AWS for Software Companies Podcast

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Latest Episodes:

Ep165: Siteimprove + Bedrock Agents - Powering Accessibility at Scale Oct 30, 2025

Discover how Siteimprove partnered with AWS to build an AI system processing 100 million accessibility checks monthly, making the web usable for 1.3 billion people with disabilities worldwide.

Topics Include:

AWS and Siteimprove partnered to solve digital accessibility at massive scale using AI.
Digital accessibility ensures 1.3 billion people with disabilities can use web content effectively.
Deep semantic understanding is needed to verify if content truly matches its descriptions.
Siteimprove processes 75 million webpages across government, healthcare, and education sectors daily.
The challenge required AWS infrastructure beyond just AI models for cost-effective scaling.
Their platform unifies accessibility checks with SEO, analytics, and content performance tools.
Business requirements included enterprise security, multi-region support, and flexible pricing models.
They built three processing patterns: interactive conversations, overnight batch, and high-priority async.
The AI Accelerator framework separates business logic from model adapters for easy expansion.
Intelligent routing sends simple checks to Nova micro, complex ones to Nova Pro.
Production system now processes over 100 million accessibility checks monthly using Bedrock Batch.
Key lessons: cross-region inference reduces latency, prompt optimization crucial, special characters increase hallucination.

Participants:

Hamed Shahir - Director of AI, Siteimprove
David Kaleko - Senior Applied Scientist, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep164: From Regulatory Burden to Business Advantage: How Archer is conquering regulatory change and compliance with Amazon Bedrock Oct 29, 2025

Archer's Global Head of Engineering reveals how they're using Amazon Bedrock to help enterprises avoid billions in regulatory fines by transforming complex compliance laws into actionable AI-powered workflows.

Topics Include:

James Griffith, VP Engineering at Archer, leads development for risk and compliance solutions
Archer helps enterprises navigate the complex world of regulatory compliance beyond outdated spreadsheets
Since 2009, banks alone have been fined $342 billion by regulators worldwide
Even "deregulated" Texas added 1,100 new laws in just one legislative session
Regulatory data exists online but is overwhelming—too much for humans to process
Archer built an AI pipeline: ingesting regulations, extracting obligations, and generating compliance controls
Amazon Bedrock eliminated the need to build ML infrastructure or hire specialized teams
Model interchangeability let them switch between Claude and Llama with just clicks
Built-in guardrails prevented users from misusing AI without custom security development
From initial vision to working product took just six months using Bedrock
Different AI models deploy globally, adapting to each country's unique regulatory stance
Engineers experiment safely with AI using Bedrock, preparing the team for the future

Participants:

James Griffith – Global Head of Engineering, Archer

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep163: Operationalizing the AI-powered SOC - What it Takes to Make AI Work Oct 27, 2025

Arctic Wolf's Dean Teffer reveals how they transformed security operations by processing one trillion daily alerts with AI, and shares hard-won lessons from operationalizing AI in production SOC environments

Topics Include:

Arctic Wolf processes one trillion security alerts daily across 10,000 global customers
Security operations remained stubbornly human-mediated due to constantly evolving threats and infrastructure complexity
Dean explains why platformizing data creates a virtuous cycle enabling AI automation
Traditional ML models couldn't handle SOC's situational complexity, leading to LLM adoption
Arctic Wolf's unique advantage: direct access to 1000+ SOC analysts for continuous feedback
AWS partnership began with governance concerns about data privacy and model training
"Centaur Chess" approach: AI-human teams consistently outperform either alone in cybersecurity
Three-generation AI evolution: from personal use to prompt engineering to expert-tuned models
Three-day AWS hackathon achieved breakthroughs that would've taken months independently
SOC analysts actively shaped AI responses through iterative feedback during live operations
Observability proved critical: tracking performance, quality metrics, and response times for continuous improvement
Measurable impact achieved: automated alert orientation dramatically increased analyst efficiency and response quality

Participants:

Dean Teffer - VP of AI/ML, Arctic Wolf
Aswin Vasudevan - Senior ISV Solution Architect, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep162: Improving Search for Generative AI Developers with DataStax and AWS Oct 24, 2025

Learn how DataStax transformed customer feedback into a hybrid search solution that powers Fortune 500 companies through their partnership with AWS.

Topics Include:

AWS and DataStax discuss how quality data powers AI workloads and applications.
DataStax built on Apache Cassandra powers Starbucks, Netflix, and Uber at scale.
Their TIL app collects outside-in customer feedback to drive product development decisions.
Hybrid search and BM25 kept trending in customer requests for several months.
Customers wanted to go beyond pure vector search, not specifically BM25 itself.
Research showed hybrid search improves accuracy up to 40% over single methods.
ML-based re-rankers substantially outperform score-based ones despite added latency and cost.
DataStax repositioned their product as a knowledge layer above the data layer.
Developer-first design prioritizes simple interfaces and eliminates manual data modeling headaches.
Hybrid search API uses simple dollar-sign parameters and integrates with Langflow automatically.
AWS PrivateLink ensures security while Graviton processors boost efficiency and tenant density.
Graviton reduced total platform operating costs by 20-30% with higher throughput.

Participants:

Alejandro Cantarero – Field CTO, AI, DataStax
Ruskin Dantra - Senior ISV Solution Architect, AWS, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep161: Why 5% of AI Projects Succeed - And How Agentic AI Changes the Game Oct 22, 2025

Qlik's Field CTO for Generative AI Ryan Welsh reveals why 95% of enterprise AI projects fail and shares the three proven strategies the successful 5% use to deliver real business value from their AI investments.

Topics Include:

Qlik's Field CTO reveals why 95% of AI projects fail despite massive investments
MIT research shows shocking failure rates, but 5% are achieving real business value
First major pitfall: Bad data foundations doom even the most sophisticated AI models
Second problem: Companies use generative AI when predictive models would work better
Third issue: Unnecessary complexity - AI projects disconnected from business outcomes
Success secret #1: Ground AI in trusted enterprise data and user context
Some LLMs struggle at specific tasks like claims processing despite passing medical exams
Success secret #2: Let AI learn from users while keeping data governance intact
Success secret #3: Embed AI directly into existing workflows like Salesforce
Agentic AI shifts from reactive Q&A to proactive systems that execute across platforms
Case study: Lintek reduced churn 10% and saved millions using these principles
Your AI choices today will lock in your trajectory for years to come

Participants:

Ryan Welsh – Field CTO – Generative AI, Qlik

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at aws.amazon.com/isv/

Ep160: Rapid7's Journey to an AI-First Platform: Lessons from 10 Years of Evolution Oct 20, 2025

Rapid7's Vice President of Data and AI Laura Ellis shares how they built an AI-first cybersecurity platform by investing in AI platform AND data infrastructure simultaneously.

Topics Include:

Rapid7 processes massive cybersecurity data across exposure management, threat detection, and managed SOC.
84% of security analysts want to quit due to data overload burnout.
Challenge: investing in AI platform AND data infrastructure simultaneously, not sequentially.
Built security data lake with AWS, unified IDs, and standardized schemas across products.
Used traditional machine learning for 10 years before generative AI emerged.
Generative AI raised questions about business impact; agentic AI enables full automation.
Chose AWS for scale, model marketplace flexibility, and true partnership on capacity.
Co-development incubator with SOC team proved critical: equal responsibility, full-time collaboration.
Launched alert triage automation, SOC assistant chatbot, and incident report generation tools.
Built AI platform with guardrails after pen testers generated cookie recipes costing money.
One agentic feature initially cost-estimated at $140 million before optimization and guidance.
Future: more AI features, granular customer configuration, and bring-your-own-model capabilities.

Participants:

Laura Ellis – Vice President, Data & AI, Software Engineering, Rapid7

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep159: Why Agentic AI Projects Fail (and How To Avoid It) Oct 16, 2025

Industry leaders from Coder, Scale AI, and Suger reveal why 95% of AI pilots fail—and share the frameworks that actually work to get agents into production.

Topics Include:

Panel features leaders from Coder, Scale AI, and Suger discussing agentic AI.
MIT report reveals 95% of AI pilots fail to reach production.
Challenges are rarely technical—they're organizational, mindset, and people-driven instead.
Companies lack documented tribal knowledge needed to train agents effectively.
Many organizations attempt AI where deterministic, rules-based automation would work better.
"Freestyle agents" concept: Some problems shouldn't be solved by agents at all.
Regulated industries struggle when asking agents to handle highly differentiated, complex tasks.
Common mistakes: building one universal agent or separate agents for every use case.
Post-billing workflows and business-critical operations aren't ready for AI's black box.
VCs pressure companies to define "AI-native"—but nobody has clear answers yet.
Scale AI uses five maturity levels; Coder uses three tiers for adoption.
Success metrics span operational readiness, business impact, and technology performance indicators.
Production requires data governance, context, A/B testing, and robust fallback mechanisms.
Even Anthropic uses agents conservatively: research tasks and log triage, no write-access.
Path to 50% success requires agile frameworks, people change, and proper AI talent.

Participants:

Ben Potter - VP of Product, Coder
Raviteja Yelamanchili - Head of Solutions Engineering, Scale AI
Jon Yoo - CEO, Suger
Adam Ross - US, Partner Sales Sr. Leader, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep158: From Data Chaos to Data Ownership: Rethinking Observability with Coralogix Oct 15, 2025

Coralogix CEO Ariel Assaraf reveals how their observability lake lets companies own their data, reduce costs, and use AI agents to transform monitoring into actionable business intelligence.

Topics Include:

Coralogix solves observability scaling issues: tool disparity, sprawling costs, limited control.
Streama parses data pre-ingestion; DataPrime queries directly on customer's own S3 buckets.
AI will generate massive unstructured data, making observability challenges exponentially worse.
CTOs should ask: Can observability data drive business decisions beyond just monitoring?
Observability lake lets you own data in open format versus vendor lock-in.
OLLI designed as research engine, not another natural language database interface.
Ask business questions like "What's customer experience today?" instead of technical queries.
Trading platform unified tools, reduced resolution time 6x, now uses for business intelligence.
Future: Multiple AI personas, automated investigations, hypothesis-driven alerts without human prompting.
AWS partnership enables S3 innovation, Bedrock models, and strong co-sell growth motion.
Data sovereignty solved: customers control their S3, remove access anytime, own encryption.
Business data experience will match consumer AI tools within two years fundamentally.

Participants:

Ariel Assaraf – Chief Executive Officer, Coralogix
Boaz Ziniman – Principal Developer Advocate - EMEA, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep157: Beyond the Hype: Real-World AI Agent Deployments at Automation Anywhere, DataVisor, and Sumo Logic Oct 13, 2025

ISV leaders from Automation Anywhere, DataVisor, and Sumo Logic share battle-tested strategies for deploying AI agents at scale, including pricing models, proof of concepts and ROI.

Topics Include:

Panel brings together ISV leaders from automation, fraud detection, and security operations.
Companies rethinking entire business processes rather than automating incremental portions with agents.
Start with immutable data before tackling real-time changing data in production.
Intent for change must come from board, CEO, and customers simultaneously.
Challenge: proving agent value beyond CSAT when internal teams block deployment.
Sumo Logic measures Mean Time to Resolution, aiming to cut hours to zero.
DataVisor cuts fraud alert resolution from one hour down to twenty minutes.
Customers demand reliability as workflows shift from deterministic to probabilistic agent decisions.
Automation Anywhere spent three years making every platform component fully agent-ready.
Focus on business outcomes, not chasing every new model release each week.
Human oversight still critical—agents are task-oriented and prone to hallucinations and drift.
Humans validate agent findings, then let agents scale actions across hundreds instances.
Pricing experiments range from platform-plus-consumption to outcome-based to decision-event models.
Token pricing doesn't work due to varied data modalities and complexity.
Next two quarters: more POCs moving to production with productive agents deployed.
Future prediction: enterprise apps becoming systems of knowledge powered by MCP protocol.

Participants:

Jay Bala - Senior Vice President of Product, Automation Anywhere
Kedar Toraskar – VP Product Partnerships, DataVisor
Bill Peterson - Senior Director, Product Marketing, Sumo Logic
Jillian D'Arcy - ISV Senior Leader, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep156: LLM Migrations to One Cloud: Coveo's Strategic Move to Amazon Bedrock Oct 09, 2025

Learn how Coveo automated LLM migration like a "mind transplant," building frameworks to optimize prompts and maintain quality across model changes.

Topics Include:

AWS and Coveo discuss their Gen-AI innovation using Amazon Bedrock and Nova.
Coveo faced multi-cloud complexity, data residency requirements, and rising AI costs.
Coveo indexes enterprise content across hundreds of sources while maintaining security permissions.
The platform powers search, generative answers, and AI agents across commerce and support.
CRGA is Coveo's fully managed RAG solution deployed in days, not months.
Customers see 20-30% case reduction; SAP Concur saves €8 million annually.
Original architecture used GPT on Azure; migration targeted Nova Lite on Bedrock.
Infrastructure setup involved guardrails and load testing for 70 billion monthly tokens.
Migrating LLMs is like a "mind transplant"—prompts must be completely re-optimized.
Coveo built automated evaluation framework testing 20+ behaviors with each system change.
Nova Lite improved answer accuracy, reduced hallucinations, and matched GPT-4o Mini performance.
Migration simplified governance, enabled regional compliance, reduced latency, and lowered costs.

