Making Cloud Procurement Easy with AWS Marketplace, Automation, and Governance



[Applause] well good afternoon and thank you for joining us today I want to see if we can cover three specific topics in our session today I want to give a quick update an overview of AWS marketplace service for customers to find by trial discover and deploy third-party software on top of AWS I want to talk about some of the procurement innovations we've developed and some of the solutions we have to help folks on the procurement side and lastly we have a number of our distinguished customers that are marketplace users that will come up and give a panel discussion today before we get started let me pull the room a little bit how many of you are from the classic IT shop operations development and a show of hands okay about a third of you what about classic procurement governance operations teams okay a couple hands how many of you are ISVs or software providers solution providers okay also about a third so we have a third third and a third there's there's no question that the vast majority of workloads are moving to to public cloud and as they move to public cloud about 75% of those workloads going forward into the future will be running in SAS style applications we hear from customers in the public sector space that they're really a couple core reasons why that is the top reasons customers tell us that they're moving to the cloud is innovation the ability to spin up systems and infrastructure to trial to test to pilot and it's just situations work they can scale and grow them if those platforms or apps don't work they can spin them down and retry again the agility and speed that the cloud enables really helps our customers support their missions and grow faster another factor in most cases customers find that moving to the cloud helps them with our cost lower the cost model and then trade capital expense for operating expenses and let AWS and their partners do the undifferentiated heavy lifting of the infrastructure really what this leads to and very important for our public sector customers is mission effectiveness how do they serve citizens better how do they get the mission going how do they get outcomes with research or citizen services or community services well we hear also from from these customers is once they get clouds start it there's some struggles very often with software procurement you have your cloud infrastructure in your cloud platforms but that third party ecosystem sometimes is a challenge or struggle and some of the challenges that they've raised to us and we've heard again and again how do I manage all my licenses how do I know who's using what piece of software I've license might my my software in a legacy infrastructure environment how do I control governance who gets to launch it who gets to control it how is it deployed other areas around around a software management of that catalog things like my licenses actually may not transfer to the cloud how do i security credential all this software that runs in the cloud and when we look at customers an average public sector organization a large enterprise has about a thousand application portfolios this can scale up or scale down but when they come from a legacy environment usually classics physical server architectures or virtual architectures what customers tell us and the stats we've seen from the market is about a third of the applications they have when they move to the cloud will move with no problem software licenses work that platform works there's there's a supportive model there to go to the cloud but a third of those licenses actually will need to be reelected modernized transformed and that last third customers are telling us they're actually going to abandon or replace or actually won't move to the cloud on average customers the large enterprise customers and public sector organizations use somewhere between 300 to 500 software vendors and this really raises a large potential for rationalization if you look at the right side of this slide customers have a lot of choice on how they're gonna run their future state applications whether it's a software as a service model where they outsource the operations and run or whether it's something like service or they lose to run in containers they use standard machine images standard virtualized images the Amazon machine image in our parlance or in some cases they have to run on Prem for different business or operation regions it's estimated now when you drill down a little further into the stack that about 15 percent of of an organization's budget is spent on third-party software that's the working model and when we talk to customers they have these three levels of segmentation usually somewhere around five very large vendors that make up about 50 percent of their budget these are the classic large large vendors that they'll spend time doing an enterprise licensing agreement and big large enterprise vendors for for infrastructure and platform where this gets interesting and where AWS marketplace is designed to specifically help both the IT side and procurement is when you move down to the next two levels organizations tell us they have about 50 applications that are their strategic applications and on the procurement side they want to spend their procurement cycles which is often a rate limiting factor for how fast they can launch and deploy applications and get contracts closed they want to spend their procurement cycles on the 50 source selection vendor selection the right terms security vetting deployment architectures on the 50 and then on the 500 what organizations are telling us is they want to spur that innovation if you have a two-week