PurePerformance - Dynatrace PERFORM 2018: Dynatrace in the AWS Marketplace with Steve Pace

Episode Date: January 31, 2018

Steve Pace, Senior Vice President of Global Sales at Dynatrace, discusses the positioning and offerings of Dynatrace in the AWS Marketplace

It's time for Pure Performance! Get your stopwatches ready, it's time for Pure Performance with Andy Grabner and Brian Wilson. Hello everybody and welcome back to Perform 2018. We are sitting here with Mr. Steve Pace, the Senior Vice President of Global Sales of Dynatrace. Hello, Steve. Hello, Brian. How are you today? Good, and we also have James Pulley with PerfBytes here today. Hello, gentlemen.

Hello, how are you doing? James. Very good. So it's been a real exciting Perform so far. A lot of great announcements, a lot of energy, and a ton of people. But we're here today to talk with Steve about AWS, correct? Absolutely, yes, sir. All right. So Steve, can you tell us a little bit about Dynatrace? Maybe how, you know, why is Dynatrace leveraging the AWS marketplace? Sure, Brian, thanks. Well, first of all, AWS, as you can imagine, is a very important channel for further growth for Dynatrace. They are the elephant in the room.

They're the big gorilla. They're the one everyone wants to partner with. By using Dynatrace within the AWS platform, customers can have the ability to just add Dynatrace to their existing AWS bill if they want to. They can simplify their purchasing and billing of Dynatrace. AWS many times already are approved suppliers in many of the different companies out there. So by the fact that they are, they are a ready-made fulfillment channel for us right off the bat. So big from that perspective.

One thing that AWS brings to the party is if you are a partner with AWS, it really demonstrates your cloud credentials. So that's a big deal for us. And I think I'd wrap up by saying that we now have support for something called AWS Private Link, which is where AWS enables their customers to connect with third-party suppliers like us by way of a private connection, which is really great for customers with really high secure needs. So those reasons alone are how we could leverage AWS into, or Dynatrace into an AWS environment. So Steve, Amazon is incredibly flexible in how they deliver to their clients.

Which commercial terms does Dynatrace support via the AWS marketplace? That's a great question, and this is something that's, if you remember Dynatrace of old the AWS marketplace? That's a great question. And this is something that's, if you remember Dynatrace of old, on the Atman days, it was a much different play than it is today. So I would say there's basically three things that if you want to procure Dynatrace in the AWS environment, the first thing is by SaaS subscription, which is our pay-as-you-go consumption offering, which is really, really popular in that utility model of computing. And also SaaS contracts. Typically, there's one, two, and three-year contracts that people commit to, term commitments like that. And then again, a private offer, which basically means that any direct customer that we have with our direct sales team that

we negotiate contracts with, we can offer that contract via the AWS marketplace as well. So super flexible on acquiring Dynatrace via Amazon in a number of different deployment models. Excellent, excellent. And in terms of the offerings, what kind of potential do we see, we at Dynatrace that is, what potential does Dynatrace see with its marketplace offerings? Right. Great question. You know, I'm looking out over the marketplace here in Las Vegas, and you can see the AWS signs everywhere. And AWS marketplace obviously is a key component to our global corporate growth plan. Like I said, they are everywhere.

There's tens and hundreds of thousands of customers everywhere implementing AWS. So it is key to our growth now and in the future. Having access to their ecosystem gives us all these future Dynatrace customers, the 10,000s and hundreds of thousands I mentioned. It gives us access to that group. It's a real exciting proposition for us. And then easily adding Dynatrace service and platform capability to an existing AWS account is very attractive for us.

So they've been a great partner for us. It's really starting to scale up now as companies begin to embark on their digital transformation. And having AWS in the ecosystem everywhere is just a great opportunity for us to jump onto and to make that ecosystem even more of a value to the customer. And Steve, one final question. With speed as a core differentiator in delivery, when and how quickly can Dynatrace customers get started with solutions through AWS Marketplace? That is a question I cannot believe you asked, but you know, you can get this right now. The AWS Marketplace is open and Dynatrace is flying off the shelves.

Go there, go to the Dynatrace listing within the Marketplace and start the signup process. And it is easy as pie. And we look forward to seeing you in the Marketplace and around the world. So grab your package and go. Grab the package and go. It's easy. We make this easy for you to procure, easy to implement and install, and the value that you'll receive from us is immediate. So what final thought would you want to leave with customers of Amazon and Dynatrace? Welcome, Amazon, to the Dynatrace community, and welcome, Dynatrace, to the Amazon community.

It's a match made in heaven, and I think the benefit is going to be for the customers that the applications that they're developing and delivering around the world, you want to make sure they're running fast, accurate, up to speed, with the greatest of integrity, and that really wasn't available until the Dynatrace-Amazon partnership came together. So it's a great time to be a customer of Amazon and Dynatrace's.

Thank you very much for joining us, Brian. Yes, thank you, Steve. And it's an excellent, excellent perform this year. And hopefully all those new Amazon customers can come out to perform next year, right? Absolutely. We're going to double attendance again next year like we did this year. Absolutely. All right.

Thanks a lot, Steve. Thank you. Thanks, guys. Take care. Thank you.