Participants:

Sebastien Paquet – Vice President, AI Strategy, Coveo
Yanick Houngbedji – Solutions Architect Canada ISV, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep155: Balancing Innovation and Regulation: Europe's Competitive Edge in AI and Cloud Oct 08, 2025

Dion Hinchcliffe, Vice President of CIO Practice at Futurum Group, reveals how EMEA software companies can turn Europe's regulatory rigor into a competitive superpower while navigating AI adoption and cloud transformation challenges.

Topics Include:

AWS surveyed 750+ EMEA software companies to understand their growth challenges.
European tech firms lag US counterparts but AI presents catch-up opportunity.
EMEA companies prioritize data sovereignty and privacy over rapid cloud adoption.
Tier-2 local cloud providers often lack capabilities needed for global scaling.
Cloud-native companies show faster growth and innovation than traditional competitors.
Best practices for cloud architecture now well-established across major platforms.
CEOs lead AI transformation; 100% of tracked companies using AI substantially.
Software companies report 80% of customers now requesting AI capabilities.
IT talent shortage requires solutions needing minimal specialized skills to deploy.
ERP modernization accelerating as cloud-native systems offer superior capabilities.
Europe's regulatory rigor becomes competitive advantage in trustworthy technology.
AI adoption continues at light speed; quantum computing emerges within five years.

Participants:

Dion Hinchcliffe- Vice President of CIO Practice,Futurum Group
Massimo Ghislandi – Head of EMEA Marketing for Software Companies, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep154: Presenting Security to the Board of Directors with CISOs from Gusto and MongoDBs Oct 06, 2025

Experienced CISOs from MongoDB and Gusto reveal proven frameworks for translating complex cybersecurity metrics into board-friendly presentations that drive decision-making.

Topics Include:

Security leaders discuss challenges of presenting technical cybersecurity topics to boards
MongoDB CISO presents three times in six months, Gusto director five times
Three-angle metrics framework: environmental threats, prevention quality, and detection/response speed capabilities
Board members switch contexts frequently, requiring extensive education and simplified heat maps
Repeatable presentation models help board members follow consistent data across meetings
Audit committees get different depth than general board updates on programs
New technologies like AI require educating boards on risks versus opportunities
Foundational security principles like zero trust remain constant regardless of technology
Security buzzwords need translation appendices since board members forget technical definitions
Financial services background helps translate cyber risks into dollar amounts boards understand
Third-party penetration testing provides independent validation but requires vendor rotation strategies
Limited 30-minute board time means trusting security leaders' vendor diligence decisions
First-time CISOs should educate on threat landscape then tailor strategy to company
Balance discussing shiny new technologies with essential foundational security blocking and tackling
AI implementation spans customer features, infrastructure security, and augmenting security capabilities internally

Participants:

Sean Josephson - Sr. Director of Information Security, Gusto
Julien Soriano – Sr. Vice President, CISO, MongoDB
Gee Rittenhouse - Vice President, Security Services, Amazon Web Services

Further Links:

Gusto: Website – LinkedIn
MongoDB: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep153: From Minutes to Seconds: How AI-Native Cybersecurity is Winning the Speed War Against Attackers Oct 02, 2025

John Skinner of Vectra AI shares how cyber attackers are democratizing sophisticated attacks using dark web tools, and why AI-powered hybrid defense is now essential for enterprise security.

Topics Include:

Vectra AI: 13-year-old cybersecurity company founded as "AI native" from day one
Built on machine learning assumption while competitors treated AI as afterthought
Generative AI represents the latest evolution in their comprehensive AI journey
Started pairing threat researchers with ML developers to codify attack behaviors
Added agentic AI in 2018 for correlation across space and time
Uses AWS Security Lake, GuardDuty, and recently became AWS Bedrock customer
Success measured by reducing "dwell time" from initial attack to detection
Achieved 60% faster alerts, 51% faster monitoring, 50% faster investigation times
Customers should evaluate vendor's data science quality and algorithm training years
Evolved hybrid defense approach as attacks start anywhere, go everywhere
AI handles high-volume correlation while humans focus on analytical decisions
Future challenge: democratized cyber attacks using readily available dark web tools

Participants:

John Skinner – Vice President Corporate/Business Development, Vectra AI

Further Links:

Vectra AI: Website – LinkedIn – AWS Marketplace - YouTube

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep152: Balancing AI Innovation with Financial Compliance - Lessons Learned from Lucanet's VP of Engineering Oct 01, 2025

Vice President of Engineering James Musson reveals how Lucanet integrated multiple acquired solutions into a unified platform, achieving 3-month integration timelines while serving 6,000+ customers.

Topics Include:

Lucanet evolved from financial consolidation tool to comprehensive CFO solution platform
Platform covers consolidation, planning, ESG reporting, tax compliance, and cash management
Three key differentiators: easy to use, fast time-to-value, innovative AI features
AI-powered XBRL tagging reduces days of manual work to minutes with 90% accuracy
Complex challenge: integrating multiple acquired tech stacks with cloud-native platform development
Built micro front-end architecture and platform services for seamless user experience
Custom control plane automates customer onboarding and manages rolling upgrades safely
Latest acquisition integrated into platform within three months, unprecedented speed
Strong company culture focuses on innovation, hackathons, and continuous learning
AI bootcamps and tech lunch sessions keep 6,000+ customer engineering teams engaged
Balances AI innovation with regulatory compliance using deterministic core processes
Heavy AWS adoption with serverless technologies handles peaky financial reporting workloads

Participants:

James Musson – Vice President, Engineering, Lucanet

Further Links:

Lucanet: Website – LinkedIn

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep151: Maximizing GenAI Revenue Through AWS Partnership featuring Trellix Sep 29, 2025

Learn how Trellix transformed into a cloud-first security leader through strategic AWS partnership, generating $500M+ pipeline and winning major enterprise deals like Airbus.

Topics Include:

Trellix's transformation: From legacy McAfee/FireEye to cloud-first cybersecurity solutions with AWS
Partnership lessons: How AWS enabled 27-year-old ePolicy Orchestrator's successful cloud migration journey
Legacy transition advice: Embrace innovation, don't follow the "Sears model" of resisting change
AI go-to-market strategy: Dev days, marketplace usage, and Bedrock/Nova integrations driving customer adoption
Customer AI concerns: Addressing data security fears and proving AI doesn't train on customer data
Integration philosophy: XDR connects with AWS native services and even competitor tools seamlessly
$12M Airbus win: Six-country enterprise deal showcasing collaborative sales across AWS teams and marketplace
Future opportunities: AI-powered threat detection innovations and $500M+ pipeline through AWS marketplace

Participants:

Taylor Mullins - Sr. Solutions Architect, Trellix
Brian Shadpour - General Manager, Security B2B Software Sales, Amazon Web Services

Further Links:

Trellix: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep150: Security Considerations for Generative AI with CyberArk, Fortra and Sysdig Sep 26, 2025

Security leaders from CyberArk, Fortra, and Sysdig share actionable strategies for securely implementing generative AI and reveal real-world insights on data protection and agent management.

Topics Include:

Panel explores practical security approaches for GenAI from prototype to production
Three-phase framework discussed: planning, pre-production, and production security considerations
Security must be built-in from start - data foundation is critical
Understanding data location, usage, transformation, and regulatory requirements is essential
Fortra's security conglomerate approach integrates with AWS native tools and partners
Machine data initially easier for compliance - no PII or HIPAA concerns
Identity paradigm shift: agents can dynamically take human and non-human roles
97% of organizations using AI tools lack identity and access policies
Security responsibility increases as you move up the customization stack
OWASP Top 10 for GenAI addresses prompt injection and data poisoning
Rigorous model testing including adversarial attacks before deployment is crucial
Sysdig spent 6-9 months stress testing their agent before production release
Tension exists between moving fast and implementing proper security controls
Different security approaches needed based on data sensitivity and model usage
Zero-standing privilege and intent-based policies critical for agent management
Multi-agent systems create "Internet of Agents" with exponentially multiplying risks
Discovery challenge: finding where GenAI is running across enterprise environments
API security and gateway protection becoming critical with acceptable latency
Top customer need: translating written AI policies into actionable controls
Threat modeling should focus on impact rather than just vulnerability severity

Participants:

Prashant Tyagi - Go-To-Market Identity Security Technology Strategy Lead, CyberArk
Mike Reed – Field CISO, Cloud Security & AI, Fortra
Zaher Hulays – Vice President Strategic Partnerships, Sysdig
Matthew Girdharry - WW Leader for Observability & Security Partnerships, Amazon Web Services

Further Links:

CyberArk: Website – LinkedIn – AWS Marketplace
Fortra: Website – LinkedIn – AWS Marketplace
Sysdig: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep149: Enterprise AI Security Transformation: Insights from Global Consulting Leaders Sep 24, 2025

Brian Mendenhall, Worldwide Head, Security & Identity Partner Specialists of Amazon Web Services, reveals the insider framework for transforming enterprise AI security, including the three-pillar approach and partnership strategies that leading companies use to navigate AI governance challenges.

Topics Include:

At AWS everything starts with security as core principle
Consulting partners follow three-phase model: assess, remediate, then fully manage security
Traditional security framework covers threat detection, incident response, and data protection
AI compliance spans multiple governance bodies with stacking requirements and regulations
EU AI Act affects any company globally if Europeans access their applications
Three pillars: security OF AI, AI FOR security, security FROM AI attacks
AWS launches AI security competency program with specialized partner categories and certifications
Enterprise AI spans five risk levels from consumer apps to self-trained models
Legal liability dramatically increases as you move toward custom AI implementations
Safety means preventing harm; security means preventing breaches - both critical distinctions
Current AI hallucination rates hit 65-75% across major platforms like Palantir
Shared responsibility model determines who's liable when AI security tools fail
Industry evolution progresses from machine learning to generative AI to autonomous agents
Major prototype-to-production gap caused by governance, security, and scalability challenges
Successful AWS partnerships require clear use cases, differentiation, and targeted go-to-market strategy

Participants:

Brian Mendenhall - WW Head, Security & Identity Partner Specialists, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep148: Securely Busting Myths & Building Smarter, Safer AI on Intel with AWS Sep 22, 2025

Caitlin Anderson, Intel's Americas Sales GM shares which industries are leading AI adoption, where the biggest untapped opportunities lie, and why AI spending is expected to double by 2028. With special guest Piyush Sharrma of Tuskira.ai

Topics Include:

Caitlin Anderson discusses Intel-AWS partnership and generative AI trends accelerating business
Intel's AI journey spans decades: analytics since 1980s, natural language processing 2000s
Computer vision remains major use case from edge computing to data centers
Generative AI and AI agents are the latest wave, with agents collaborating together
Intel uses AI internally for manufacturing automation in highly sensitive fab environments
Robotics and AI optimize quality control, system monitoring, and technician productivity
AI spending growth spans all industries, with significant acceleration expected through 2028
Software services, healthcare, and financial services lead current AI adoption and experimentation
Education, government, retail, and energy represent major untapped growth opportunities ahead
Intel-AWS partnership spans 20 years, featuring custom silicon and broad CPU portfolio
Tuskira CEO Piyush Sharrma explains cybersecurity "perfect storm" where attackers weaponize same AI tools
Success requires ecosystem partnerships - no single company can solve complex AI challenges

Participants:

Caitlin Anderson - Corporate Vice President, GM Americas Sales, Intel
Piyush Sharrma – CEO and Co-Founder, Tuskira.ai

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep147: Securing Generative AI Investigations Against Invisible Risks & Threats w Cohesity Sep 19, 2025

Aditya Vasudevan, Cohesity's cyber recovery expert, shares battle-tested insights from defending Fortune 100 companies against AI-powered cyberattacks.

Topics Include:

Cohesity protects 85% of Fortune 100 data with battle-tested cyber recovery experience
Top 10 cyber adversaries target organizations; Cohesity has defended against most major threats
GenAI adopted by 100 million users in two months, creating unprecedented security challenges
New AI threats include prompt injection, synthetic identities, shadow AI, and supply vulnerabilities
Attackers now use AI for sophisticated phishing, automated malware, and accelerated attack chains
Real companies completely banned AI after code leaks, misuse incidents, and data concerns
Three-pillar security approach: fight AI with AI, enhanced training, and automated workflows
Secure AI design requires private deployments, complete traceability, and role-based access controls
Amazon Bedrock offers built-in guardrails, private VPCs, and enterprise monitoring capabilities
Cohesity's Gaia demonstrates secure AI with RAG architecture and permission-aware data access
Resilience strategy combines immutable backups, anomaly detection, and recovery automation for incidents
Proper AI security reduces cyber insurance premiums and prevents costly downtime disasters

Participants:

Aditya Vasudevan - GVP of Cyber Resiliency, Cohesity

Further Links:

Cohesity: Website | LinkedIn | AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep146: Strategies to enhance organizational security culture with Sonatype Sep 17, 2025

Tyler Warden, SVP of Product at Sonatype, shares surprising research on security, productivity and prioritization, with actionable strategies for organizational transformation.

