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>> Hello and welcome back to theCUBE in person
at an event, AWS re:Invent 2021.
We're here live with two sets.
Also virtual we've watched theCUBE on the site.
Virtual sits a hybrid event.
I'm John Furrier, your host of theCUBE.
We're here for three days wall-to-wall coverage.
Taking off day one, all about software, ISVs,
and also the value of the cloud.
We've got two great guests here,
John Grosshans, Senior Vice President,
Chief Revenue Officer Prisma Cloud at Palo Alto Networks.
Welcome to theCUBE.
>> Thank you for having me, excited to be here.
>> John Furrier: Sabina Joseph, General Manager,
Technology Partners from AWS.
Thanks for coming on again, good to see you.
>> Thank you John.
>> So obviously the story here at re:Invent
is Adam Leslie, new CEO taking over from Andy Jassy.
Tomorrow is the big keynote we're expecting
to hear that the cloud is going to go next-gen.
The next-gen cloud is here.
It's about applications,
modern applications and true Infrastructure as Code,
Security as Code, Data as Code.
Essentially, applications are now the number one priority.
This is a big thing.
This is part of the movement to the cloud.
So I got to get your guys' perspectives.
Where are we in that movement?
What are customers doing as they migrate to the cloud?
It's not just lift and shift.
They're like, okay, I got to re-architect my business.
Big things are happening.
What do you guys see?
>> Well, I think there's a couple of big drivers
at the highest level, right?
Some customers are thinking about
migrating their IT estate to the cloud.
They want to take cost out.
They want to drive agility.
They want to drive a better user experience
and you have other customers that want to innovate, right?
They want to drive innovation and leverage the cloud
for innovation and increase their speed of execution.
And as they look at that opportunity,
they're having to rethink DevOps
and which is making them also think more about
DevSecOps and how are they going to accelerate
that cloud application life cycle,
so they can take advantage of microservices.
And in addition to that, as we look back
on the last two years,
as we were talking about before we came on the air
in this unfortunate pandemic era
that will maybe referred to it as,
many customers been thinking about
their supply chains, you know,
what am I going to do with my supply chain?
How do I really take problems out of that supply chain?
So I can continue to serve my customers in my markets.
And it's also made them think about different ways
to approach their customers.
How do they reach their customers?
And then how do they fulfill, bill and continue
to nurture those customer relationships?
So I think those are the big drivers.
>> And the security aspect is so huge.
You guys at Palo Alto Networks, know this.
Just give us a perspective and reaction to that.
As people digitize their business,
security is going to built in from day one.
This is the number one thing we talk about on theCUBE,
baking it in from day one,
whether you say shifting left, whatever.
>> John Grosshans: Sure.
>> It's your business, you're now digital.
>> Yeah, one of the things that we think we bring
to CIOs and CISOs and to boards is really,
three different ways to get started
with cloud native security with Prisma Cloud.
You can start at the simplest of terms
with posture management.
I just want to inventory my assets
and know what I have out there
and make sure those are secure.
I want to be compliant, want to deliver
on compliance and governance for my board,
my leadership team.
Others are thinking about workload protection, kubernetes,
serverless, containers.
What am I going to do with those critical workloads
that I'm now moving to the cloud.
And then to your point, big push area
is shifting security left.
I've got to build security in,
right from the start of
that application development life cycle.
Change the way I think about CI/CD
and delivering those applications securely
in the cloud.
And doing it fast, now time to market on applications
is critical for customers.
And they've got to think about building security in.
So they don't have to rework those apps
and build security in later.
>> Sabina, let's talk about what you guys
have been doing with the customers
during the pandemic and how they're going to
come out of it with a growth strategy?
We had some great talks on our CUBE program around.
How the software development life cycle is changing?
How modern applications are being built?
And also Amazon,
you guys enable people to make money on top of Amazon,
because you make money too.
But how are you guys helping customers?
What's the big thing that come out of the pandemic?
>> Yeah, so while the pandemic has been unfortunate
for all of humanity, but through this,
we have really seen customers accelerating
their journey into AWS.
And security is top of mind for them.
As customers continue to digitize their software,
they are really looking for solutions
from Palo Alto Networks on AWS.
And what they're looking for is something very simple
and cost-effective which Palo Alto has provided
because of our long-term partnership.
And as John mentioned right, due to the pandemic
and many other factors around it,
there have been many constraints placed
on the supply chain.
But the economies of scale with AWS
has really helped partners and customers
address many of these constraints.
So we have seen a tremendous movement
into AWS the last 20 months.
>> Awesome, and how has the partnership
for Palo Alto Networks been for you guys?
Because I wrote in my article,
I just posted last night
around the preview of this event.
And my interview with Adam Selipsky
is that cloud is enabling the partners,
Amazon's cloud is enabling partners to do more
than be a point solution.
>> John Grosshans: Yeah.
>> We're talking about a platform, not tools.
I mean this tools, tools are great,
but this notion of superclouds are developing
where partners are leveraging
more than just hosting.
>> Right, great partnerships always start
and end with customers.
