 Okay, we're back here live in Las Vegas for Amazon Web Services, re-invent conferences at Silicon Angle and Wikibon's theCUBE. It's a flagship program, we go out to the events, extract the ceiling from the noise. I'm John Furrier, the founder of Silicon Angle. I'm joined by co-host Dave Vellante. Our next guest, CUBE alum, all little for channel director, technology partners at Tableau Software. You guys, we've done theCUBE at your event. You've got great customers. Also you guys are the poster child for what big data becomes, which is essentially visualization. And since big data has been such a huge thing, you're seeing visualization in all the presentations. Visualization is the new way to communicate. And you got to get the data in somewhere. You got to get it in the cloud. You got to put in some bare metal. So talk about your role here at re-invent, obviously developer focus conference, huge business movement to the cloud. Honestly, not a lot of conversation about big data analytics at the show, per se. It's low cost, it's infrastructure, it's cloud. There's some conversation about big data, it's not really kind of knocking out of the park. Yeah, so definitely excited to be here, as always, John. And we consider Amazon a very strategic partner of ours. And the cloud's role is undeniable in big data, right? It's the agility, it's the cost, it's all of that movement. And it's so, for us, it's a pleasure to be here. And we love engaging with our partners and customers. But when I look at cloud in general and big data, I think it has a growing role in an ever-growing role to keep its agile quick. And if you're going to fail, fail small and fast, don't fail big over a long time. And I think that's part of the cloud's role here. Dave and I always talk about how great your company is. Obviously, you went public, great success, great track, great product, just amazing success story. But at the customer levels, we just had Theresa who runs worldwide public sector for Amazon. And Dave and I always talk about the mentality of the enterprise bosses. They say, what have you done for me lately? So everything's about speed. So big data and visualization, talk to the speed game. When you can see stuff, okay, that's where the money went to. So whether it's government or enterprises, they need to get the apps built fast. They got to get the visualization. Talk about the trend that you're seeing around that. What are you seeing in the cloud? Why is the cloud so hot with Amazon? And why this whole enterprise conversation being picked up? Is it the apps that are driving it? Is it the businesses that want faster performance in terms of business value, all the above? What are you seeing? Yeah, so I think there's a couple of things there. You know, one, I think the cost of infrastructure is a challenge, right? So Amazon's cost point is a beautiful cost point for enterprise customers. And two, if you're testing out and you don't know the analytic that you're going to perform and all of that, you really want a test ground for that. And I think the cloud is one of the best options. I mean, spinning up infrastructure internally to do that is a very 90s way to do it. And we've moved beyond that. And I think that's part of it. And then I think our customers are getting more and more comfortable with the idea that the cloud can be secure. The cloud can be a place where you do real work and real business. And so I think that part of it's also fairly significant. We talk about DevOps all the time. And one of the things that we're excited by, we're kind of drinking our own Kool-Aid here. But the DevOps mindset is program fast, iterate, iterate, iterate. So the speed is important. So I want to get your thoughts on enterprise readiness for DevOps kind of mindset for cloud. Because again, a lot of experimentation, a lot of new things that are running. What's your assessment of the delivery from buying cloud and deploying cloud to how it's serviced all across the board? What's your take on the general view from the enterprise? What's going on in the customer's mindset right now? Yeah, I think part of it is, if you look at Hadoop, Hadoop was kind of the internal way of doing these things and still is for many customers. But you still have to invest heavily in the infrastructure and the setup and the resource that could do it. And the beauty of cloud is, at least from a tableau perspective even, is the business user doesn't have to worry about the complexity of that infrastructure at all. The biggest challenge is how you govern putting things in, right? But once they're in, you can just go and work and do the analytics. So I think that side of it is a big part of it. And again, that agility piece of it, the speed of either succeeding or failing quickly before you invest millions of dollars or hundreds of millions of dollars in a work effort. So it's a big part. So it's going to flip the expression around, not fail fast, but succeed fast. Yeah, and we never want to plan to fail. But if you are going to do it, don't do it big time, right? Yeah, yeah. Paul, a lot of your success and the foothold that you got in the market, sort of predated cloud. So as we see it evolving today. And you guys obviously have desktop version, you got server version, but the online piece is relatively new for you guys. So I wonder if you could talk about cloud as a disruptor, as an opportunity and specifically what you're doing with Amazon. Yeah, so I think we released online a little bit earlier this year and it's our hosted cloud version. And we didn't do it to replace on-prem and we don't believe cloud truly replaces on-prem. It's a compliment to it. And it's part of the big data continuum, right? It's the ability to cycle through and then when you find things that work, either put them in play on-prem or in the cloud depending on your choice. But for Tableau, it was just an undeniable piece that we had to get into and had to do something around because our customers most importantly demanded it of us. And there's still gonna be people that lag in the adoption and we'll still have a very strong on-prem delivery. But when I look at Amazon and this, I mean, they're the gorilla in the space when it comes to buying things online and marketplaces and all of that. So as I look forward, I think we're gonna, we'll look to get tighter integrated to more packaged type solutions with our partners and take full advantage of the fact that it's an e-world and people are more comfortable working in the cloud. So you look at Amazon as just a bunch of infrastructure that you can access, integrate with and a potential delivery platform down the road. Is that right? Is that how you would look at it? It's a delivery platform