sprint or a DevOps cycle you can't do a multi-month procurement and source selection to support that for that DevOps cycle so how do you use tooling automation control and governance to allow your teams your technical teams to get that 500 different vendors within boundaries guardrails and controls and get that software up and running quickly AWS marketplace was designed and built to specifically help customers with this style segmentation AWS marketplace is a managed and curated software catalog with an ecommerce store front that helps customers innovate faster and reduce cost by making it easier to find by immediately deploy and manage third-party software one of the unique things about AWS marketplace is it's all integrated on the AWS bill so when the customer uses software at a marketplace that software and the consumption that software goes on there AWS bill as well as all of the tooling that AWS has developed for for billing management cost allocation cost forecasting and cost tracking AWS marketplace has over 4,800 different listings from 1,400 different software companies and if you look at that additional stat we have 230,000 active customers a month that are using AWS marketplace I think this stat is interesting because just about two years ago that number was a third of that size that gives you a sense of the growth in in software market places not just AWS but marketplaces in general marketplace is available in 18 regions around the world including AWS globe gov cloud us are regulated region for for customers that need a higher regulatory based baseline FedRAMP high ITAR see just for example AWS marketplace is also available for our intelligence customers under the c2s contract in our intelligence community marketplace so looking a little bit more into each of these categories first on the find part we have 39 different categories of software to help customers look and and drill down into each of these software catalogs as a classic app store you can go to the catalog and say show me the software in the networking category the security category storage category and you could search and find software in each of these areas also some new categories such as Big Data machine learning we have a containers marketplace what we find and customers really love is actually aligning the the software usage and the software model in the in the by category based on the use case of the software right so if I have a short term tool I only need for a couple weeks or a month I don't want to actually license that tool for a year for my entire enterprise I want to align the use case and with the use case the software to drive the pricing model not the other way around so first we offer free trials if you want to test three or four products a dev team can go into marketplace download deploy set up three or four products very quickly in a morning test and trial those products realize to don't fit the use case and then do some technical evaluation in the afternoon on the final two and make a product selection by the close of the business day oftentimes without even talking to a software vendor that's that innovation in the agility that customers love if you have a use case like a firewall or an operating system that's gonna run seven days a week 24 hours a day you actually want the value and the discounting options to run in a monthly or annual model we also support bring your own licenses if a customer has an extensive install base you have developed firewall rules or processes you have a Teodor security approved a certain software stack and your operating team is comfortable with that software stack and you've licensed it many software providers allow you to bring that license right into the cloud on the deployment front we have a number of different deployment op options that you can roll out right into a WS @ reinvent just this last year we announced two new deployment types we have a containers marketplace over 200 different containers pre 2 pre-built and predefined and the billing entity is the container itself we also have a machine learning model for machine learning algorithms and models that run under Sage maker or Jupiter notebooks we have over 230 of these machine learning models things like body part detection facial recognition check scanning and one of my favorites music style detection if anyone wants to bring their playlist to me I'll let you know if you're playing country or or rap after the session with the machine learning model at a market place of course SAS CloudFormation Amazon machine images and even API is out of out of market place I mentioned gov cloud theresa carlson in her keynote just yesterday morning announced that we have over 11,000 a 1,100 different software listings in in gov cloud that are available for customers who need that higher regulatory baseline and that accreditation one of the things we hear from customers is this challenge between going fast and being regulated in governed we we call this distinction the ducati crowd once it goes quickly as possible to find install and spin up software they don't want any kind of boundaries or regulatory items that's that DevOps team that needs a new tool versus the Volvo crowd who want to strap in seatbelts buckles airbags child seats right and what we find and actually what we've built into marketplace is you really need to do both you need governance and you need speed at the same time I don't want to spend a couple minutes sharing four specific features that enable you to balance both of these sides of the equation first feature I want to talk about is private marketplace well we heard from customers as 4,800 listings is just far too big you know we don't need 50 firewalls