So one of the things we're most excited about
from Prisma Cloud perspective
is we now have over 800 calmly customers
that are utilizing Prisma Cloud and Secure Workloads.
And to secure their security posture management
and shift security left using Prisma Cloud on an AWS.
And the other couple of big ingredients
that we've had together is
really multi-dimensional partnership
that makes that all possible, right?
We're an advanced technology partner.
We've a number of programs that we run together.
And we've also been a part of a
handful of product launches and innovation launches
that we're super excited about.
Like what we've done with guard duty,
like what we've also done with auto provisioning
using control tower.
So multi-dimensional partnership,
which is always the best we think, starts with customers.
And then from there, what we've done is
we've taken a really intentional programmatic approach
as we think about innovation, programs,
and go to market together.
>> Yeah, just to follow up, you don't mind,
you guys have been very successful at Palo Alto Networks.
As your customer base, more sophisticated and smarter
around cloud, you got to add more value and be responsive.
What is the big trend in your customer base
you see with cloud?
Are they, obviously keeping stuff
on premises for certain things, obviously security reasons?
But also data's got you open up.
So now you have a more of a bigger data aperture.
>> Absolutely, absolutely.
And what's happening is what should happen,
which is customers are asking us to do more
and innovate faster.
And so, you know, we're really excited about
our recent launch at Prisma Cloud 3.0,
where it really expanded the platform.
We're now bringing an adoption adviser,
which is going to simplify the experience
for our mutual customers,
so that they can more readily adopt
CSPMs, CWPP and extend their utilization of the platform.
At the same time, we've made a number of announcements about
adding more value into our Infrastructure as Code approach,
we have a shifting security left.
So very excited about that.
So I think that, you know,
what we're finding is that we're needing to listen
to customers and quickly build and deliver innovation
in the cloud as they're all trying,
to your point, new use cases and stretching
their needs for cloud security.
>> I got to say one of my observations
of the past two and a half years,
even coming into the pandemic was security clearly
being baked in from beginning.
But the pandemic really exposed
those who were ready for it.
>> Yeah.
>> And that's a big point.
And now it's like DevSecOps,
no one argues about it anymore.
>> John Grosshans: Right.
>> It is what it is.
>> John Grosshans: Right.
>> That's a huge difference from just five years ago.
>> Absolutely true, absolutely true.
And now, you know, as you're seeing, you know,
partnering with AWS, customers are delivering actually
their end product in the cloud, right?
And that is the most critical relationship,
is their customer's customer.
And they've got to make sure
that it absolutely is a secure user experience.
Because now we're talking about customers identity,
payment information, we're talking about
critical customer relationship management.
Now all in the cloud and it has to be secured end-to-end.
So very exciting opportunities.
>> Sabina, you're under a lot of pressure now.
You have a lot of these big partners doing big business.
They have big customers, I know they do.
Palo Alto has lot of great customers.
How do you support them?
What you guys doing to continue
to nurture and support your customers?
>> Yeah, customers is the key word there, John.
So we provide value to Palo Alto and other partners
through a number of different ways.
But one approach that we take
is called a well-architected review.
It's a process which looks at the software solutions
through pillars of security, reliability, performance,
cost optimization, and operational excellence.
And the reason for that is we want to make sure
that the foundation for customers is laid
in the best way possible.
Because once you have that foundation laid,
you can really, really build and scale your business.
And so that is one of the ways
we continue to provide value.
And Palo Alto, we've taken the well-architected review
through all of their solutions.
Both the ones existing and the ones in the future.
>> It's exciting, I got to say,
I've noticed you guys have been using
the word primitives a lot.
Now it's foundational services
'cause what we're talking about here is foundation.
And a lot of the trends we're seeing
from your customers both
is they want to refactor their business value in the cloud.
The modern application trend isn't just about apps.
It's about business model innovation
in the software itself.
So it's asking the infrastructure to be code,
ask you to be programmable security with automation,
all that AI, this is a trend.
Do you guys agree with that?
>> Yeah, absolutely I do.
And I think what you're seeing now
from customer's point of view is,
they need to build security into
that application life cycle mental model.
They have to have an end-to-end vision of
how they're going to to deliver those applications
at speed and do it,
you know, utilizing cloud native architecture
so that they can have microservices
that deliver value and they're more flexible.
And that's part of the power,
I think of AWS and Palo Alto Networks Prisma Cloud
is we're enabling customers to innovate
at speed, shift left with security,
build security into those apps, take rework out,
deliver applications faster,
which obviously drives more value to them.
>> You know, I'd love to get your thoughts on something,
John, if you don't mind, while you're here,
we were talking about for reinvent around
major inflection points.
>> John Grosshans: Sure.
>> And every major inflection point
in the history of the tech industry.
Whenever there was a change of how people develop
applications, speed and performance was super important.
>> John Grosshans: Critical.
>> How do you guys see that?
'Cause you guys are on the front lines
with security performance matters now.
Whether it's on the cloud or in transit,
what's your take?
>> Absolutely, absolutely.
You know, it was really interesting
in customer conversations.
