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>> Everyone, welcome back to theCUBE's coverage
of AWS Public Sector Summit live in Washington, D.C.
Two days of wall-to-wall coverage.
I'm John Furrier, your host of theCUBE.
Finally, great to be in-person.
We had a remote interviews.
We have a hybrid event going on.
We're streaming everything all over the place.
Next guest is Matt Mandrgoc,
who's the Head of Public Sector at Zoom.
The company that everyone loves and have happy meetings,
happening events.
Great to see you.
>> Thank you for having me today.
>> So, I'll say Zoom is in the center
of all the action pandemic.
Everyone knows what's going on with Zoom. Household name.
Company's exceptionally well on the performance side,
what's going on in Public Sector?
>> It's exciting. You know, over the last 18 months,
we've just exploded across all the marketplace,
both in federal state, local government and education.
And what's exciting is we've just scratched the surface
for our customers.
So, if you look at what we've done
in getting in front of inaugural events, courts,
legislation, all kinds of other types of meetings
and webinars, getting the message out around the pandemic.
It's exciting to know that we have that opportunity
to make a difference.
Now, part of this whole thing around Public Sector,
since we just scratched the surface,
what's exciting is how do we start to look forward
to the next 12, 24, 36 months in helping our customers?
How do we really add value in accelerating
that mission value for them?
>> You know, Matt, it's interesting.
There's two things that happened during the pandemic
that I point to and I talk about all the time.
The internet didn't break.
So, all those service providers that had the pipes,
good job, packets from moving around,
And Zoom, you guys really saved society
and educate, so many use this.
Education, government, meetings, courtrooms,
I never thought about the speeding tickets.
People have to go free Zoom.
All this stuff's happening.
Now, you've got a partnership with AWS.
What's the next level?
I'm assuming more immersion, more connections,
more integration.
What's the next? What's the plan?
>> Great question.
So, our next step is we looked at this relationship
and COVID, when we go into customers and go in there,
we go in there and then they go in there.
There's wasn't any synergy.
So, what we decided to do is come together.
So, think about this, Zoom and AWS
going into our public sector customers,
bringing solutions and helping them evolve, innovate,
and transform.
As they're evolving through this people-centric hybrid
network or workplace journey that they're going through.
And then the best part about this is these ecosystem
of partners that help both of us,
and be a part of that process as well.
>> Not to toot your own horn,
but we just had a remote interview on Zoom
connected to our gear here.
Here with a guest sitting right here, just now,
that's the kind of impact.
How is that transformed some of the government agencies,
like military for instance?
>> Great question. So, we had, one of the things that the,
even back in April 2020, the Air force was recognized
by military.com for recruiting
and how they use to keep their numbers up,
to get in front of recruits.
And think about this, if I'm a recruiter,
I can't drive three hours to go see somebody,
find out if they can join or not and come back.
Now they could use Zoom,
something that people were comfortable with.
Ease of use, simple, ingrained in the fabric
of people's lives.
Now they could have that, keeping their numbers up
and being recognized by a two star general
for what they did around the recruiting
and keeping the numbers up.
>> All right. So I'll ask you
cause I know you have a federal background with one.
You know the industry pretty well,
over the years you've stunned.
You've seen the old way now, the new way,
what's it like at Zoom?
Because you guys exploded onto the scene.
Been around for a while,
but once you hit the tipping point,
it was a rocket ship plus the pandemic.
Now you come into federal.
You've got FedRAMP issues, what do you do?
How do you get through all that?
>> We were excited about the fact
that we're really catapulted us.
We were at FedRAMP Impact Level 2, Moderate
back in April of 2019.
So, what set the groundwork?
So when the pandemic occurred,
we were able to explode forward, help our customers.
Now, we've even looked past that and go,
"What do we do next?"
DOD Impact Level 4.
We have an authorization to operate with conditions
from the Department of the Air Force.
And it was set as we go through our provisional process
with DISA.
The exciting part is, our customers can use this.
Now, they have a set of conditions.
Those conditions are basically guidelines of how to use
and set up an IL-4 call.
>> So, just Impact Level 4 is just below top secret
if I understand that correct, right?
>> So, Impact Level 4 allows our customers and the DOD
to use it for a CUI,
which is Controlled Unclassified Information
or FOUO, For Official Use only conversations.
>> Got it. And there's six levels, right?
>> Yes.
>> Five, six is like the ultimate,
like- >> yes.
>> super top secret, secret. >> Yes.
>> Okay, cool. All right. So four is good?
>> It's very good.
>> So this is interesting, in 2019,
you've mentioned that stuff.
That kind of highlights the whole Cloud way
before the pandemic.
The winners and losers tend to see who was winning
and who's losing.
And I think a lot of agencies realize the ones
that were in the cloud early before the pandemic
and the ones that didn't get there fast enough
are really lagging behind.
What's your reaction to that?
>> Well, you're absolutely right.
And the interesting thing about the pandemic,
what it brought forth is a horrible event,
but what it brought forth was transformation
that customers had to go through.
So think of it this way.
If a customer, you know, they were at all this equipment
sitting on staff, on site and they had to go home.
And all of a sudden when they went home,
legacy systems could not transform and allow them
to evolve into this work from home environment.
So, what it brought forth of these systems
that were just not capable of being able to scale.
And all of a sudden, as they went forward,
they were able to go ahead and us.
For us, it was easy because ease of use, scalability,
innovation, extensibility and security,
allowed us to really jump right in there.
And as people I mentioned earlier,
it became ingrained in the fabric of people's lives.
So, the ease of use for everybody made it easy for them
to move home.
>> Yeah. And that's a big impact.
All right. Let me ask about the Amazon Marketplace,
AWS Marketplace. News there? Share.