Topics Include:

Tyler from Sonatype (Maven creators) shares research on security culture in development
Security is more cultural than tooling, with rising supply chain attacks
Development speeds up while global regulations rapidly change across markets
Tyler's background: wanted to be a Broadway conductor, not tech speaker
Beethoven's 9th Symphony story: nephew missed a dot, changing tempo forever
We can "be the dot" - small changes creating big organizational impact
Three organization types: Leaders (collaborative), Adapters (balanced), Protectors (security-first)
Leaders achieve best productivity and security but face executive skepticism
Research reveals balanced teams outperform purely security-focused or productivity-focused approaches
High-performance teams go faster AND stay more secure than alternatives
"Yes" philosophy from improv comedy: fun happens when we enable innovation
Apply proven supply chain principles from manufacturing to software development security

Participants:

Tyler Warden – Senior Vice President, Product, Sonatype

Further Links:

Sonatype: Website | LinkedIn | AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep145: Transforming the CFO's Office with Amazon Bedrock Sep 15, 2025

Learn how Amazon Bedrock enabled Prophix to build enterprise-grade AI agents that transform secure CFO workflows, while delivering real-time financial intelligence through advanced agentic architecture.

Topics Include:

AWS and Prophix leaders discuss building autonomous AI agents for financial management
AI agents defined: autonomous systems that reason, plan, and execute tasks independently
Evolution from simple chatbots to collaborative multi-agent systems solving complex problems
Core agent components: cognitive planning module, memory systems, and external tool integrations
Prophix: 30-year financial software company serving 3,500 CFO offices globally across industries
Prophix One Intelligence: platform-level AI service powering predictions, analysis, and automation
Customer concerns addressed: data privacy, role-based security, accuracy, and cost control
Rejected "models in the sky" approach for AWS Bedrock's managed, controllable infrastructure
Agentic architecture: LLMs generate API parameters instead of processing massive datasets
Real-time data access, automatic security inheritance, and A/B testing capabilities achieved
Live demo: automated budgeting workflows, natural language queries, and autonomous task execution
AWS introduces AgentCore platform to simplify agent development for enterprise customers

Participants:

Anurag Yagnik – Chief Technology Officer, Prophix
Deborshi Choudhury – Sr Solutions Architect – ISV, Amazon Web Services

Further Links:

Prophix: Website | LinkedIn

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep144: 8 Trillion Observations a Week: How Arctic Wolf Uses AI to Stop Ransomware Attacks Sep 11, 2025

Dean Teffer of Arctic Wolf reveals how they process 8 trillion weekly security observations to find "a needle in a stack of needles," and breaks down real-world GenAI lessons learned.

Topics Include:

Dean Teffer, VP of AI at Arctic Wolf, discusses company's GenAI journey
Arctic Wolf: decade-old security operations company serving mid-market customers globally
Operates massive security operation center, now launching AI-powered products
AI agent recently identified Black Basta ransomware attack, enabling rapid containment
Dean's 15+ years in cybersecurity: traditional ML focused on detection
GenAI breakthrough allows natural language interaction with security models
Arctic Wolf processes 8 trillion weekly observations, correlating suspicious activities
Challenge: finding specific threats in "stack of needles," not haystack
Success measured by making human analysts faster, more consistent, scalable
Evolved from treating GenAI like traditional ML to integrated workflows
Key misconception: GenAI isn't magic, needs proper data and reasoning
Advice: start with existing challenges, build flexible systems for adaptation
GenAI excels at summarizing information and supporting complex decisions
Future vision: AI handles routine threats, humans focus on creativity
Democratizing machine learning capabilities to broader range of subject experts

Participants:

Dean Teffer – Vice President of AI, Arctic Wolf

Further Links:

Arctic Wolf: Website | LinkedIn | AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep143: Beyond Passwords: CyberArk's Vision for Human, Machine, and AI Identity Security Sep 10, 2025

CyberArk's technology leader discusses their strategy for securing against AI threats, protecting agentic AI systems, and their vision for the future in an increasingly AI-driven cybersecurity landscape.

Topics Include:

CyberArk celebrates recent exciting news while discussing their incredible cybersecurity journey
Founded in 1999, CyberArk pioneered privilege access management and expanded into comprehensive identity security
Company executed textbook SaaS transformation from perpetual licensing to subscription-based cloud model
Leadership set clear customer expectations, framing SaaS shift as faster innovation delivery
Addressed customer concerns about cost predictability, security compliance, and data residency requirements
Technical team implemented lift-and-shift architecture with AWS RDS and multi-tenant improvements
Corporate initiative tracked weekly metrics and milestones throughout full development lifecycle process
Customer Success evolved from transactional support to strategic partnership embedded in security journeys
AWS partnership fundamental to cloud journey with 25+ integrations and Marketplace collaboration
AI strategy focuses on three pillars: using AI, securing against AI threats
Future 12-24 months: continue securing all identities while expanding AI capabilities and solutions
AWS partnership expanding in 2025 leveraging machine identity leadership and GenAI advances

Participants:

Peretz Regev – Chief Product & Technology Officer, CyberArk
Boaz Ziniman – Principal Developer Advocate - EMEA, Amazon Web Services

Further Links:

· CyberArk: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep142: Transforming ISV Businesses Through Modern Data Platforms with Coveo, DTEX Systems and Honeycomb Sep 08, 2025

Three leading ISV executives from Coveo, DTEX Systems and Honeycomb, reveal how companies with proprietary datasets are gaining unbeatable competitive advantages in the AI era and share real-world strategies how you have similar outcomes.

Topics Include:

Panel introduces three ISV leaders discussing data platform transformation for AI
DTEX focuses on insider threats, Coveo on enterprise search, Honeycomb on observability
Companies with proprietary datasets gain strongest competitive advantage in AI transformation
Data gravity concept: LLMs learning from unique datasets create defensible business positions
Coveo maintains unified enterprise index with real-time content and access rights sync
Honeycomb enables subsecond queries for analyzing logs, traces, and metrics at scale
Multi-tenant architectures balance shared infrastructure benefits with single-tenant data separation
Coveo deployed 140,000 times last year using mostly multi-tenant, some single-tenant components
DTEX scaled from thousands to hundreds of thousands endpoints after architectural transformation
Capital One partnership taught DTEX how to break monolithic architecture into services
Apache Iceberg and open table formats enable interoperability without data duplication
Honeycomb built custom format following similar patterns with hot/cold storage tiers
Business data catalogs become critical for AI agents understanding dataset context
MCP servers allow AI systems to leverage structured cybersecurity datasets effectively
DTEX used Cursor with their data to identify North Korean threat actors
Real-time AI data needs balanced with costs using right models for jobs
Caching strategies and precise context reduce expensive LLM inference calls unnecessarily
Search remains essential for enterprise AI to prevent hallucination and access information
ROI measurement focuses on cost reduction, analyst efficiency, and measurable business outcomes
Key takeaway: invest in data structure early, context is king, AI is just software

Participants:

Sebastien Paquet - Vice President of AI Strategy, Coveo
Rajan Koo - CTO, DTEX Systems
Patrick King - Head of Data, Honeycomb.io
KP Bhat - Sr Solutions Architecture Leader- Analytics & AI, Amazon Web Services

Further Links:

Coveo: Website – LinkedIn – AWS Marketplace
DTEX Systems: Website – LinkedIn – AWS Marketplace
Honeycomb.io: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep141: Securing Identities in the Age of AI Agents with Bhwana Singh, CTO of Okta Sep 05, 2025

Okta's CTO Bhawna Singh discusses AI adoption, innovation and the four critical identity patterns needed to build the trust that accelerates AI implementation.

Topics Include:

AI innovation races ahead while adoption lags due to trust and security concerns
Research shows 82% plan AI deployment but 61% of customers demand trust first
AI coding tools dramatically reduce development time, accelerating software delivery cycles
AI interaction evolved from ChatGPT conversations to autonomous headless agents working independently
Future envisions millions of agents making decisions and communicating without human oversight
Complex data relationships emerge as agents access multiple dynamic sources simultaneously
Trust fundamentally starts with identity - the foundation for all AI security
Four critical identity patterns needed: authentication, API security, user confirmation, and authorization
Authentication ensures legitimate agents while token vaults enable secure agent-to-agent communication
Asynchronous user approval prevents rogue decisions like the recent database deletion incident
Industry standards like MCP protocol establish minimum security guardrails for interoperability
Trust accelerates AI adoption through security, accountability, and collaborative standard-building efforts

Participants:

Bhawna Singh – CTO, Customer Identity, Okta

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep140: Architecting Agentic AI Systems - Technical Insights for ISVs with Anyscale, CrewAI and Encrypt AI Sep 03, 2025

A panel discussion with AI industry leaders revealing how enterprises are scaling AI today, with predictions on coming breakthroughs for AI and the impact on Fortune 500 companies and beyond.

Topics Include:

Three technical leaders discuss production challenges: security, interoperability, and scaling agentic systems
Panelists represent Enkrypt (security), Anyscale (infrastructure), and CrewAI (agent orchestration platforms)
Industry moving from flashy demos to dependable agents with real business outcomes
Breakthrough examples include 70-page IRS form processing and multimodal workflow automation
Multimodal data integration becoming crucial - incorporating video, audio, screenshots into decisions
Less than 10% of future applications expected to be text-only
Companies shifting from experimenting with individual models to deploying agent networks
Need for governance frameworks as enterprises scale to hundreds of agents
Growing software stack complexity requires specialized infrastructure between applications and GPUs
Security teams need centralized visibility across fragmented agent deployments across enterprises
Existing industry regulations apply to AI services - no special AI laws needed
Interoperability standards debate: MCP gaining adoption while A2A seems premature solution
MCP shows higher API reliability than OpenAI tool calling for implementations
Multimodal systems more vulnerable to attacks but value proposition too high ignore
Fortune 500 company automated price operations approval process using 630 brands data
87% of enterprise customers deploy agents in private VPCs or on-premises infrastructure
Specialized AI systems needed to oversee other agents at machine speed scales
Cost optimization through model specialization rather than always using most powerful models
Future learning may happen through context/prompting rather than traditional weight fine-tuning
Predictions include AI meeting moderators and agents working autonomously for hours

Participants:

Robert Nishihara - Co-founder, Anyscale
João Moura - CEO, CrewAI
Sahil Agarwal - Co-Founder & CEO, Enkrypt AI
Jillian D’Arcy - Sr. ISV Sales Leader, Amazon Web Services

Further Links:

Anyscale – Website | LinkedIn | AWS Marketplace
CrewAI - Website | LinkedIn | AWS Marketplace
Enkrypt AI - Website | LinkedIn | AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep139: Human-in-the-Loop by Design: Building AI Systems Responsibly Sep 01, 2025

AI executives from Archer, Demandbase and Highspot and AWS reveal how they're tackling AI's biggest challenges—from securing data, managing regulatory changes and keeping humans in the loop.

Topics Include:

Three AI leaders introduce their companies: Archer, Demandbase and Highspot's approaches to enterprise AI
Demandbase's data strategy: Customer data stays isolated, shared data requires consent, public sources fuel training
Geographic complexity: AI compliance varies dramatically between Germany, US, Canada, and California regulations
HighSpot tackles sales bias: Granular questions replace generic assessments for more accurate rep evaluations
SBI framework applied to AI: Specific behavioral observations create better, more actionable sales coaching
AI transparency through citations: Timestamped evidence lets managers verify AI feedback and catch hallucinations
Archer handles 20-30K monthly regulations: AI helps enterprises manage overwhelming compliance requirements at scale
Two compliance types explained: Operational (common across companies) versus business-specific regulatory requirements
EU AI Act adoption: US companies embracing European framework for responsible AI governance
Human oversight becomes mandatory: Expert-in-the-loop reviews ensure AI decisions remain correctable and auditable
The bigger AI risk: Companies face greater danger from AI inaction than AI adoption
Agentic AI security challenges: Data layers must enforce permissions before AI access, not after
AI agents need identity management: Same access controls apply whether human clicks or AI acts
Human oversight in high stakes: Chief compliance officers demand transparency and correction capabilities
Future challenge identified: 80% of enterprise data behind firewalls remains invisible to AI models

Participants:

Kayvan Alikhani - Global Head of Engineering- Emerging Solutions, Archer Integrated Risk Management
Umberto Milletti - Chief R&D Officer, Demandbase
Oliver Sharp - Co-Founder & Chief AI Officer, Highspot
Brian Shadpour - General Manager, Security, Amazon Web Services

Further Links:

Archer Integrated Risk Management: Website – LinkedIn – AWS Marketplace
Demandbase: Website – LinkedIn – AWS Marketplace
Highspot: Website – LinkedIn – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep138: The Future of Agentic AI – Challenges and Opportunities with Rob McGrorty Aug 29, 2025

In a fascinating discussion, Rob McGrorty, Product Leader of Agents at Amazon AGI Lab, reveals how rapidly AI agents are evolving with corporate adoption exploding as companies race to deploy production agents and the challenges and advantages they’re experiencing.