today with our question, we have existing customers and even when we were betaing our online version, we had a huge interest in this space. So I mean, customers are using it today and we expect that that's going to continue to grow. So what's the actual offering between that you deliver with Amazon? Can you talk about that a little bit? Yeah, so we really support AWS. We support Redshift, so we have connectors to it and we can work with the RDS implementations as well. So we work with kind of all of their technical aspects. We're not packaged today yet in the marketplace and that's something that we'll actually think about in the future, but as it stands, we have a very tight, both partnership from a development perspective and then from a go-to-market-field perspective as well. So it's a bring-your-own-license model today, is that right? Yes, it's a co-selling relationship today and bring your own license. Okay, so eventually that'll evolve because Amazon's probably going to want you to list in the marketplace. Well, how do you feel about that as an ISV? I mean, Amazon's language on its website is kind of funky in that regard, right? It says, well, we realize that many ISVs and I don't even say it that way, that many don't want to deliver in this model. So for a while we'll sort of give you a 12 month grace period where you can bring your own license, but eventually you got to get up on the marketplace. So what's your feeling as an ISV? Are you cool with that? Are you like, okay, we'll do it, it'll increase our market, we'll give them a 20% VIG or are you sort of fighting that? Well, you know, some of the language and things we absolutely have to work through, right? Devil is in those details, right? It really is. Well, you can tell just by reading the website, okay, this is some interesting conversations going on in the back room with ISVs, right? Yeah, but when I think when we look at it, it's another mechanism to support our customers and also create touches and usage of our technology, our partners technology. So I think we'll definitely look at the best way to make that go in the future, but as it stands now we want to make sure that our product integration is tight, that we support the features and functions of both sides and we'll continue to do that. I mean, you can make a pretty strong argument that expands your market place, obviously doing that, it's just a matter of the terms that you negotiate. I just, I can't imagine Oracle saying, oh, great, that sounds good, let's just go right up on the market. Yeah, I mean, I think it's becoming a more prevalent channel without Dave, and you know, in that way I think we have to look at it. So with you guys, it's all about the Viz, you know, you talk about the Viz, I love your marketing and your messaging, especially we had Christian on the cube and he talks about the old legacy BI players and he slows down his cadence and then at the other end of the spectrum, you got Excel. Now, having said all that, you got close to a $4 billion market cap, you guys are growing like crazy. I loved last month when all the shorts were out saying, oh, sell the stocks, you're going to get burned if you had the short squeeze that the stock took off again. So that was fun to watch. Everybody was running for the hills. But I guess the point I'm getting to is, a lot of people are watching you, seeing your success and beginning to model after you guys. Excel's trying to make improvements. We heard from Microsoft down at Hadoop World. You see the BI vendors. You saw IBM make announcements last week. So they're all coming after you. So that's good because it's a good compliment, but you got to stay ahead of the pack. So what gives you confidence that you can stay ahead of the pack and how are you specifically with your partnerships trying to leverage those to stay ahead of the pack? Yeah, I mean, I think first and foremost, Dave, I mean, from day one, we've had the same mission and it's to help people see and understand data and keep it simple, right? And we are violently committed to doing that. And I think our separator is the fact that we didn't architect our solution after the fact to be a delivery tool the way it is. We architected it to empower every worker to do their work. And I think everyone, I think it is a compliment to have people coming after us. I think we've defined the space in many ways. And we relish competition because it makes us better and stronger and we'll continue to strive going forward to keep our lead and support our customers and have the best in class product. And we believe it's the best in class. We believe that our competitors have strong products that are getting stronger. We also know that our product is getting stronger. We have our eight one release coming out very shortly. And we always look to evolve and change the way we've done it. So the competition's good for the market. It's good for our customers. And we believe that our vision, mission and focus on it is really our separator and our people are the best around. And we think that'll help us continue to do this. Well, it's like we're talking off camera. I think that the reaction of your customers when you guys made announcements at the show was almost unprecedented. And I said, I've got to give credit to Splunk and ServiceNow and Tableau. The three shows that we did this year were the most passionate customers. I've never seen anything like it. When a company gets up and starts quote unquote spewing its product wares, your customers didn't see it that way. They saw it as wonderful. You're going to make my life better. They're standing up and clapping. I mean, it was just, it was an awesome experience. So congratulations on that. I think you're walking that walk really well. I love that, Dave. And I was a former customer of Tableau's and kind of I drank the Kool-Aid and believe in the passion and the vision and the mission. And I think that's one of our separators as well. We have a very passionate user base and we have a great product that helps drive that. And we look to continue it. Paul, we appreciate you coming on theCUBE. We really like your business. Obviously, you guys are still growing. And we've been along for the ride. It's been fun to work with you guys, watch you guys grow, continue to be successful. I just tweeted Tableau's the last mile for succeeding. People see the visualization. That is certainly amazing. And who doesn't like eye candy when it comes to seeing what the data looks like. And we appreciate all your support with theCUBE as well for your events. This is theCUBE, our flagship program. We go out to the events. We start to see from the noise. We'll be right back with our next guest after this short break.