 Live from Las Vegas, it's theCUBE, covering UiPath Forward America's 2019. Brought to you by UiPath. We're back, you're watching theCUBE, the leader in live tech coverage. We go out to the events. This has been a great event, UiPath Forward 3, the third North American event. And this is day two, we're just wrapping up. Brandon Nott is here as the Senior Vice President with UiPath, and Kedara Danny, who's the Vice President of Global Accounts at UiPath. So, you guys got a story. Yeah, yeah, yeah, we do. Brandon, what's the story? I mean, you guys, one was a customer, and... That's right, first customer. That is true, first customer. So, three years ago, something like that, when UiPath, we just started our global expansion. We'd got our seed funding round in 2015. We started expanding and building our global sales team, 2016. I joined in the UK, responsible globally for the banking financial services industry. And one fine day, I get a communication and email from a prospective customer that, hey, I want to talk to you about your platform. And it was Brandon over here. Brandon, do you want to tell them how you found out about UiPath? Yeah, you bet. I was interviewing a couple partners and looking at the different platforms, and found that UiPath really had what I was looking for, which is the openness of the platform, the ability to do training online and start my journey, kind of on my terms. And so when I reached out to Qatar, it was very much, how can you help me get started? I've already made the business case internally. I'm ready to go. What year was this? 2016. And it's interesting, Daniel Dinez last night of his keynote said, you know, we really appreciate you guys who joined us in 2016, because the product didn't have all the features that we wanted. You know, it wasn't fully baked, this was my interpretation. That's right. But I was saying earlier on theCUBE, the right move that UiPath made is you bet on simplicity. And you said, okay, let's get to market fast. Yeah. And you said, on your terms, what do you mean by that? So one of the things that I love about UiPath is early on there was a principle of openness. Let people download the software. Don't be afraid. Don't tease people and then say, come to our site and we'll give you a call, right? They said, come to our site, download. Try it yourself. Here's, there's free training. And as UiPath has grown, that principle is still very much present. You can go online right now and download, take free courses online. So what I wanted as a customer at that time was the ability to see it for myself. I wanted to make it real before I've made the investment. That was our experience. When Bobby Patrick first started, UiPath, who were they? He goes, go to the website, download a copy of our software, start building, you know, automations. I'm like, huh? He goes, yeah, do it. And then go to automation anywhere, which by the way is the sponsor of ours. We love, we're an arms dealer. We love everybody. You know, go to Blue Prism, get their software too. So we tried, but we couldn't. You know, it was call the reseller, we'll do what's your need. You know, we just want to play with it, you know. So, so that's what you mean by, that's right. Like on your terms. That's right. That's worked pretty well for you guys, hasn't it? It has. And you know, when we started off, right? Community has always been a pillar within UiPath's, you know, kind of strategy to make sure that RPA is available to everyone. We call it democratization of automation. And hence, you know, availability of the community edition, we go to the universities, students are able to download and use it for free. And now we've tied up with certain universities to expand the education system with getting, you know, when graduates pass out, they come out already knowing UiPath RPA. Yeah, we had the college of William and Mary on and Tom Clancy, they were talking about that. Now, I did my little review of the predictions in the morning, guys' predictions, he said that the students have come out of college are going to force RPA on their companies. Most college kids don't know what RPA is. I got, you know, I said, it's going to take a couple of cycles here, but then, so, okay. So, Brenda, why did you join UiPath? How did that all, you know, what drove you to say, okay, this is it. I'm going to, instead of applying the technology to make my existing company better, I'm going to. So I ran operations for a mortgage company and we had already automated everything that we could using the classic tools. And we were winning awards and it was, you know, people were looking at the work that we were doing and they were impressed, but I still couldn't get past a certain point in my automations. So bringing in UiPath allowed me to continue that journey, to keep automating. And after a while, the more that I was working with UiPath, we were, I was a guest of them at conferences, speaking with Guy Kirkwood and any number of folks, I looked at the culture of the company and thought, this is a place that I want to be. And I looked at the roadmap and where the product was going and what I was able to do with it as a customer and I thought I want to help other people do this. I want to help them on their journey get to this next level of automation that they're currently, they're being capped at. Yeah, well a lot of people hop on the bandwagon. So folks from AWS, you know, have joined. Gentlemen I know from Google, let's join. I mean, these are leading companies. Correct. So how are you guys spending your time these days? Respectfully. So as my title suggests, you know, I'm responsible for the global account portfolio and I'm spending most of my time with our customers trying to help them on their automation journey. So these are some of the largest global customers, big insurance companies, automobile industry, you know, Titans in that industry. And they've all been our customers now for the last two years and three years with a plan to kind of change the way they run their business, right? And RPA and UiPath, basically the automation platform that we have now with our new release come out as well is giving these customers an end-to-end transformation engine. So it is our responsibility now to make them, you know, more knowledgeable