Topics Include:

GenAI adoption outpaces all previous tech waves, growing faster than computers or internet
Early adopters tackle complex tasks while newcomers still use basic text manipulation features
AI models double their single-call task capabilities every seven months, exponentially increasing power
Accelerating progress makes yesterday's magic mundane, unlocking mass creativity and customer demand
Agents represent natural evolution: chatbots answered questions, now agents autonomously accomplish tasks
Amazon's browser agent finds apartments, maps distances, ranks options using multiple transit modes
Corporate adoption exploded: 33% piloting agents in 2024, 67% moving to production now
Two main agent types today: API calling with tool use, browser automation
Current applications mirror "RPA 2.0" - form filling, data extraction, website QA testing
Future brings multi-agent systems, self-directing loops, and agent-to-agent negotiation scenarios
Major challenges: data privacy, oversight protocols, error responsibility, and ecosystem sustainability
Technical hurdles include real-time accuracy measurement, latency issues, and quality assurance frameworks

Participants:

Rob McGrorty – Product Leader, Agents at Amazon AGI Lab

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep137: AI Without Borders - Extending analyst capabilities across the modern SOC Aug 27, 2025

Gagan Singh of Elastic discuses how agentic AI systems reduce analyst burnout by automatically triaging security alerts, resulting in measurable ROI for organizations

Topics Include:

AI breaks security silos between teams, data, and tools in SOCs
Attackers gain system access; SOC teams have only 40 minutes to detect/contain
Alert overload causes analyst burnout; thousands of low-value alerts overwhelm teams daily
AI inevitable for SOCs to process data, separate false positives from real threats
Agentic systems understand environment, reason through problems, take action without hand-holding
Attack discovery capability reduces hundreds of alerts to 3-4 prioritized threat discoveries
AI provides ROI metrics: processed alerts, filtered noise, hours saved for organizations
RAG (Retrieval Augmented Generation) prevents hallucination by adding enterprise context to LLMs
AWS integration uses SageMaker, Bedrock, Anthropic models with Elasticsearch vector database capabilities
End-to-end LLM observability tracks costs, tokens, invocations, errors, and performance bottlenecks
Junior analysts detect nation-state attacks; teams shift from reactive to proactive security
Future requires balancing costs, data richness, sovereignty, model choice, human-machine collaboration

Participants:

Gagan Singh – Vice President Product Marketing, Elastic

Additional Links:

Elastic – LinkedIn - Website – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep136: Rapid7's Journey to an AI First Platform with AWS Aug 25, 2025

Pete Rubio reveals how Rapid7 transformed to an AI-first platform that automates security investigations and accelerates results from hours to seconds.

Topics Include:

Pete Rubio introduces Rapid7's journey to becoming an AI-first cybersecurity platform
Cybersecurity teams overwhelmed by growing attack surfaces and constant alert fatigue
Customers needed faster response times, not just more alerts coming faster
Legacy tools created silos requiring manual triage that doesn't scale effectively
AI must turn raw security data into real-time decisions humans can trust
Unified data platform correlates infrastructure, applications, identity, and business context together
Agentic AI automates investigative work, reducing analyst tasks from hours to seconds
Rapid7 evaluated multiple vendors, choosing AWS for performance, cost, and flexibility
Nova models delivered unmatched performance for global scaling at controlled costs
Bedrock provided secure model deployment with governance and data privacy boundaries
AWS partnership enabled co-development and rapid iteration beyond typical vendor relationships
Transparent AI shows customers how models reach conclusions before automated actions
SOC analyst expertise continuously trains models with real-time security intelligence
Governance frameworks and guardrails implemented from day one, not retrofitted later
Future plans include customer AI integration and bring-your-own-model capabilities

Participants:

Pete Rubio – Senior Vice President, Platform & Engineering, Rapid7

Additional Links:

Rapid 7 – LinkedIn - Website – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep135: Petabytes and Milliseconds: How Panther scales Security Monitoring with Cloud-Native AI Aug 22, 2025

Panther CEO William Lowe explains how integrating Amazon Bedrock AI into their security platform delivered 50% faster alert resolution for enterprise customers while maintaining the trust and control that security practitioners demand.

Topics Include:

Panther CEO explains how Amazon partnership accelerates security outcomes for customers
Cloud-native security platform delivers 100% visibility across enterprise environments at scale
Customers like Dropbox and Coinbase successfully replaced Splunk with Panther's solution
Platform processes petabytes monthly with impressive 2.3-minute average threat detection time
Critical gap identified: alert resolution still takes 8 hours despite fast detection
Security teams overwhelmed by growing attack surfaces and severe talent burnout
Constant context switching across tools creates inefficiency and organizational collaboration problems
AI integration with Amazon Bedrock designed to accelerate security team decision-making
Four trust principles: verifiable actions, secure design, human control, customer data ownership
Results show 50% faster alert triage; future includes Slack integration and automation

Participants:

· William H Lowe – CEO, Panther

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep134: Prime Opportunities for ISVs by Leveraging Generative AI Aug 20, 2025

AWS executives reveal how generative AI is fundamentally reshaping ISV business models, from pricing strategies to go-to-market approaches, and provide actionable insights for software companies navigating this transformation.

Topics Include:

Alayna Broaderson and Andy Perkins introduce AWS Infrastructure Partnerships and ISV Sales
Generative AI profoundly changing how ISVs build, deliver and market software products
Two ISV categories emerging: established SaaS companies versus pure gen AI startups
Legacy SaaS firms struggle with infrastructure modernization and potential revenue cannibalization
Pure gen AI companies face scaling challenges, reliability issues and cost optimization
Revenue models shifting from subscription-based to consumption-based pricing per token/prompt/task
Future-proofing architecture critical as technology evolves rapidly like F-35 fighter jets
Data becoming key differentiator, especially domain-specific datasets in healthcare and legal
Balancing cost, accuracy, latency and customer experience creates complex optimization challenges
Multiple specialized models replacing single solutions, with agentic AI accelerating this trend
Human capital challenges include retraining engineering teams and finding expensive AI talent
Security, compliance and explainability now mandatory - no more black box solutions
Enterprise customers struggle with data organization and quantifying clear gen AI ROI
ISV pricing models evolving with tiered structures and targeted vertical use cases
Traditional SaaS playbooks failing in generative AI landscape due to ROI uncertainty
POC-based go-to-market with free trials and case study selling proving most effective
Pricing strategies include AI gates, credit systems and separate SKUs for services
Customer trust requires proactive security messaging and auditable, transparent AI solutions
Modular architecture enables evolution as new technologies emerge in fast-changing market
AWS positioning as ultimate gen AI toolkit partner with ISV collaboration opportunities

Participants:

Alayna Broaderson - Sr Manager, Infrastructure Technology Partnership, Amazon Web Services
Andy Perkins - General Manager, US ISV, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep133: Enabling Better Customer Experiences with Amazon Q Index w/ PagerDuty and Zoom Aug 18, 2025

Hear how PagerDuty and Zoom built successful AI products using Amazon Q-Index to solve real customer problems like incident response and meeting intelligence, while sharing practical lessons from their early adoption journey.

Topics Include:

David Gordon introduces AWS Q-Business partnerships with PagerDuty and Zoom
Meet Everaldo Aguiar: PagerDuty's Applied AI leader with academia and enterprise background
Paul Magnaghi from Zoom brings AI platform scaling experience from Seattle
Q-Business launched over a year ago as managed generative AI service
Platform enables agentic experiences: content discovery, analysis, and process automation
Built on AWS Bedrock with enterprise guardrails and data source integration
Partners wanted backend capabilities but preferred their own UI and models
Q-Index provides vector database functionality for ISV partner integrations
Everaldo explains PagerDuty's evolution from traditional ML to generative AI solutions
Historical challenges: alert fatigue, noise reduction using machine learning approaches
New gen AI opportunities: incident context, relevant data surfacing, automated postmortems
Engineering teams faced learning curve with agents and high-latency user experiences
Paul discusses Zoom's existing AI: virtual backgrounds and voice isolation technology
AI Companion strategy focused on simplicity during complex generative AI adoption
Problem identified: valuable meeting conversations disappear after Zoom calls end
Customer feedback revealed need for enterprise data integration beyond basic summaries
Goal: combine unstructured conversations with structured enterprise data seamlessly
PagerDuty Advanced provides agentic AI for on-call engineers during incidents
Q-Index integration accesses internal documentation: Confluence pages, runbooks, procedures
Demo shows Slack integration pulling relevant incident response documentation automatically
Access control lists ensure users see only data they're authorized to access
Zoom's AI companion panel enables real-time meeting questions and summaries
Example use cases: decision tracking, incident analysis, action item identification
Advice for starting: standardize practices and create internal development templates
Single data access point reduces legal and security evaluation overhead
Center of excellence approach helps teams move quickly across product divisions
Cut through generative AI buzzwords to focus on real user value
Federated AWS Bedrock architecture provides model choice and flexibility meeting customers
Customer trust alignment between Zoom conversations and AWS data handling
Getting started: PagerDuty Advance available now, Zoom AI free with paid add-ons

Participants:

Everaldo Aguiar – Senior Engineering Manager, Applied AI, PagerDuty
Paul Magnaghi – Head of AI & ISV Go To Market, Zoom
David Gordon - Global Business Development, Amazon Q for Business. Amazon Web Services

Further Links:

PagerDuty Website, LinkedIn & AWS Marketplace
Zoom Website, LinkedIn & AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep132: Security vs Productivity – Winning the AI Arms-Race with Teleport and AWS Aug 15, 2025

Teleport Co-Founder and CEO Ev Kontsevoy discusses the security vs productivity trade-off that plagues growing companies and how Teleport's trusted computing model protects against the exponential growth of cybersecurity threats.

Topics Include:

Teleport CEO explains how to make infrastructure "nearly unhackable" through trusted computing
Traditional security vs productivity trade-off: high security kills team efficiency
Companies buy every security solution but still get told they're at risk
Why "crown jewels" thinking fails: computers should protect everything at scale
Modern infrastructure has too many access paths to enumerate and secure
Apple's PCC specification shows trusted computing working in real production environments
AI revolutionizes both offensive and defensive cybersecurity capabilities for everyone
80% of companies can't guarantee they've removed all ex-employee access
Identity fragmentation across systems creates anonymous relationships and security gaps
Human error probability grows exponentially as companies scale in three dimensions
Your laptop already demonstrates trusted computing: seamless access without constant logins
Apple ecosystem shows device trust at scale through secure enclaves
AI agents need trusted identities just like humans and machines
AWS marketplace partnership accelerates deals and provides strategic account insights
Hire someone who understands partnership dynamics before starting with AWS
Generative AI will make identity attacks cheaper and faster than ever
Security responsibility shifting from IT teams to platform engineering teams
Teleport's "steady state invariant": infrastructure locked down except during authorized work
Temporary access granted through tickets, then automatically revoked after completion
Legacy systems and IoT devices require extending trust models beyond cloud-native

Participants:

Ev Kontsevoy – Co-Founder and CEO, Teleport

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep131: Preventing Identity Theft at Scale: How DTEX Systems Detects and Disarms Insider Threats with Amazon Bedrock Aug 13, 2025

Raj Koo, CTO of DTEX Systems, discusses how their enterprise-grade generative AI platform detects and disarms insider threats and enables them to stay ahead of evolving risks.

Topics Include:

Raj Koo, CTO of DTEX Systems, joins from Adelaide to discuss insider threat detection
DTEX evolved from Adelaide startup to Bay Area headquarters, serving Fortune 500 companies
Company specializes in understanding human behavior and intention behind insider threats
Market shifting beyond cyber indicators to focus on behavioral analysis and detection
Recent case: US citizen sold identity to North Korean DPRK IT workers
Foreign entities used stolen credentials to infiltrate American companies undetected
DTEX's behavioral detection systems helped identify this sophisticated identity theft operation
Generative AI becomes double-edged sword - used by both threat actors and defenders
Bad actors use AI for fake resumes and deepfake interviews
DTEX uses traditional machine learning for risk modeling, GenAI for analyst interpretation
Goal is empowering security analysts to work faster, not replacing human expertise
AWS GenAI Innovation Center helped develop guardrails and usage boundaries for enterprise
Challenge: enterprises must follow rules while hackers operate without ethical constraints
DTEX gains advantage through proprietary datasets unavailable to public AI models
AWS Bedrock partnership enables private, co-located language models for data security
Private preview launched February 2024 with AWS Innovation Center acceleration support
Software leaders should prioritize privacy-by-design from day one of GenAI adoption
Future threat: information sharing shifts from files to AI-powered data queries
Monitoring who asks what questions of AI systems becomes critical security concern
DTEX contributes to OpenSearch development while building vector databases for analysis

Participants:

Rajan Koo – Chief Technology Officer, DTEX Systems

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep130: Agentic AI - Transforming Enterprise Technology with leaders from C3 AI, Resolve AI and Scale AI Aug 11, 2025

Enterprise AI leaders from C3 AI, Resolve AI, and Scale AI reveal how Fortune 100 companies are successfully scaling agentic AI from pilots to production and share secrets for successful AI transformation.

Topics Include:

Panel introduces three AI leaders from Resolve AI, C3 AI, and Scale AI
Resolve AI builds autonomous site reliability engineers for production incident response
C3 AI provides full-stack platform for developing enterprise agentic AI workflows
Scale AI helps Fortune 100 companies adopt agents with private data integration
Moving from AI pilots to production requires custom solutions, not shrink-wrap software
Success demands working directly with customers to understand their specific workflows
All enterprise AI solutions need well-curated access to internal data and resources
Software engineering has permanently shifted to agentic coding with no going back
AI agents rapidly improving in reasoning, tool use, and contextual understanding
Industry moving from simple co-pilots to agents solving complex multi-step problems
Spiros coins new concept: evolving from "systems of record" to "systems of knowledge"
Democratized development platforms let enterprises declare their own agent workflows
Semantic business layers enable agents to understand domain-specific enterprise operations
Trust and observability remain major barriers to enterprise agent adoption
Oversight layers essential for agents making longer-horizon autonomous business decisions
Performance tracking and calibration systems needed like MLOps for reasoning chains
CEO-level top-down support required for successful AI transformation initiatives
Traditional per-seat SaaS pricing models completely broken for agentic AI solutions
Industry shifting toward outcome-based and work-completion pricing models instead
Real examples shared: agent collaboration in production engineering and sales automation

Participants:

Nikhil Krishnan – SVP & Chief Technology Officer, Data Science, C3 AI
Spiros Xanthos – Founder and CEO, Resolve AI
Vijay Karunamurthy – Head of Engineering, Product and Design / Field Chief Technology Officer, Scale AI
Andy Perkins – GM, US ISV Sales – Data, Analytics, GenAI, Amazon Web Services

Further Links:

C3 – Website – AWS Marketplace
Resolve AI – Website – AWS Marketplace
Scale AI – Website – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep129: Taking Agentic AI Beyond the Prototype w Automation Anywhere Aug 08, 2025

Industry leaders from Automation Anywhere and AWS discuss how modern customer data collection has evolved, and practical strategies for implementing enterprise automation at scale.