Even some of the customer conversations I've had today.
Every customer now starts a conversation
with some element of cloud security,
security posture management, workload protection,
identity data.
But they all are coming back now
to shifting left with security.
It's part of every single conversation.
Yes, primarily leaders in a posture management.
Oh, by the way, absolutely got to dive
into how I'm going to shift left and build security in.
And so that speed of development now,
I think is going to be a key competitive differentiator
for customers.
They're going to have to become experts at delivering
on that entire application pipeline.
>> What's your reaction to that speeds and feeds?
>> Well, it is, I believe it's really important
and we're trying to do
everything that we can help partners
like Palo Alto Networks with our processes.
And most importantly, scaling the business,
which I'm sure we'll talk about shortly.
How we work together to really get those 800 customers?
>> Talk about that, 'cause you have
the advanced technology partnership program.
Talk about what you guys do there.
>> Yeah, so first of all,
I want to thank John and the entire Palo Alto team
>> Thank You.
for building such an excellent partnership
across build, co-sale and co-market.
And as an advanced technology partner,
Palo Alto is part of four different competencies,
security, containers, DevOps, networking.
And the reason why these competencies are so crucial
is because you're able to list your validated solutions
with public customer references by use case
in each of these competencies,
which I think John you would agree
enables then us to do focused demand generation activities
through DevDays, blog posts, webinars, account mapping,
which of course generates those opportunities together.
And Palo Alto is also part of
our ISP accelerate program.
So our sales scene is in fact incented
in order to work with Palo Alto
and help them close opportunities.
And then also you are on AWS marketplace,
which enables you to do free trials
and enabling you to really scale across the globe.
And then we're also helping Palo Alto
across the globe with resources,
including public sector to help them scale their business.
>> The whole selling thing is interesting,
as a Chief Revenue Officer it's like,
oh yeah, I love that.
This is a big deal.
Talk about that further, I know the marketplace
is where people are buying,
but it's a joint sales.
Amazon salespeople sell for you, right?
Is that how it works?
>> We call it co-sell. >> Okay.
>> We call it co-sell
whereby we can share opportunities
with each other.
And when we do share those opportunities,
the sales teams are engaging together to understand,
hey, what's going on at the customer?
What are the pain points?
What are the use cases, value proposition,
and then going in together to the customer to win the deal.
And then continuing that relationship beyond
to continue to grow net new revenue.
>> Not too shabby, is it? >> Oh, that's fantastic.
>> Yeah, get more feet on the street,
so to speak and virtually.
>> There you go,
it works on both dimensions and to all the points you made.
I mean, we have some terrific mechanisms
we use together, you know, like Immersion Days,
DevDays where we're able to work with customers,
deliver well architected visions for our customers together.
And when we were both designed in,
it's obviously a great win for the customer,
enables us to scale.
>> I think it's a cutting
and not everyone gets these services to.
You have to be a certain level to get the joint selling.
Is that right?
>> That is correct.
That's an advanced technology partner
and also as part of ISB accelerate,
which is our very focused co-sell program.
>> Awesome.
Well, thanks so much for coming on theCUBE.
Really appreciate it.
Congratulations on a great partnership.
>> Thank you.
>> Two great brands, Congratulations.
Final minute, just what's your expectation
as we come out of this pandemic?
What do you see customers doing?
What's the one thing that all customers
are preparing for coming out of the pandemic?
What do you guys see?
We'll start with you.
>> Well, I think now customers are preparing
for acceleration in all of their routes to market, right?
Now they're having to anticipate
their return to some of the normal routes
to market that they've for some time now,
have been trying to reinvent around
and trying to drive primarily digital to go to market.
Now I think we're going to see growth on every dimension
with our customers,
'cause they're going to need to return
to some kind of normal with their supply chains.
Delivering through brick and mortar
and their traditional delivery models
on top of driving hyper growth
that they're already enjoying
through their digital go to market routes.
>> That's great insight.
Sabina, your thoughts on companies coming out
of the pandemic, looking for a growth strategy,
what's the pattern?
>> Well, I think they're going to prepare in order
to address this pandemic in the future, right?
(laughs)
or some calamity of some way, right?
But I do think that what I'm observing personally,
especially segments that have been slower to adopt
because they wanted evidence.
The pandemic has really increased that.
Whether that's vaccine research or treatment research,
it has really accelerated that.
So I agree with John, we going to see it all across the board.
>> I mean, one thing I'd say just to support
those two awesome insights is
that the pandemic expose what works and what doesn't work.
>> Sabina: Right.
>> You can't hide the ball anymore.
You know, if software's being used, it's successful,
if not it's self-aware.
>> Right.
>> You can't hide the book, cloud if it's not working,
you know it right away.
>> Sabina: Yeah.
Thanks so much for coming on theCUBE,
really appreciate it.
>> Thank you for having me. >> Thank you.
>> Okay, CUBE coverage here at re-Invent live 2021.
I'm John Furrier, your host of theCUBE.
Stay with us wall-to-wall coverage
for the next four days here in theCUBE.
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