our organization it's actually standardized on one firewall and we want to give our users the option to use a second firewall and possibly so what private marketplace enables the authorized user to do is curate that software list for your organization if you have an enterprise license if you have terms and conditions if you have byl or you want to put some free software into that private marketplace you're authorized user can set up that catalog and a master payor account or in a child account you can put your logo your color scheme and your deployment mechanism on that and then allow your users to access private marketplace a lot of value for organizations again that governance and control for the titles that you want to actually use or enable your your organization to use you can also use things like I am roles to control who gets access to the marketplace and who can put products or listings there a second feature that we've deployed is enterprise contract for AWS marketplace two years ago what a group of is fees software providers and a group of customers told us is one of the major challenges for them with third-party software is negotiating the terms and conditions and they spend a number of months I'm sure all of you can share some stories in this exact kind of scenario they spend a number of months going through these terms and conditions indemnity liability warranty applicable law so they said as a community we had 12 software providers and 12 enterprise and public sector customers can we get our legal teams together to develop a cloud software EULA that we can actually all agree that we can conduct transactions on and it'll cover 80 to 90 percent of the court terms and conditions to make this easier so we developed enterprise contract for AWS marketplace that does exactly that the nice thing about this model is we now have over 73 software providers and 600 different software listings that can use enterprise contract and you can append do an appendix to enterprise contract if you have HIPAA or if you have another set of community terms something like a set of far terms or a contract set of terms like NASPA or your own specific terms you want to append to it this actually helps organizations just move faster down the contracts path and put some of the negotiations off the side to speed procurement deployment and automation here's a snapshot of some of those 73 software providers that are allowing transactions through enterprise contract and listen list is growing every day security category network category application development and a number of databases business intelligence and other products their customers also told us that they love the standard listings I see a product listed there for a one-year term I like that one year term but it doesn't exactly meet my needs I'd like to do a three year term for that same product of like a larger discount and actually I want to pay on the third Thursday of every month that has an R in it so what we've deployed is this concept called AWS marketplace sell their private offers that enables you is the buyer the buying organization and the ISV to negotiate what is the price what are the contract terms and apply your own contract terms or the agreed to set of contract terms as well as the payment and billing invoicing mechanisms what we're doing with private offers is enabling a digital transaction for the buyer and seller to digitally handshake have that agreement and then fulfill that transaction very quickly customers have loved this model it's also available for subscription-based products where I say I want a three-year term or for consumption based products over same period of term either on the south side or the ami side or our different data types the last category I wanted to mention a last feature I wanted to mention is this concept called consulting partner private offers many of our public sector customers actually have a vehicle or a schedule or a procurement mechanism they're working through and they have authorized resellers or authorized contract holders that they need to work with or work through what we've done with consulting partner private offers is we've enabled that vehicle schedule holder to take marketplace products put them on their vehicle and schedule be the seller of record along with the AWS services they're already selling to sell marketplace software as well with the terms and conditions that you've agreed to this is a big value and you can via your authorized reseller you can use the contracts that are already in place some of the the resellers and partners that are already in this program include DLT Kairosoft four-point smart onyx and annika so let me see if I can put a couple of these in perspective this chart shows a couple of the options and I want to illustrate this as basic procurement workflows and maybe this will prompt some thoughts on how to use marketplace in the context of your organization your current policies your processes and your procedures on their first rule across the top is this concept of bring your own license you have the license you have the software you have the keys that software provider is in marketplace you go to marketplace select the software you bring that license key that the ISP has already provided to you software spins up in AWS environment and within minutes you're up and running and operational again the thing I want to mention here is that software that's deployed through marketplace is the that is V's best practice architecture it's they're set up with their model that's proven to run on AWS the second category is using the standard terms and the public licensing terms and the public pricing that's right on the catalog classic