Topics Include:

Automation Anywhere and AWS experts discuss modern enterprise automation strategies
Traditional profiting strategies may not work with today's changing business models
Customer data collection methods have evolved across multiple platforms significantly
Modern verification processes include automated validation systems and streamlined timelines
Background check automation is increasingly handled by AI-powered models and systems
Stanford's "Wonder Bread" research paper introduced revolutionary enterprise process observation technology
Wonder Bread demonstrated AI systems watching and automatically learning hospital workflows
The technology can author workflows by observing real enterprise processes
Enterprise Process Management built around observed behaviors shows promising results
Verification challenges exist since Wonder Bread research isn't widely publicized yet
Process observation technology could transform how enterprises handle workflow creation
Salesforce Wizard Interface dominates many current automation implementations in enterprises
Salesforce Agent Codes offer alternative approaches to traditional automation methods
AWS platform selection involves careful consideration of enterprise integration needs
Demo implementations showcase real-world timeline expectations and deployment maturity levels
Current automation solutions have reached significant scale across various industries
Workflow automation differs fundamentally from true agentic intelligence systems capabilities
Agentic AI demonstrates autonomous decision-making beyond simple rule-based automation processes
Understanding this distinction helps organizations choose appropriate technology approaches effectively
Session concludes with clarity on modern automation landscape and implementation strategies

Participants:

Pratyush Garikapati – Director of Products, Automation Anywhere
Sreenath Gotur – Snr Generative AI Specialist, Amazon Web Services

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep128: Co-Innovation in the Age of Agentic AI with Mark Relph of AWS Aug 06, 2025

AWS's Mark Relph draws fascinating parallels between today's AI revolution and the 1900s agricultural mechanization that delivered 2,000% productivity gains, while exploring how agentic AI will fundamentally reshape every aspect of software business models.

Topics Include:

Mark Relph directs AWS's data and AI partner go-to-market strategy team
His role focuses on making ISV partners a force multiplier for customer success
Previously ran go-to-market for Amazon Bedrock, AWS's fastest growing service ever
Current AI adoption pace exceeds even the early cloud computing boom years
Historical parallel: 1900s agricultural mechanization delivered 2,000% productivity gains and 95% resource reduction
First commercial self-propelled farming equipment revolutionized entire economies and never looked back
500 machines formed the "Harvest Brigade" during WWII, harvesting from Texas to Canada
Mark has spoken to 600+ AWS customers about GenAI over two years
Organizations range from AI pioneers to those still "fending off pirates" internally
GenAI has become a phenomenal assistant within organizations for content and automation
AWS's AI stack has three layers: infrastructure, Bedrock, and applications
Bottom layer provides complete control over training, inference, and custom applications
Middle layer Bedrock serves as the "operating system" for generative AI applications
Top layer offers ready-to-use AI through Q assistants and productivity tools
AI systems are rapidly becoming more complex with multiple model chains
Many current "agents" are just really, really long prompts (Mark's hot take)
Task-specific models are emerging as one size won't fit all use cases
Evolution moves from human-driven AI to agent-assisted to fully autonomous agents
Agent readiness requires APIs that allow software to interact autonomously
Traditional UIs become unnecessary when agents interface directly with systems
Core competencies shift when AI handles the actual "doing" of tasks
Sales and marketing must adapt to agents delivering outcomes autonomously
Go-to-market strategies need complete rethinking for an agentic world
The agentic age is upon us and AWS partners should shape the future

Participants:

Mark Relph – Director – Data & AI Partner Go-To-Market, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep127: Enabling AI Acceleration at Scale - How Celonis Leverages Amazon Bedrock Aug 04, 2025

Industry leaders from Celonis and AWS explain why 2025 marks the inflection point for agentic AI and how early adopters are gaining significant competitive advantages in efficiency and innovation.

Topics Include:

AWS's Cristen Hughes and Celonis's Jeff Naughton discuss AI agent transformation
Andy Jassy declares AI agents will fundamentally change how we work
Three key trends make AI agents practical: smarter models, longer tasks, cheaper costs
AI now beats humans on complex benchmarks for the first time ever
Claude 3.7 cracked graduate-level reasoning where humans previously dominated completely
AI evolved from brief interactions to managing sustained multi-step complex workflows
Processing costs plummeted 99.7% making enterprise-grade AI economically viable at scale
We're transitioning from 2023's adaptation era to 2025's human-AI collaboration era
By 2028, AI will suggest actions to humans rather than vice versa
Agents are autonomous software that plan, act, and reason independently with minimal intervention
Agent workflow: receive human request, create plan, execute actions, review, adjust, deliver
Four agent components: brain (LLM), memory (context), actions (tools), persona (role definition)
AWS offers three building approaches: ready-made solutions, managed platform, DIY development
Key enterprise applications: software development acceleration, customer care automation, knowledge work optimization
Manual processes like accounts payable offer huge transformation opportunities through intelligent automation
Deep process analysis is critical before deploying agents for maximum effectiveness
Celonis pioneered process mining to help enterprises understand their actual workflow realities
Companies are collections of interacting processes that agents need proper context to navigate
Process intelligence provides agents with placement guidance, data feeds, monitoring, and workflow direction
Celonis-AWS partnership demonstrates order management agents that automatically handle at-risk situations

Participants:

Jeff Naughton – SVP and Fellow, Celonis
Cristen Hughes – Solutions Architecture Leader, ISV, North America, Amazon Web Services

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep126: Using AWS to Transform Customer Interactions with Glia Aug 01, 2025

Justin DiPietro, Co-Founder & Chief Strategy Officer of Glia, shares how they are leveraging AI to enhance the customer experience in the highly regulated world of financial institutions.

Topics Include:

Glia provides voice, digital, and AI services for customer-facing and internal operations
Built on "channel-less architecture" unlike traditional contact centers that added channels sequentially
One interaction can move seamlessly between channels (voice, chat, SMS, social)
AI applies across all channels simultaneously rather than per individual channel
700 customers, primarily banks and credit unions, 370 employees, headquartered in New York
Targets 3,500 banks and credit unions across the United States market
Focuses exclusively on financial services and other regulated industries
AI for regulated industries requires different approach than non-regulated businesses
Traditional contact centers had trade-off between cost and quality of service
AI enables higher quality while simultaneously decreasing costs for contact centers
Number one reason people call banks: "What's my balance?" (20% of calls)
Financial services require 100% accuracy, not 99.999% due to trust requirements
Uses AWS exclusively for security, reliability, and future-oriented technology access
Real-time system requires triple-hot redundancy; seconds matter for live calls
Works with Bedrock team; customers certify Bedrock rather than individual features
Showed examples of competitors' AI giving illegal million-dollar loans at 0%
"Responsible AI" separates probabilistic understanding from deterministic responses to customers
Uses three model types: client models, network models, and protective models
Traditional NLP had 50% accuracy; their LLM approach achieves 100% understanding
Policy is "use Nova unless" they can't, primarily for speed benefits

Participants:

Justin DiPietro – Co-Founder & Chief Strategy Officer, Glia

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep125: Bridging the gap between requirements and budget - Better data while still controlling costs Jul 30, 2025

Ed Bailey, Field CISO at Cribl, shares how Cribl and AWS are helping customers rethink their data strategy by making it easier to modernize, reduce complexity, and unlock long-term flexibility.

Topics Include:

Ed Bailey introduces topic: bridging gap between security data requirements and budget
Companies face mismatch: 10TB data needs vs 5TB licensing budget constraints
Data volumes growing exponentially while budgets remain relatively flat year-over-year
IT security data differs from BI: enormous volume, variety, complexity
Many companies discover 600+ data sources during SIEM migration projects
50% of SIEM data remains un-accessed within 90 days of ingestion
Complex data collection architectures break frequently and require excessive maintenance
Teams spend 80% time collecting data, only 20% analyzing for value
Data collection and storage are costs; analytics and insights provide business value
Poor data quality creates operational chaos requiring dozens of browser tabs
SOC analysts struggle with context switching across multiple disconnected systems
Traditional vendor approach: "give us all data, we'll solve problems" is outdated
Data modernization requires sharing information widely across organizational business units
Data maturity model progression: patchwork → efficiency → optimization → innovation
Data tiering strategy: route expensive SIEM data vs cheaper data lake storage
SIEM costs ~$1/GB while data lakes cost ~$0.15-0.20/GB for storage
Compliance retention data should go to object storage at penny fractions
Decouple data retention from vendor tools to enable migration flexibility
Cribl platform offers integrated solutions: Stream, Search, Lake, Edge components
Customer success: Siemens reduced 5TB to 500GB while maintaining security effectiveness

Participants:

Edward Bailey – Field CISO, Cribl

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep124: Powering Enterprise AI - How Our AI Journey Evolved featuring Jamf Jul 28, 2025

Sam Johnson, Chief Customer Officer of Jamf, discusses the implementation of AI built on Amazon Bedrock that is a gamechanger in helping Jamf’s 76,000+ customers scale their device management operations.

Topics Include:

Sam Johnson introduces himself as Chief Customer Officer from Jamf company
Jamf's 23-year mission: help organizations succeed with Apple device management
Company manages 33+ million devices for 76,000+ customers worldwide from Minneapolis
Jamf has used AI since 2018 for security threat detection
Released first customer-facing generative AI Assistant just last year in 2024
Presentation covers why, how they built it, use cases, and future plans
Jamf serves horizontal market from small business to Fortune 500 companies
Challenge: balance powerful platform capabilities with ease of use and adoption
AI could help get best of both worlds - power and simplicity
AI also increases security posture and scales user capabilities significantly
Customers already using ChatGPT/Claude but wanted AI embedded in product
Built into product to reduce "doorway effect" of switching digital environments
Created small cross-functional team to survey land and build initial trail
Rest of engineering organization came behind to build the production highway
Team needed governance layer with input from security, legal, other departments
Evaluated multiple providers but ultimately chose Amazon Bedrock for three reasons
AWS team support, large community, and integration with existing infrastructure
Uses Lambda, DynamoDB, CloudWatch to support the Bedrock AI implementation
AI development required longer training/validation phase than typical product features
Released "AI Assistant" with three skills: Reference, Explain, and Search capabilities

Participants:

Sam Johnson – Chief Customer Officer, Jamf

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep123: Signal from the Noise - How SecurityScorecard leverages AI to Power Global Threat Detection Jul 25, 2025

Mark Stevens, SVP, Channels and Alliances, discusses how SecurityScorecard's strategic partnership with AWS enables them to scale their security solutions through cloud infrastructure, marketplace integration, and co-sell programs

Topics Include:

SecurityScorecard founded 10 years ago to understand third-party vendor security posture
Company has grown to 3,000 enterprise customers and 200+ partners globally
Evolved from ratings to "supply chain detection and response" over last year
Supply chain threats have doubled, creating extended attack surfaces for companies
Many organizations don't know their vendor count or vulnerabilities within supply chains
SecurityScorecard provides visibility into attack surfaces and management tools for control
Generative AI is central to their ecosystem, leveraging AWS Bedrock extensively
They scan the entire internet every two days at massive scale
Have scored 12 million companies with security scorecards to date
All workloads run on AWS cloud infrastructure as their primary platform
AWS partnership provides necessary scale for managing hundreds of thousands of vendors
Case study: Identified vendor misconfigurations that could shut down 1,000 locations
Own massive 10-year data lake with tens of millions of companies
New managed service combines AI automation with human analysts for support
Large organizations cannot fully automate supply chain security management yet
Quality threat intelligence data now valuable to SOC teams, not just risk
Third-party risk management and SOC teams are slowly converging for better security
AWS marketplace integration provides frictionless customer experience and larger deals
Co-sell programs with AWS enterprise sales teams create effective flywheel motion
Future expansion includes identity management, response actions, and internal signal management

Participants:

Mark Stevens – SVP, Channels and Alliances, SecurityScorecard

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep122: Securing the Software Supply Chain - How Sonatype Protects Developers in the Age of AI Jul 23, 2025

Chief Product Development Officer Mitchell Johnson discusses how Sonatype protects enterprise developers from malicious open source components while keeping them productive through AI.

