solutions that drives those customer outcomes which is cost savings, optimizations, et cetera. That combination is a win-win out there. And that outcome-spaced focus is critical. What are some of the things Scott that folks can learn at Air Slate's booth this week at Reinvent for those folks that are here in person and those folks that are attending virtually? Great question and I love that question. First and foremost, both offerings are on the AWS marketplace but we're the only e-signature offering on the marketplace and we're the only end-to-end workflow automation offering on the marketplace as well. So again, important to note, we're on that AWS marketplace. AEs from AWS can take advantage of that and customers can take advantage of that and we take advantage of it just to our great go-to-market partnership. Great go-to-market partnership but also I'm hearing a pretty significant differentiator being the only ones in the marketplace with those. Talk to me about, I mean, one more question, Scott. How does that facilitate customer conversations? I imagine that's a huge differentiator for Air Slate. This is a significant differentiator to us, obviously. But again, it's the power of one plus one equals three in the partnership. We brought a set of solutions that the customer needs. We do it on the AWS marketplace and the AWS infrastructure that we sit on that creates that trust factor that you mentioned. Yeah, and I have to add, right, that Air Slate and team, when they saw that they were the first, right, they embraced that and they broke ground and they listed on marketplace and that's paying off for them. Very smart. Well guys, congratulations on your joint success. Your go-to-market strategy seems brilliant and we look forward to hearing many more successful years from Air Slate and AWS together. Thank you for your insights. Thank you for having us. Thank you. Thank you for that. Thank you. You guys were great. For my guests, I'm Lisa Martin. You're watching theCUBE live from AWS re-invent the leader in global live tech coverage.