marketplace the prices listed the terms and conditions are listed again the authorized buyer would go into the marketplace fine the selected software purchase it do a click-through EULA and then subscribe and deploy and I'm in a matter of minutes where this gets interesting is the next two rows down if you see a product in the marketplace today like like a Dhruva or a Splunk and you really like that product but you want custom terms you can work with the ISV and negotiate price terms or duration and then also negotiate and agree do a handshake on that EULA and in a matter of days two weeks that can be up and deployed and running with the procurement automation features we have and the last row is enterprise contract you could subscribe to software and actually choose to use the enterprise contract that's there or append or amend those terms and conditions with with an agreed to appendix that gives you a little perspective on some of the automation that's available so putting this in context I wanted to show a picture of how this works for for a large customer in a up and running operational AWS environment what would this model actually look like in production on the left hand side a customer has some business cases they have a use case they're going to migrate into AWS there's a number of tools there that AWS provides third parties provide systems integrators provide as well as some marketplace tools actually to help with the migration customers usually publish or migrate into something like AWS Service Catalog that enables them to have governance audit controls launch controls role based tagging service catalog or control tower and then they could publish products marketplace products or third-party custom developed products into those catalogs when they're ready to launch and deploy authorized users authorized roles can launch and deploy right into production environments in the cloud it's also important to note and why I love this slide is it shows the context in the AWS ecosystem remember centralized billing all the cost controls all the billing management all the tag options who actually has deployed my software who's using it when was it launched the my software page right the AWS console shows all of these details the security framework as well as wrapped around this entire infrastructure so as I bring our panel up some some may be ways to start or some things to think about if you're if you're looking to evaluate marketplace or expand your your usage first just to think about how you can look at look at marketplace in the context of your policies and processes you have in your infrastructure today looking at what's available in the catalog what fits your use cases so what fits the model of the software you're using thinking about in that second category how do you shift traditional multi-year I'm gonna buy it peak to a consumption based model for your users either a pay-as-you-go model or a SAS contracts model and then the third area how can you leverage some of the procurement automation features possibly a private marketplace private offers for negotiating those terms and conditions to help you accelerate your your outcomes I want to mention those last two links there we have some overviews of marketplace as well as some solution areas specifically designed by ISVs for public sector we have a number of smart city applications applications like Rubicon we have some security and compliance applications for public sector customers across the board on that public sector page there that are pre-built for the use cases that that are public sectors and customers have asked for so with that I want to move towards our panel and we're very fortunate today to have three of our customers with us let me start by asking each of you to introduce yourself sure my name is Brent Bain I'm the lead systems architect and cloud architect for Best Friends Animal Society my name is Aaron Wright ami system engineer for the University of Notre Dame I work for the main office of information technology we provide all the internet and implications for services on campus hi good afternoon my name is house Prakash I'm a senior cloud architect with now I managed the engineering team there it's a small federal contractor we are an Amazon partner as well we have contracts with NASA and NOAA so I'm here to share some contractor perspective on how we use my place excellent and and maybe we can start with a little description about how your your agency is moving to the cloud and the things they're doing to transform the workloads they're moving to the cloud yeah sure so Best Friends Animal Society is an animal where well for organization a non-profit we are centered our main focus is to end killing in the nation shelters I of dogs and cats 4000 dogs and cats killed in animal shelters every day we moved our web environments to AWS about 10 years ago and that was working really well for us about four years ago we actually looked at moving some internal workloads we were in that spot where we were looking at an upgrade of one of our critical applications and our CIO had a cloud strategy and we were like ok we're gonna do this upgrade we have to buy a bunch of hardware and she said but we have this cloud strategy and in two years we're gonna have to do it all again and she said well let's just move that whole that whole focus up so since then we've moved all of our critical applications out to AWS and we're continuing to do other things not just I workloads but we're doing a large data project collecting data from all the shelters around the nation and starting to play around with a little bit of machine learning and we started around about 2013-14 we had our university