Topics Include:

Sonatype provides software supply chain solutions for enterprises using open source components
They serve large enterprises, government agencies, and critical infrastructure providers globally
Main challenge: keeping developers productive while maintaining secure software supply chains
Cybercrime and supply chain attacks are massive, growing industries threatening developers
AI adoption is happening faster than expected, profoundly changing development workflows
Bad actors evolved from waiting for vulnerabilities to creating malicious components
Malicious open source components specifically target developer and DevOps toolchains
Sonatype's security research team uses AI/ML to analyze every open source component
They can predict and block malicious components before entering customer environments
AWS partnership helps Sonatype meet customers where they want to do business
Partnership focuses on go-to-market alignment, not just technical integration
AWS sales teams should be treated as extensions of your own sales organization
Understanding AWS sales structure and incentives is crucial for successful partnerships
AI development is following same pattern as open source adoption twenty years ago
"Shadow AI" parallels the earlier "shadow IT" trend with open source software
AI speeds up code generation but security review processes haven't kept pace
Developers need a "Hippocratic Oath" - taking responsibility for AI-generated code output
Within 24 months, professionals not skilled in AI will struggle to stay relevant
Sonatype's culture encourages curiosity, experimentation, and accepts failure as part of innovation
Their core mission: help developers focus on innovation, not security chores

Participants:

Mitchell Johnson – Chief Product Development Officer, Sonatype

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep121: Ethical Hackers and AI Agents: The Future of Vulnerability Management with HackerOne Jul 21, 2025

Founder and CTO Alex Rice discusses how HackerOne uses generative AI to automate security workflows and prioritizing accuracy over efficiency to achieve end-to-end outcomes.

Topics Include:

HackerOne uses ethical hackers and AI to find vulnerabilities before criminals
White hat hackers stress test systems to identify security weaknesses proactively
Generative AI plays a huge role in HackerOne's security operations
Security teams struggle with constant toil of finding and fixing vulnerabilities
AI helps minimize toil through natural language interfaces and automation
Both good and bad actors have access to generative AI tools
Success requires measuring individual task inputs and outputs, not just aggregates
Breaking down workflows into granular tasks reveals measurable AI improvements
HackerOne deployed "Hive," their AI security agent to reduce customer toil
Initial focus was on tasks where AI clearly outperformed humans
Started with low-hanging fruit before tackling more complex strategic workflows
Accuracy is the primary success metric, not just efficiency or speed
Security requires precision; wrong fixes create bigger problems than inefficiency
Customer acceptance and reduced time to remediation are north star metrics
Humans remain the source of truth for validation and feedback loops
Break down human jobs into granular AI tasks using systems thinking
Build specific agents for individual tasks rather than entire job roles
Keep humans accountable for end-to-end outcomes to maintain customer trust
AWS Bedrock chosen for security, confidentiality, and data separation requirements
Moving from efficiency improvements to entirely new AI-enabled capabilities

Participants:

Alex Rice – Founder & CTO/CISO, HackerOne

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep120: Asana and Amazon Q - Co-Innovating with AWS Generative AI Services Jul 17, 2025

Spencer Herrick, Principal AI Product Manager of Asana and Oliver Myers of AWS demonstrate how their integration allows Asana's AI workflows to access enterprise data from Amazon Q Business, enabling seamless cross-application automation and insights.

Topics Include:

Oliver Myers leads Amazon Q Business go-to-market, Spencer Herrick manages Asana AI products.
Session focuses on end user productivity challenges with generative AI technology implementations.
End users face technology overload with doubled workplace application usage over five years.
Data silos prevent getting maximum value from generative AI across fragmented enterprise systems.
Workers spend 53% of time on "work about work" instead of strategic contributions.
Ideal experience needs single pane of glass with cross-application insights and actions.
Amazon Q Business launched as managed service with 40+ enterprise data connectors.
Connectors maintain end-user permissions from source systems for enterprise security compliance.
QIndex feature enables ISVs to access Q Business data via API calls.
End users get answers enriched with multiple data sources without switching applications.
Asana's work graph connects all tasks, projects, and portfolios to company goals.
Phase 1 AI focused on narrow solutions like smart status updates.
Phase 2 aimed for AI teammate capabilities requiring extensive contextual knowledge.
AI Studio launched as no-code workflow automation builder within Asana platform.
Q integration allows AI Studio to access cross-application context beyond Asana boundaries.
SmartChat enhanced with Q can answer "what should I work on today?" holistically.
Users returning from PTO can quickly understand goal risks across data sources.
AI Studio workflows automate feature request processing across Asana, Drive, Slack, email.
Partnership eliminates silos while maintaining enterprise security and permission controls.
Integration creates connected ecosystem enabling true cross-application AI automation and insights.

Participants:

Spencer Herrick - Principal AI Product Manager, Asana
Oliver Myers - Worldwide Head of Business Development, Amazon Web Services

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep119: Process Intelligence in the Age of AI – A New Era of Business Automation with Celonis Jul 16, 2025

Chief Product Officer Dan Brown explains how Celonis creates digital twins of business processes to power AI agents that automate operational improvements.

Topics Include:

Dan Brown introduces Celonis as the thought leader in process mining for over a decade.
Celonis serves largest global companies across all industries seeking operational improvements.
Companies have process diagrams but actual operations differ significantly from documentation.
Celonis creates digital twins of business processes by analyzing system data flows.
Process intelligence reveals how work actually happens versus how companies think it happens.
Platform enables process normalization, improvement assessment, and automated corrective actions.
Celonis vision: making processes work better for people, companies, and the planet.
Process intelligence provides visibility into current operations and improvement strategies.
Great AI requires great data, but most companies only have static views.
Process intelligence graph shows real-time flow of orders, invoices, and opportunities.
Agentic AI requires four capabilities: sensing, planning, executing, and governing operations.
Process intelligence enables real-time detection of conformance problems and deviations.
AWS partnership leverages Bedrock for agentic AI and infrastructure for data processing.
Data ingestion, organization, and enrichment are core to process intelligence value.
AI agents now handle process deviations with increasing autonomy and sophistication.
Heavy equipment manufacturer uses agents to coordinate with third-party vendors automatically.
Agents text and email vendors to confirm delivery dates, reducing manual work.
Implementation challenges include data quality, conservative adoption, and governance concerns.
Companies should start with achievable use cases and expand gradually across domains.
Future involves enterprise-wide process visibility powering automated applications and continuous improvement.

Participants:

Dan Brown – Chief Product Officer, Celonis

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep118: Revolutionizing Customer Experience through Generative AI with Automation Anywhere, Qlik and Vectra.ai Jul 14, 2025

AWS partners Automation Anywhere, Qlik, and Vectra.ai discuss revolutionizing customer experience through generative AI, sharing real-world implementations in automation, analytics, and cybersecurity applications.

Topics Include:

AWS Technology Partnerships panel on agentic AI implementation
Three AWS partners share real-world AI deployment experiences
Automation Anywhere automates end-to-end business processes with agents
Vectra.ai uses autonomous agents for cybersecurity threat detection
Qlik applies generative AI across their data platform portfolio
Customer service automation handles L1 support requests efficiently
Utility company processes 144,000 complaints annually using agents
Regulatory compliance improved through faster complaint resolution workflows
Cybersecurity agents reduce threat detection time by 50-60%
Triage, correlation, and prioritization handled by autonomous agents
Signal fatigue reduced through intelligent alert filtering systems
Natural language queries enable faster business decision making
Sales AI agent provides competitive information during calls
AWS Marketplace reduced 7,000 weekly tickets to zero
2023 was proof-of-concept year, 2024 focuses production deployment
AWS Bedrock integration seamless with existing data repositories
Model optionality crucial for different use case requirements
Agility most important capability in generative AI journey
Code abandonment becomes acceptable due to rapid innovation
Maximum team size of 10 people maintains development agility
Targeted solutions outperform broad platform capabilities in adoption
Implementation expertise becomes bottleneck for customer scaling efforts
Natural language interaction patterns completely shifted user behavior
Keywords searches replaced by conversational query approaches
Responsible AI committees review decisions and establish principles
Security considerations balance speed with responsible deployment practices
Bad actors adopt generative AI faster than defenders
Explainability requirements slow feature rollout but ensure auditability
Multi-modal deployments use different models for specific cases
Future trends include AI-powered business process outsourcing

Participants:

Peter White – SVP, Emerging Products, Automation Anywhere
Ryan Welsh – Field CTO - Generative AI, Qlik
John Skinner – Vice President Corporate/Business Development, Vectra.ai
Chris Grusz – Managing Director for Technology Partnerships, AWS

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep117: Breaking Down Silos: Trellix's AI-Driven Security Operations Jul 10, 2025

Zak Krider, Trellix's Director of Strategy and AI, shares how Trellix has successfully integrated generative AI into their security operations and democratized access to AI models across the organization.

Topics Include:

Trellix formed from McAfee Enterprise and FireEye merger
Provides full security stack visibility in single platform
Serves SMBs to Fortune 500 and government customers
Used machine learning for two decades with 30 models
Recently pivoted to generative AI with Wwise platform
AI finds critical events among thousands daily alerts
Incorporates threat hunting knowledge into AI prompt structures
AWS Bedrock central to AI strategy for model flexibility
Formed small tiger team to investigate generative AI
Anthropic Claude provided breakthrough "aha moments" for capabilities
Adopted "fail fast, learn fast" innovation culture approach
Enabled employee access to models through Bedrock API
Conducted innovation jam sessions with VC-style pitches
AI decoded Base64 without prompting, identified benign activity
Junior analysts elevated to level two with AI
Common misconception: models train on customer data falsely
Early challenge: providing too much data overwhelmed models
Smaller models hallucinated more with plausible-sounding responses
Design partner programs help prioritize product development
Democratize AI access beyond just technical teams
Test multiple models for specific use cases
Large models work better than small ones initially
Prompt engineering crucial for effective model communication
Model Context Protocol will gain traction next year
Backend data security remains largely unsolved challenge
Federal customers require on-premises, air-gapped AI solutions

Participants:

Zak Krider – Director of AI and Innovation, Trellix

Further Links:

Website: https://www.trellix.com
Trellix on AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep116: Building the AI Economy - Inside NVIDIA's 25,000-Strong Startup Ecosystem Jul 09, 2025

NVIDIA’s Global Head of Partnerships & Cloud for Startups, Jen Hoskins, details their collaboration with AWS to support over 25,000 startups through their Inception program.

Topics Include:

AI transformation happening across all industries and verticals
NVIDIA evolved from GPU company to full-stack AI solutions
Accelerated computing requires complete stack re-engineering from chip up
Traditional CPU scaling has reached its fundamental performance limits
NVIDIA-AWS partnership spans over 13 years of co-development
DGX Cloud integrates seamlessly with AWS SageMaker and Bedrock
Over 26 NVIDIA solutions available in AWS Marketplace
NVIDIA AI Enterprise accelerates data science and deployment pipelines
NIM microservices streamline AI model development like Docker containers
Codeway gaming startup saved 48% on compute costs using NVIDIA
Eternal improved marketing ROI by 30X with generative AI
Quoto achieved 10X content length and 3X throughput improvement
NOATech biotech scaled cancer research with small team efficiently
NVIDIA Inception program supports over 25,000 startups globally
Program covers 100+ countries across all verticals and stages
Startups get AWS credits up to $100,000 through Activate
Developer program offers free access to hundreds of SDKs
Three program pillars: Innovate, Build, and Grow stages
VC Alliance connects startups with over 1,000 investors
Venture Capital Connect directly links startups to funding opportunities

Participants:

Jen Hoskins – Startups, Global Head of Cloud, Partnerships & Go to Market, NVIDIA

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep115: Put AI to Work Supercharging Enterprise Intelligence with Glean + AWS Jul 07, 2025

Matt “Kix” Kixmoeller, Chief Marketing Officer of Glean, shares how Glean partners with AWS to deploy secure, scalable AI solutions that help companies move from basic productivity tools to transformative business intelligence.

Topics Include:

Introduction to Glean
Glean targets Global 2000 companies for AI transformation
Enterprise AI needs company context: data, people, processes
Bottom-up approach: deploy to all employees first
Focus on business results, not just productivity gains
Glean Assistant provides daily AI tool for employees
Glean Agents platform enables natural language agent building
Open APIs export context to enterprise systems
Started as enterprise search, evolved to knowledge graphs
Knowledge graphs map content, people, projects, and processes
Individual knowledge graphs created for each person
Glean WorkAI platform includes search, protect, agents
Glean Protect ensures data security and AI governance
Platform integrates with existing enterprise tools natively
MCP enables connection to various AI systems
Strong growth: $100M ARR, $700M+ funding raised
AWS partnership provides models, security, and deployment

Participants:

Matt “Kix” Kixmoeller – Chief Marketing Officer, Glean

Further Links:

Website: https://www.glean.com/
Glean on AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep114: From Chaos to Clarity - AI-Powered Security and Observability Investigation with Sumo Logic Mo Copilot on AWS Jul 02, 2025

Kui Jia, Sumo Logic's Vice President of Engineering and Head of AI, shares how their AWS-powered AI agents transform chaotic security investigations into streamlined workflows.