>> Yeah. We're excited we announced over the last two days,
we've announced our relationship with AWS,
and the AWS Marketplace via Kairosoft.
So, Kairosoft is a world-class public sector distributor.
The great relationship we have there
that help us really accelerate this relationship
was Amazon already had that AWS Marketplace distributor.
We had Kairosoft as our main distributor
for all Public Sector, solar suburb.
So, the relationship already there
and with the integration with Tackle.io,
allowed us to really accelerate this relationship
and be able to transact for our customers.
And you think about the transaction,
now our customers can start to leverage AWS contracts
and accelerate the pieces that they have across there.
>> Talk about the Tackle.io piece, how does that fit in?
Cause you've got Kairosoft, Distributor, Zoom,
what's Tackle do? They integrate?
>> Tackle was just the integration piece allowed us
to get these transactions going for back and forth.
So, the transaction you think about,
a customer will buy through AWS contract.
They'll get transacted through the AWS Marketplace
at Kairosoft, and it come to Zoom from there.
Tackle.io was just the integration piece
allowed that to happen.
>> Yeah. And just a plug for Tackle.io.
Those guys are start-up that's growing really fast.
They make it easy.
The Marketplace is not that easy. (laughs)
Dave McCain would argue with me,
but yeah, it's can be unwieldy,
but they manage it and make it easier.
>> Matt: Well, if you think about typically,
if you had direct integration, it would take you many months
to get through that process and a lot of times.
This helped us, with the Marketplace being at Kairosoft,
and Tackle.io, allowed us to really accelerate
this relationship.
>> I mean, that's a consumption model in the future.
I mean, you're looking at, from a Zoom standpoint,
you look at the marketplace, that's just more distribution.
That's a selling vehicle for you, right?
>> Exactly. But it's also, you think,
but it's selling people for us.
But you think about it from the customer side.
If they have a contract already in place
and they have consumption, you know,
minimums they have to hit
and they can be a part of the solution set
now that we come together.
It really becomes that, "Hey yeah, it's easy to use
as a great way."
But now we're giving, as we mentioned earlier,
an acceleration point for our customers
to drive that innovation and quickly procure it.
>> Now, you've been around the block on Public Sector.
You've seen the waves of innovation over the years.
Now, it's kind of like the perfect storm.
Multiple waves colliding into a big wave with cloud
and with the new normal that's coming.
From telemedicine to education, to military, to top secret,
to distribution via marketplaces cloud scale,
where there's now a new stack emerging,
horizontal and vertical.
What is your take on that as a industry participant?
You're like, "We're putting perspective."
Like how big is this compared to what was once other waves?
>> Well, you know, what the pandemic brought forth was,
as Max mentioned earlier today in his keynote,
it really accelerated transformation of people how to do it,
which would may take three to five years.
Took weeks and months.
Now we have the opportunity to go forward
and really push this and say,
"How do we transform while this pandemic happened?"
People are now, the governments are, in education
are now looking at transformation
on how they accelerate this for the next five
to seven years.
Because the decisions are making,
the money they're settling,
and the investments they're making
are transforming how they're going to do that.
And they realize they cannot do it
the way they did it before.
>> Well, congratulations in all the success
that Zoom, for you and your teammates.
Eric, over there as CEO and Collin,
and the rest of the team, Ross Mayfield, amongst others.
We love you guys. I think you're great company.
You really made a dent in the universe in a positive way.
I'm looking forward to seeing what's on the roadmap.
IOT devices, edge, what's happening?
>> Actually, it's great timing of that
because we just had our Zoomtopia.
So we announced a number of different innovative things
that we've done out there, white boarding and such.
That really is going to come forward.
So I would encourage everybody to go to the Zoom website,
look at some of the videos we had from Zoomtopia.
Talked about some of the actual, really cool innovative
things that we've done.
>> John: Yeah. Yeah. I mean, almost imagined
was the camera technology, the collaboration technology,
things are going to be a little bit different.
It's not going to be what people think it's going to be.
It might look different. What's your view on that?
>> I think it's going to look different than it was a year ago.
I think it's going to look different than two years from now.
And so, with innovation, we look at,
we have hundreds of different innovative things
that occurred out there.
So we look at, you know, virtual classrooms,
things that they have out there to change the environment,
to make that feel like it's a real life experience.
And that's what makes the difference on us.
>> You know, I watched companies like Facebook saying,
they're going to drop 50 million into metaverse
for the next two years. They're throwing engineers at it.
But all it points down to is a better user experience.
That's the goal, right?
To make that user experience immersive, clean, elegant,
simple but effective.
>> Yeah. It's intuitive.
It's the number one thing I hear form every single person.
They want something easy to use when the send them home,
they want to be able to turn it on for it to work.
And we had one department, one agency has sent people home.
They found the productivity was doing so well
that they actually have decided to hire people
in different parts of the country.
It's very specialized group around, it moved the D.C. area.
Now it's changed the whole scope of how you bring people in
with these different skillsets,
how not having a move to an area.
We'll be able to leverage them at a remote location,
but really embrace that expertise.
>> Matt, thank you for coming on theCUBE,
Matt Mandrgoc, Head of Public Sector.
U.S. Public Sector for Zoom.
A name you're going to keep hearing about more and more.
It's not going away.
Establish themselves as the leader in collaboration,
certainly video meetings, conferences, events.
Thanks for coming on.
>> Matt: Thanks for having me on theCUBE.
>> Okay. Well, more coverage from a live personal in-person
event with remote Zoom's coming in as hybrid.
It's theCUBE coverage of AWS Summit 2021,
here in Washington, DC.
I'm John Furrier.
Thanks for watching.
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