president and came back and said hey how we communicated to our parents if we had an incident unfortunate tooth a Virginia Tech incident a few years ago and if we had our communication line sister were to go down so we started to investigating with the for concept we're using moving our WWE website out to AWS and once we've moved that out there we had to make a determination how we were going to communicate from there for on to our parents and anybody that's outside the university we also looked at okay one of the things that could happen on the university of as far as natural disasters fires we have an airplane that's inline in the university and it goes crashes into our data center while we were having some of those things some of those discussions we were looking at other services to move out there and have right as of right now we have 85% of our services moved into the cloud and our data center has shrunk down tremendously to about 10 to 15% with that said we had to look at what can we do to back up some of those services and we looked at the AWS marketplace to help us to determine what we could use to back up our ec2 instances or file systems etc and we found a solution out there and it's fairly easy and it took a matter of ministers have it set up and we've been using that same solution since 2014 and for me I've worked with for federal agencies over the last 19 years NASA before that CMS NIH and then FEMA and in the last couple of years I've seen and what we're seeing is again a lot of movement towards the cloud but really embracing the develop cycle so for us whatever the customer is is looking for you know you're in you're out we've moving the applications and several instances up in the cloud so it can share some maybe some of the common process or cultural challenges that your organization's have when they're migrating and moving to the cloud Erin maybe you can start with this one yeah definitely I think our biggest shift with cultural change within an AWS we were primary shop with the on-prem with the infrastructure services and it was a big adaption to as far as technical skills and we had to learn how to adapt to that but after time it became more and more more easier for us to do that and we became and changed our culture change but in the meantime we actually changed our workflow in our processes at the same time we adapted of documentation of our services and we have architectural designs and we have procedures of disaster recovery now and what has been evaluated what's it but how's that how are those those services built that's some of the greatest things that we encountered it became a seemed like a negative efforts but became more of a positive and it's something that we embrace yeah for best friends I we went through an initial phase of is the cloud gonna be able to support our workloads again RC AO decided that we're gonna move our our most critical application most heavy workload and application out to AWS and we were given about three three months to design the end and test and learn AWS it was it was an incredibly short amount of time but AWS allowed us to move really quickly and in terms of a cultural change one of the things that we still struggle with I is is our headquarters is in southern rural Utah and we have one internet provider they have one fiber connection it frequently gets cut just a couple weeks ago it was down for about eight hours and that means our whole headquarters goes offline with everything that we have in AWS now we've we've expanded nationally and we had the reverse problem so I we have the external locations that couldn't communicate internally so at least we're supporting them now but from a cultural standpoint we've had to really evaluate every single thing that we put out in AWS and identify what's gonna work best out there versus keeping it on Prem I I can share that so early I used to manage develop shop now it's more for sis off shops and the the difference the two between the two especially as they approach the cloud you know cannot cannot be more and as we begin to accept that we all turning into developers beef with infrastructure will be its application that mindset changed that with cloud you know the incident doesn't have to stay out it can come down anytime and just taking that approach to managing your infrastructure or DevOps approach is helpful so so when we think about some different initiatives that we've seen from public sector customers things like cloud first certain certain cloud initiatives and strategies what are some of the best practices your organization's are using to modernize and specifically maybe software procurement or software acquisition processes again I can take that so in terms of best practices what what we are learning is is like what you talked about is doing a you know shooting for an MVP not so much testing it out and this gives you the ability to download something right away software as it should be right you know snap a finger you can have that system and you can start testing it out once you have had that the testing and you talked about in a day where you download in the morning you download a couple of versions and then after noon you do a quick evaluation that's speed and and and that is becoming part of our best practices you don't have to go and buy the full sheppy and just buy a piece of that test it out and then from there I think one of the best practices that we've started implementing is to actually make sure that we check it if software is available in the marketplace something that that I wasn't part of our practice that we just always reach out straight to the vendor and that's really saved us some some time more recently with being able to