Topics Include:

Kui Jia leads AI Engineering at Sumo Logic
SREs and SOC analysts work under chaotic, high-pressure conditions
Teams constantly switch between different vendor tools and platforms
Investigation requires quick hypothesis formation and complex query writing
Sumo Logic processes petabytes of data daily across enterprises
Company serves 2,000+ enterprise customers for 15 years
Platform focuses on observability and cybersecurity use cases
Investigation journey: discover, diagnose, decide, act, learn phases
Data flows from ingestion through analytics to human insights
Traditional workflow relies heavily on tribal domain knowledge
Senior engineers create queries that juniors struggle to understand
War room situations demand immediate answers, not learning curves
Context switching between tools wastes time and creates friction
Multiple AI generations deployed: ML anomaly detection to GenAI
Agentic AI enables reasoning, planning, tools, and evaluation capabilities
Mo Copilot launched at AWS re:Invent as AI agent suite
Natural language converts high-level questions into Sumo queries
System provides intelligent autocomplete and multi-turn conversations
Insight agents summarize logs and security signals automatically
Knowledge integration combines foundation models with proprietary metadata
AI generates playbooks and remediation scripts for automated actions
Three-tier architecture: Infrastructure, AI Tooling, and Application layers
Built on AWS Bedrock with Nova models for performance
Focus on reusable infrastructure and AI tooling components
Data differentiation more important than AI model selection
Golden datasets and contextualized metadata are development challenges
Guardrails and evaluation frameworks critical for enterprise deployment
AI observability enables debugging and performance monitoring
Enterprise agents achievable within one year development timeline
Future vision: multiple AI agents collaborating with human investigators

Participants:

Kui Jia – Vice President of AI Engineering, Head of AI, Sumo Logic

Further Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep113: AI Frameworks to Stay Ahead: Intelligent Cyber Threat Response with Trellix Jun 30, 2025

Wilson Patton, Solutions Architect for Trellix, demonstrates how their four-pillar Gen-AI framework transforms incident alerts into actionable intelligence.

Topics Include:

Wilson Patton: Trellix Solutions Architect, 20 years government experience
Witnessed evolution from basic firewalls to zero trust architectures
Trellix combines McAfee and FireEye heritage and capabilities
AI integration isn't new - machine learning embedded for years
Partnership with AWS Bedrock accelerates Gen-AI development capabilities
2014: Developed Impossible Travel Analytic for anomaly detection
2016: Launched Guided Investigations framework for SOC analysts
2023: Introduced AI Guided Investigations with contextual understanding
64% of public sector exploring AI adoption actively
Only 21% have requisite data ready for training
Gen-AI won't magically clean up messy, siloed data
74% of executives doubt AI information accuracy currently
Monday morning alert queue: 76 high, 318 medium alerts
Adversaries steal credentials 90 days before major incidents
Critical breadcrumbs hidden in low-priority informational alerts
1000+ data-driven investigative questions developed over eight years
Skilled analysts take too long reading all answers
Automate analysis, distill thousands down to ten critical alerts
Four foundational pillars for effective, trustworthy Gen-AI implementation
Cybersecurity expertise essential - Gen-AI is just a tool
Frameworks ensure reliability and consistent prompting for production
Multiple LLM models tested through AWS Bedrock platform
Quality diverse datasets required for accurate question answering
Good prompts combine evidence, context, and comprehensive information
Testing shows order of magnitude price differences between models
Nova Micro provides cost-effective results for many scenarios
Prompt engineering superior to fine-tuning for avoiding bias
Agentic AI performs multi-step investigations with live data
Strategic model choice based on specific requirements and costs
Transparent audit trails mandatory for government compliance requirements

Participants:

Wilson Patton – Solutions Architect, Trellix

Further Links:

Website: https://www.trellix.com
Trellix in the AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep112: Transforming Product Development with AI - Miro and The Art of the Possible Jun 27, 2025

Jeff Chow, Chief Product and Technology Officer at Miro, explores how harnessing AI — in addition to reshaping teams and workflows — accelerates the product development lifecycle. He also shares insight into how Miro is embracing new technology and ways of working to transform its Innovation Workspace.

Topics Include:

Platform & Partnership

Miro serves 250,000+ customers with 90+ million knowledge workers using their Innovation Workspace
Platform supports discovery, definition, and delivery phases of innovation process
Real-time multiplayer canvas enables team co-creation across multiple formats, including seamless transitions between structured and unstructured work.
Three-tier AWS partnership: infrastructure backbone, AI services (Bedrock/Q), and joint customer solutions

Innovation Challenges & Friction

Product development lifecycle bottlenecks: separate tools per function create process delays and collaborative friction
Pain points include stalled product kickoffs, lengthy design ideation cycles, and process delays from engineering architecture discussions.
Leadership struggles with project visibility and strategic alignment across initiatives

AI Transformation

AI fundamentally shifts workflows with universal knowledge access at fingertips
Craft democratization blurs traditional role boundaries (PMs prototyping, developers designing)
Agentic workflows and agents collapse traditional development stack layers
AI shortcuts enable one-button synthesis of workshops into product briefs
Product development lifecycle compression from 20 steps to 5 key phases
Bedrock and Q services create significant business acceleration

Organizational Design

Common organizational rhythms and rituals create shared working language
Driving maximum impact by aligning on big initiatives vs. distributed priorities
Collaborating across all functions — product, engineering, design — and at all organizational levels
Bottom-up innovation requiring clear problem communication throughout organization
Inclusive environments welcoming ideas from junior and introverted team members
Working backwards planning and PR FAQs adopted from Amazon methodologies

Creating the next big thing with Miro

Large enterprises use Miro for strategic planning, OKR planning, capacity planning, roadmapping
Visual proof-of-concepts and live demos make abstract concepts tangible
Same-day product brief delivery improves team collaboration and ownership
Voice of customer integration: automated synthesis of feedback into feature development
Miro uses Miro internally to build next-generation features
Enhanced employee engagement alongside improved business outcomes
Customers consistently achieve 2-3x time-to-market improvements

Participants:

Jeff Chow – Chief Product and Technology Officer, Miro
Johan Broman – EMEA ISV Head of Solutions Architecture, AWS

Further Links:

Website: https://miro.com/page/product-leaders/
Miro in the AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep111: The Architecture of Growth: Sonar's Evolution to Multi-Region SaaS Jun 25, 2025

Andrea Malagodi, CTO of Sonar, discusses how the company successfully transitioned from on-premise to SaaS, leveraging AWS partnership and maintaining focus on developer-centric code quality and security solutions.

Topics Include:

Andrea Malagodi is CTO of Sonar, guest on podcast
Sonar founded 16+ years ago by three software engineers
Founders wanted to help developers understand code quality issues
Focus on giving developers precise, actionable insights for improvement
Products include SonarQube Server, Cloud, and IDE versions
Recent acquisitions: ACR, Tidelift, and Structure 101 companies
SaaS journey began seven years ago with SonarQube Cloud
Initially targeted individual developers, then expanded to enterprises
Now multi-region with comprehensive enterprise features available
Seven million developers rely on Sonar's solutions globally
400,000 organizations and 28,000 enterprise customers use Sonar
Started SaaS to test market demand, not assumptions
Engaged customers early to understand migration requirements needed
Recommends alpha versions with design customers for feedback
Free tier for open-source code enables quick trial
Enterprise certifications (ISO 27001, SOC 2) build trust
AWS partnership includes enterprise support and technical resources
Used CDK for infrastructure-as-code, experienced early adoption challenges
Multi-region strategy should be considered from the beginning
AWS Learning partnership certified all engineers in cloud
Cloud enables faster development cycles than traditional infrastructure
Recommends avoiding architectural one-way doors during transition
Consider data residency requirements for global customer base
AI-generated code creates productivity gains but needs validation
Sonar provides deterministic rules for AI-generated code review
Working on MCP protocol and AI code quality solutions
Security approach is "start left" not "shift left"
Advanced Security offering includes dependency scanning and vulnerabilities
Available on sonarsource.com and AWS Marketplace
Free tier offers 50,000 lines of code analysis

Participants:

Andrea Malagodi – Chief Technical Officer, Sonar

Further Links:

Website: www.sonarsource.com
Sonar in the AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep110: Redefining Network Detection & Response with Generative AI – The Partnership of ExtraHop Networks and AWS Jun 23, 2025

Kanaiya Vasani, Chief Product Officer, explains how ExtraHop leverages AWS services and generative AI to help enterprise customers address the growing security challenges of uncontrolled AI adoption.

Topics Include:

ExtraHop reinventing network detection and response category
Platform addresses security, performance, compliance, forensic use cases
Behavioral analysis identifies potential security threats in infrastructure
Network observability and attack surface discovery capabilities included
Application and network performance assurance built-in features
Traditional IDS capability with rules and IOCs detection
Packet forensics for investigating threats and wire evidence
Cloud-native implementations and compromised credential investigation support
ExtraHop partnership with AWS spans 35-40 different services
AWS handles infrastructure while ExtraHop focuses core competencies
ExtraHop early adopter of generative AI in NDR
Natural language interface enables rapid data access queries
English questions replace complex query languages for users
Agentic AI experiments focus on SOC automation workflows
L1 and L2 analyst workflow automation improves productivity
Shadow AI creates major risk concern for customers
Uncontrolled chatbot usage risks accidental data leakage
Governance structures needed around enterprise gen AI usage
Visibility required into LLM usage across infrastructure endpoints
AI innovation pace challenges security industry keeping up
Models evolved from billion to trillion parameters rapidly
Traditional security tools focus policies, miss real-time activity
"Wire doesn't lie" - network traffic reveals actual behavior
ExtraHop maps baseline behavior patterns across infrastructure endpoints
Anomalous behavioral patterns flagged through network traffic analysis
MCP servers enable LLM access through standardized protocols
Stolen tokens allow adversaries unauthorized MCP server access
Machine learning identifies anomalous traffic patterns L2-L7 protocols
Gen AI automates incident triage, investigation, response workflows
Best practices include clear policies, governance, monitoring, education

Participants:

Kanaiya Vasani – Chief Product Officer, ExtraHop Networks

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep109: Sustaining Data Quality and Quantity: How Cribl is helping Customers Control Costs and Unlock Value Jun 18, 2025

Cribl’s Field CISO Ed Bailey discusses how customers can manage the quality and quantity of data by providing intelligent controls between data sources and destinations.

Topics Include:

Cribl company name origin
Company helps organizations screen data to find valuable insights
Ed Bailey was Cribl's first customer back in 2018
Data growth of 25% yearly created seven-figure cost increases
CEOs and CIOs complained about explosive data storage costs
Users demanded more data while budgets remained constrained
Bailey discovered Cribl through a random Facebook advertisement
Cribl Stream sits between data sources and destinations
No new agents required, uses existing infrastructure connections
Reduced data growth from 28% to 8% within year
Development cycles shortened from six weeks to two weeks
Bailey managed global security and telemetry data systems
Operated large Splunk instance across forty different countries
Team spent time collecting data instead of extracting value
Cribl provided consistent data control plane for operations
Smart engineers could focus on machine learning solutions
Migrated from terrible SIEM to better security platform
Data strategy should focus on business requirements first
Not all data has the same business value
Tier one: Critical data goes to expensive platforms
Tier two: Important data stored in cheaper lakes
Tier three: Compliance data in low-cost object storage
SIEM costs around one dollar per gigabyte stored
Data lakes cost twelve to eighteen cents per gigabyte
Object storage costs fractions of pennies per gigabyte
AWS partnership provides scalable infrastructure for rapid growth
EC2, EKS, and S3 are heavily utilized services
Cribl Search finds data directly in object storage
Avoids costly data movement for search and analysis

Participants:

Edward Bailey – Field CISO, Cribl

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep108: Getting Ahead of the Curve - How Saviynt Automates Identity Security at Scale Jun 16, 2025

Saviynt Co-Founder Amit Saha discusses how their AWS partnership has enabled the identity security company to deliver comprehensive identity protection while minimizing organizational friction.

Topics Include:

Saviynt is leading identity security provider in market
Secures human, non-human, workforce, and privileged access identities
Eliminates friction while automating organizational access management processes
Biggest challenge: reducing friction in new access processes
Second challenge: visibility into accumulated technical debt problems
Lost business context makes access permissions difficult to unwind
Saviynt provides quick visibility to prioritize identity risks
Shadow IT creates ungoverned workloads and cloud applications
Need integration with asset management and cloud providers
Must derive intelligence from multiple disconnected information sources
AWS partnership provides access to prolific customer base
AWS security owners are same buyers for Saviynt
Eleven-year AWS relationship with early security competency
ISV Accelerate program connects with sellers and architects
Rising Star program helps stand out in crowded marketplace
Find mutual customers for successful AWS partnership stories
GenAI in bad actors' hands compromises customer security
Product engineering uses GenAI tools for better quality
Agentic AI creates new paradigm between human/non-human identities
Agentic AI requires dynamic, fluid access management approaches
AI agents can generate their own bots needing access
Zero trust principles needed at broader scale for AI
Next twelve months: getting ahead of GenAI curve
New AWS services launch daily in GenAI space
Contributing to new standards like MCP and A2A protocols
AWS Marketplace simplifies procurement and buyer discovery processes
EDP program and migration incentives benefit ISV transactions
AWS developer-friendly startup programs accelerate time to market
Cloud-native approach enables predictable scaling and AWS integration
AWS-Saviynt partnership aims for once-in-generation security impact

Participants:

Amit Saha – Co-Founder and Chief Growth Officer, Saviynt

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep107: Cloud-Scale Security Monitoring – How Panther and AI are Revolutionizing Cybersecurity Jun 11, 2025

Chief Architect Russell Leighton discusses how Panther's cloud platform revolutionizes security operations by treating detections as Python code and AI enabled alert vetting turning responses from hours into minutes.