on how to apply that technology and get them successful with their plans for transformation and automation of their business processes. Right, and how are you spending your time, bro? I'm in product and my focus is attended automation. So classically, people are implementing unattended automation. This was the first big wave of RPA. Was really robots just working on a server somewhere, you don't interact with them, they just do their thing 24 hours a day. Now there's a huge push into attended automation which is having a robot on your computer and the two of you working together, collaborating in real time throughout your day. So we're looking to save time, to take out the wasteful, small processes that nobody wants to do, as well as create entirely new opportunities for value based on what the two of you can do together. How are you guys thinking about the way in which a user, a worker interacts with that bot and that automation? I think it's more like a dance and less like a task manager, right? So you might think in classic automation, click a button, go do this thing. Click a button, go do that thing. The automation is happening when you want it to. The way that our platform is written, the robot can listen to what you're doing. It can monitor for when you click on a specific button or for when you move files to a folder. So think about it less like a conscious effort to guide the robot and more as a collaborative effort where the robot is seeing what you're doing and taking action to help you and do things on your behalf and then letting you know when they're done. So the paradigm is changing for work and when you have a robot on your computer it's going to open up a new way of doing your daily activities. And the enabler there is what? Machine learning, machine intelligence. It's a combination of things. So think about machine learning and AI as just one tool that that robot has to use. Both CR as well. You know, we did a demo earlier this week where we took receipts, moved them to a folder. The robot sees that you've moved receipts into a folder, can bounce it off an endpoint and break apart those receipts using OCR, load that all into Excel and help you with your expense report. So think about things like this. Things you need to do, you do what you would normally do, put receipts in a folder and the robot takes care of the rest. What things can humans do that machines can't? Yeah, the ability to make on the fly judgment for complex cognitive tasks is very, very hard to replicate in AI right now because typically models are built on a set of specific information. We build our receipt and our invoice model off a ton of receipts and invoices. Therefore, the robot can make quick work of those receipts way faster than we can. But present an unstructured problem or an open-ended problem and an AI model might really struggle whereas a human can instantly make a judgment on that. So we want computers to do that, those compiled activities with the AI models that make sense for what they're doing and we want humans to be thinking at higher levels, at creative levels, higher cognitive and decision-making levels. So this is, as Daniel and others had mentioned, elevating the humanity when you think about it. But you definitely see some of your customers certainly talking about this as robots taking action, systems of agency, some people call it, on behalf of the human. And having to essentially make certain decisions but you're saying those decisions are well understood and safe essentially. Absolutely, when you deploy a robot, you don't just kind of hope for the best, right? You have a very specific use case and you've coded the robot for that use case. I love it when people say our compliance team is worried about the robot's going wild or we can have it go on the systems. But it can't do anything that you haven't consciously told it to do, haven't written it to do. So it turns out it's actually even more compliant because it can throw off logs and a paper trail as complex as you want it. So if I were a compliance officer, I would say get robots in immediately because I want more visibility into what's being done. So where do you see your customers going? So our customers, as Brandon was saying earlier, customers started with this unattended robots first because everyone was trying to get efficiency in their back office. Quick ROI. Quick ROI. And that is actually the core foundation for what comes next, which is the attendant automation, the robot for every person vision that we have for the entire global customer community of ours. I mean, the number of use cases where a human agent works with a robot now with having a robot on every desktop. I mean, simple things like expense reports, time sheets or even simple things like downloading emails and reports on a daily basis. You don't need to engage with multiple systems as a human agent. You can get the robot to go ahead and do that for you. And as Brandon was saying, you have much better control with the robot doing it than a human being who could potentially cause certain security or compliance related issues because a human agent could go easily off track, do something different whereas the robot has a certain set of parameters within which they work. All right guys, we got a wrap, but so I'm going to ask each of you, give us the bumper sticker on UI path forward three. When the trucks are pulling away from the Bellagio, what's the bumper sticker say, Brandon? Try and keep up. Yeah, go big, go big and go big now. Yeah, go bigger or go home. This kind of seems to be the theme here. Well guys, thanks very much for coming on us. Great, congratulations on all the success. You guys got a lot of work to do still. Yeah, sure. For sure and best of luck. Thank you very much. Very welcome and thank you for watching everybody. This is a wrap from UI path forward. You watching theCUBE, go to siliconangle.com. Check out all the news. We got a bunch of in-depth coverage of this show, RPA in general, we have five shows this week. So check that out and of course go to thecube.net to see what will be next week. Another big week, October has become the new May. So thank you for watching everybody. This is Dave Vellante for theCUBE. Thanks guys, great job today. We'll see you next time.