much more quickly deploy applications yeah we have a similar model that she had on a previous slide where if it doesn't if it doesn't fit SAS first then we go down to the next model if it's an AWS and if there has to be on pyramidal fourth one of the things that we do have with is if they with we do have an agreement with you know internally as far as purchase in any better you guys marketplace but if we have to bring our own license then we have to go through the approval process and through our lawyers on campus and it takes a little bit longer time but we're hopefully trying to rectify that a little bit better and get that process yeah that are there any hot-button issues around this topic of software procurement to jump out you know security vetting contract terms pesky sales people from recipes from for best friends as a non-profit we don't really run into that a lot we were pretty we I if we have a need and the budgets there we can we can just go out and make the purchase I think there are a number in the audience that are coveting there I and and same with with with licensing we do tend to try and do the BYO l as a non-profit we try to we hope that vendors are willing to work with us on pricing but it's it's been a really smooth process for us we do have some internal organizational issues I mean we have highly vetted information security team they use is the nie St model as far as their security standards are required there's a lot of vendors out there that requires high privileges of I am role and security set my house within to get some there the software activated and it's totally understandable to integrate within the AWS infrastructure but then we go back to the vendor and we ask hey can we actually remove this attribute that's with this permission set and sometimes they could say well at the beginning of the installation of the software but afterwards it's done you can probably go ahead and remove that from your I am role but most of the times it's our bottlenecks within with internally with our information system security system but we're working heavily on trying to rectify those issues talking about best ski sales I can I can share one experience so I work with an agency previously where we are part of a project and the software was being procured the traditional way and it took about six months for him to come down pass through the procurement cycle mm-hmm have other guys put it on a system make it ready for us to start using it and in that six months we we develop a prototype on Amazon but it still was a long long wait right and and now at at NASA we just regard approval and in a matter of minutes the software is being tested like that's how quick it was and just contrasting the two I was was you know what was telling now I know all of you are using some different marketplace products do you have a use case or two that you can share about the products you're using and actually how it helps you with your mission or your outcomes yeah definitely a we have a currently using an two WS CPM I did an analysis of a price justification on if we were to develop our own backup software on-site how many people would we need full-time to do it and how long it would take and what would be the requirements to keep that software up to date as AWS does change their API calls it came to be out quite a bit of money versus us going out and purchasing it and bringing in our bring your own license in and we saved probably about three group 75 percent of the cost that we would bring in on-site to develop their own software so for us to go out today AWS marketplace to get a machine up within five to ten minutes and after configuring it was we saved a lot of time energy oh yeah we're also using CPM and and backward again when we were doing that initial migration at that first workload we had three months and that was going from not knowing nothing about AWS we had a different team managing the web environment to being able to Ryan I critical workload and we needed something that that could be done right away we're also using Open VPN on several of our AWS accounts and that one's really nice press they there's a free license so we're using the free one where we can and then we have byl BYO a licensing on our other accounts so we are also using cloth production not just CPM for for backup reasons and we also from marketplace and we also got Splunk from marketplace one of the you guys might already know this but if you want to just script everything out from the marketplace on the product page you can get the ami ID and then throw that on your CLI or whatever template you have and you put that in your dev ops process for build and infrastructure right yeah so those two applications can you walk in please excellent so thinking about the folks from the industry side both in the room and and to Amazon as well are there any best practices you've seen working with industry whether it's the ISV providers or systems integrators vehicle schedule holders best practices you've seen that I think could benefit us and in partnership supporting you as customers I guess I'll start I think one of the things that I I've run into so we have done quite a few evaluations of software through the marketplace and one of the things that that I've run into is that not all instance types are always supported and then you're stuck with that instance type forever so if it was an instance type that is being deprecated you're still stuck with it so I'm just making sure that that that type of thing is is identified when you're when you're launching the instance before before it becomes production that was a painful lesson for us yeah I mean for us it was definitely a learning experience I mean we were you're on a cloud project for four and a half years and we we were definitely learning different best practices as as we went along it was always evolving and changing I mean one six months ago we would be doing something different and now we're doing a changing our workflow processes six months later we currently use a product called ServiceNow to do our change management and to keep our C and D be in line but as far as doing procurement for software we definitely need to for us it priority to vet our evaluation first and try to get that recommendation ahead of time because usually if we had to bring our own license on we have a minimum of two months to have that procurement to be vetted through our procurement services in an ESCO through our general counsel which is our lawyers and they have to go through the you left you a fine-tooth comb but through the marketplace there's already a great agreement there so if we didn't have to use a bring your own license then it's a lot easier Aaron we've heard of actually some customers that are doing very similar model where the previous set of software ahead of time and they make packages or groups of packages that are authorized for their users against a security a compliance legal terms and conditions so any other benefits your organization's are experiencing from using a software catalog or a digital software catalog anything else you'd like to share there it sure makes trying stuff a lot easier and really quick like like you were pointing out earlier where you can launch five products and and then go through and be like okay these three didn't quite work the way that we wanted and then do especially with the free demos I'm having 30 days to actually then do a technical review of applications has been really useful so note all our industry partners you have to have free and pilot trials and marketplace no I definitely agree with Brent here 30 days is a great evaluation period sometimes 60 days would be even better depending on the timeline of your project but it's quick and easy painless is the key word painless is to set up and evaluate in a software that's on the AWS marketplace and get it within your environment with a matter of minutes issues great yeah and and you know the slide that Matt had about the pyramid the Jakarta crowd and the wall will crowd I think that's what I would like to stress again is it's really easy at the same time if some governance around some guardrails around how you go about using it just to fall back on want the earlier questions on best practices again even though it's through the marketplace try to do it as much as possible infrastructure as code be what I would say but yeah definitely cutting down on the red tape is is a big big plus so last question for me if you guys wouldn't mind sharing what's next for you with your AWS platforms with your adoption in the cloud and what are you thinking about kind of going forward about how you're gonna use the cloud to support your mission we have a ton of really great innovative ideas so we're we're starting to from a technology perspective we're starting to look past our goal which is 2025 for ending the killing of animals in our shelters and we're starting to look at what what is the shelter of the future so we're starting to do some evaluations of the Amazon Sumerian to be able to place an animal in your living room so you can see what a st. Bernard looks like and in your New York apartment or big data we have over 2600 Network partners other shelters around the country and I always use the Pacific Northwest as a as an example they run out of cats like their shelters actually run out of cats but in Los Angeles there's an overabundance of cats in those shelters how can we use machine learning to identify that and predicted so that they never are actually out of animals for us we're looking since we're in an operational state we just ended our four year and a half year project earlier this year we're looking to optimize the way that we do count provisioning with an AWS we have over 70 some accounts as right now and we provide accounts to not only to internally but to our customers on campus to to other IT departments within there we're looking to basically speed up the count provisioning through scripting and organizations and eventually you use something that's ServiceNow to automate those processes and with that we can also limit kind of what said on the slide earlier is automating our billing and account provisioning for software –then eight of your marketplace as well so those are some things that we're looking at right now and also looking at the cost to optimization as far as reevaluate how much we were actually spending on his service and basically take a look at that and see if we can make it cheaper yes sir yeah I love a lot of the features that are out there in the marketplace the one that I really like is to copy the catalog but I'm in terms of what I'm looking forward to as is in a private marketplace for gov cloud so excellent well Brent Aaron and harsh I want to thank you for participating in our panel today some of our marketplace team is actually here from the service side from our operations side and some of our industry folks as well we have our state and local team here our education team our federal team here as well we'll be upfront if you have any additional questions for us would love to dialogue with you on features availability and capabilities that we can support you with from software marketplaces out of AWS marketplace thank you for your time today and I want to remind you as well to please complete your evaluations

Maurice Vega

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