Topics Include:

Panther is a cloud security monitoring tool (cloud SIEM)
Works at massive scale, more cost-effective than legacy systems
Key differentiator: "detections as code" written in Python
Brings software engineering best practices to security operations
Enables unit testing and version control for security detections
Recently adopted generative AI to improve security workflows
SOC burnout is renowned due to tedious ticket processing
AI has intelligence of security engineer, works much faster
Example: Alert shows "Russ Leighton removed branch protection"
Old way: Manual log analysis, checking user profiles manually
Takes hours of squinting at detailed log data
New AI way: Automatic vetting happens in minutes
AI checks user profile in Okta or IDP
Determines engineer status, assesses typical behavior patterns
Provides risk assessment based on historical alert data
Low risk for engineers, high risk for unusual users
Example: HR person accessing production code is escalated
Customer quote: Takes vetting "from hours to seconds"
Panther customers get dedicated AWS accounts for security
Company can't see customer data, only self-reported metrics
AI provides summaries, risk assessments, timelines, visualizations
Also suggests remediations like human security engineer would
Initial concerns about putting AI in production environment
Customer feedback exceeded expectations with feature requests
AWS Bedrock integration addresses customer security concerns
Uses Anthropic Claude as base LLM through Bedrock
Customers can enable additional Bedrock guardrails independently
AI transparency prevents hallucination concerns through explanations
Claude's extended thinking mode shows reasoning process
AI visualizes thinking with flowcharts explaining decision process

Participants:

Russell Leighton – Chief Architect, Panther

Further Links:

Website: Panther.com
AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep106: Building Secure and Agile AI Agents at Scale with Anthropic and AWS Jun 10, 2025

Security leaders from Anthropic and AWS discuss how agentic AI is transforming cybersecurity functions to autonomously handle everything from code reviews to SOC operations.

Topics Include:

Agentic AI differs from traditional AI through autonomy and agency
Traditional AI handles single workflow nodes, agents collapse multiple steps
Higher model intelligence enables understanding of broader business contexts
Agents make intelligent decisions across complex multi-step workflows processes
Enterprise security operations are seeing workflow consolidation through GenAI
Organizations embedding GenAI directly into customer-facing production applications
Software-as-a-service transitioning to service-as-software through AI agents
Securing AI requires guardrails to prevent hallucinations in applications
New vulnerabilities appear at interaction points between system components
Attackers target RAG systems and identity/authorization layers instead
LLMs hallucinate non-existent packages, attackers create malicious honeypots
Governance frameworks must be machine-readable for autonomous agent reasoning
Amazon investing in automated reasoning to prove software correctness
Anthropic uses Claude to write over 50% of code
Automated code review systems integrated into CI/CD pipelines
Security design reviews use MITRE ATT&CK framework automation
Low-risk assessments enable developers to self-approve security reviews
40% reduction in application security team review workload
Anthropic eliminated SOC, replaced entirely with Claude-based automation
IT support roles transitioning to engineering as automation replaces frontline
Compliance questionnaires fully automated using agentic AI workflows
ISO 42001 framework manages AI deployment risks alongside security
Executive risk councils evaluate AI risks using traditional enterprise processes
AWS embeds GenAI into testing, detection, and user experience
Finding summarization helps L1 analysts understand complex AWS environments
Amazon encourages teams to "live in the future" with AI
Interview candidates expected to demonstrate Claude usage during interviews
Security remains biggest barrier to enterprise AI adoption beyond POCs
Virtual employees predicted to arrive within next 12 months
Model Context Protocol (MCP) creates new supply chain security risks

Participants:

Jason Clinton – Chief Information Security Officer, Anthropic
Gee Rittenhouse – Vice President, Security Services, AWS
Hart Rossman – Vice President, Global Services Security, AWS
Brian Shadpour – GM of Security and B2B Software Sales, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep105: Transforming B2B - How Spryker Powers Complex B2B Commerce with AWS Jun 09, 2025

Spryker’s Chief Product Officer, Elena Leonova, discusses the Spryker Business Intelligence platform and how working with AWS as a strategic advisor unlocked deeper opportunities for transformative growth.

Topics Include:

Elena Leonova introduces Spryker as digital commerce platform
Spryker focuses on sophisticated B2B commerce transactions
Traditional industries: manufacturing, industrial goods, med tech
Customers sell complex equipment like MRI machines, tractors
Products are custom-built to order through procurement processes
Extensive negotiation and aftermarket servicing are required
Competitors focus on fashion, food - not complex equipment
Spryker exclusively hosted on AWS cloud infrastructure
AWS partnership enables new capabilities and customer innovation
Business intelligence tools and AI capabilities now available
Ricoh example: global manufacturer of industrial-grade printers
Ricoh sells through dealers and distributors worldwide
S-Diverse: new automotive software marketplace partnership platform
Connects automotive manufacturers with embedded software producers
Spryker Business Intelligence powered by Amazon QuickSight launched
Commerce becoming more intelligent than traditional repeat purchases
Complex equipment buyers don't purchase MRI machines weekly
Platform provides insights into customer portal navigation patterns
Combines commerce data with search, CRM, competitive intelligence
Helps merchants identify revenue optimization signals from noise
Business intelligence integrated directly within Spryker platform
Customers should evaluate platform's future scalability and flexibility
Revenue optimization requires understanding what metrics to improve
Easy-to-use data analysis prevents information overload problems
QuickSight's GenAI capabilities enable faster executive decision-making
AWS partnership provided cost optimization and innovation confidence
Elena initially viewed AWS as just hosting provider
Building shared vision with AWS unlocked deeper collaboration
AWS became trusted advisor for strategy and partnerships
Generative AI enables multi-persona communication across customer types

Participants:

Elena Leonova – Chief Product Officer, Spryker

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep104: Partnership in Innovation - How ActiveFence and AWS are De-risking AI Jun 04, 2025

ActiveFence CEO Noam Schwartz discusses how his company evolved from protecting platforms against user-generated harmful content to helping companies deploy public-facing AI safely at scale.

Topics Include:

Noam Schwartz introduces himself as ActiveFence CEO
Former intelligence officer specializing in open source intelligence
Mission: protect online experiences for everyone everywhere
Online platforms constantly hammered by various attacks
Attacks include cybersecurity, abuse, hate speech, spam
Companies playing endless whack-a-mole game with violations
Need scalable solution that works across languages/formats
Developed enterprise-grade technology for sophisticated companies
Amazon became customer and great partner early on
Generative AI introduction changed the game completely
LLMs non-deterministic unlike traditional programmed chatbots
Same input produces different outputs each time
AI deployed in customer support, healthcare, airlines
New risks when models speak on company's behalf
One bad output creates legal and reputational damage
Companies need to deploy public-facing AI safely
Transition affects healthcare, finance, gaming, government sectors
Building on years of user-generated content expertise
No specific ChatGPT moment triggered their AI pivot
ActiveFence was AI company since day one
Model companies like Amazon, Nvidia asked for help
Realized their expertise perfectly suited for AI safety
Staying on top of AI developments is impossible
Focus on customer adoption, not every new release
Main enterprise challenge is trusting AI technology
Unrealistic expectations for 100% accuracy from AI
Most companies will license existing models, not build
Security solutions remain independent like traditional cybersecurity

Participants:

Noam Schwartz – CEO and Co-Founder, ActiveFence
Ofer Oringher – Software and Technology Account Manager, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep103: Supercharging Security with GenAI – Best Practice Sharing with Sonrai Security Jun 02, 2025

Jeff Moncrief discusses Sonrai Security's Cloud Permissions Firewall, and the best practices for using AI-powered summaries and orchestration to ensure security at all points.

Topics Include:

Jeff Moncrief introduces Sonrai Security and Cloud Permissions Firewall
Focus on achieving least privilege access in AWS quickly
Lightweight orchestration layer secures IAM from inside out
Eliminates need to write hundreds of individual policies
Customers struggle with identity risk in CNAP/CSPM tools
Generative AI adoption driving top security use cases
Bedrock and AI agents mentioned daily by customers
Product managers should consider underlying platform security risks
AI models have control over infrastructure they run on
Identity is fundamental infrastructure enabling AWS AI models
Sonrai uses Bedrock capability inside Cloud Permissions Firewall
Just-in-time access provides temporary, time-boxed AWS access
Bedrock generates session summaries from audit logs automatically
Plain English insights show what happened during sessions
Session summaries improve audit compliance and incident response
Customer with 1000 accounts manually deployed service controls
Friday afternoon deployment caused very bad weekend disaster
Policy inheritance issues broke child accounts and OUs
Planning and orchestration essential for scaling AI security
Sonrai platform built 100% cloud-native on AWS
Coordinates service control policies and resource control policies
Just-in-time access relies on IAM Identity Center
Participates in ISV Accelerate and AWS Marketplace
Security best practices start with identity as foundation
"Hackers don't hack, they just log in" philosophy
Eliminate standing privileges with just-in-time access patterns
Restrict AI services by user, location, and account
Review over-permissioned or inactive third-party vendor access
Actionable insights through useful logging and AI summarization
Future focus on protecting new services and permissions

Participants:

Jeff Moncrief – Field CTO & Director of Sales Engineering, Sonrai Security

Links:

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep102: 500 Billion Connected Devices: Intel's Investment in improving Enterprise AI May 29, 2025

Akanksha Bilani of Intel shares how businesses can successfully adopt generative AI with significant performance gains while saving on costs.

Topics Include:

Akanksha runs go-to-market team for Amazon at Intel
Personal and business devices transformed how we communicate
Forrester predicts 500 billion connected devices by 2026
5,000 billion sensors will be smartly connected online
40% of machines will communicate machine-to-machine
We're living in a world of data deluge
AI and Gen AI help make data effective
Goal is making businesses more profitable and effective
Various industries need Gen AI and data transformation
Intel advises companies as partners with AWS
Three factors determine which Gen AI use cases adopt
Factor one: availability and ease of use cases
How unique and important are they for business?
Does it have enough data for right analytics?
Factor two: purchasing power for Gen AI adoption
70% of companies target Gen AI but lack clarity
Leaders must ensure capability and purchasing power exist
Factor three: necessary skill sets for implementation
Need access to right partnerships if lacking skills
Intel and AWS partnered for 18 years since inception
Intel provides latest silicon customized for Amazon services
Engineer-to-engineer collaboration on each processor generation
92% of EC2 runs on Intel processors
Intel powers compute capability for EC2-based services
Intel ensures access to skillsets making cloud alive
AWS services include Bedrock, SageMaker, DLAMIs, Kinesis
Performance is the top three priorities for success
Not every use case requires expensive GPU accelerators
CPUs can power AI inference and training effectively
Every GPU has a CPU head node component

Participants:

Akanksha Bilani – Global Sales Director, Intel

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon/isv/

Ep101: Beyond Chat - How Asana and Amazon Q Are Embedding AI Into Enterprise Workflows May 27, 2025

Victoria Chin of Asana and Michael Horn of AWS demonstrate how Amazon Q integrates with Asana to enable AI-powered workflows while dramatically reducing manual work and improving cross-functional collaboration.

Topics Include:

Victoria Chin introduces herself as Asana's CPO Chief of Staff
Michael Horn from AWS discusses customer feedback on generative AI
AI agents limited by quality of data pulled into them
Amazon Q Business created to analyze information and take action
Hundreds of customers using Q Business across various industries daily
AWS hosts most business applications, ideal for AI journey
Amazon Q has most built-in, managed, secure data connectors available
Q Index creates comprehensive, accessible index of all company data
Security permissions automatically pulled in, no manual configuration needed
Supports both structured and unstructured data from multiple sources
Victoria returns to discuss Asana's integration with Q Index
Billions invested in integrations, but usage still lags behind
Teams switch between apps 1000 times daily, missing connections
Root problem: no reliable way to track who/what/when/why
Content platforms store work but don't manage or coordinate
Asana bridges content and communication for effective teamwork scaling
AI disrupting software, but questions remain about real value
Software must provide structured framework to guide LLMs effectively
AI needs data AND structure to separate signal from noise
Asana Work Graph maps how work actually gets done organizationally
Work Graph visualized as interconnected data, not rows and columns
Most strategic work is cross-functional, requiring multiple teams collaborating
Traditional integrations require manual setup and knowing when to use
Q Index gives Asana access to 40+ different data connectors
Users can ask questions, get answers with cross-application context
AI Studio enables no-code building of workflows with AI agents
Product launch example shows intake, planning, execution, and reporting stages
AI can surface relevant documents, research, and updates automatically
Chat is tip of iceberg; real power comes from embedded workflows
Integration evolves from feature-level to AI-powered product-level connections

Participants:

Victoria J. Chin – Chief of Staff / Product Strategy, AI, Asana
Michael Horn – Principal Head of Business Development – Artificial Intelligence & Machine Learning, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon/isv/

Ep100: The Power of ISV Community - Celebrating 100 Episodes with ISV Customers and AWS Leaders May 22, 2025

AWS leaders commemorate the podcast's 100th episode while looking ahead to expanded coverage of technology partners and continued focus on generative AI, modern data strategies, agentic AI solutions and more!

Topics Include:

Episode 100 celebrates milestone of AWS software companies podcast
Weekly podcast shares ISV stories, best practices, guidance
Today features AWS leader thoughts on ISV community
Arym Diamond heads North America data and AI sales
Specialist team helps win deals, create happy customers
ISV customers do cutting-edge work on AWS platform
ISVs create force multiplier effect for entire company
Building community through podcast video and audio content
Kristen Backeberg leads global ISV partner marketing at AWS
Podcast featured 157 ISV leaders from 121 companies
Reached over 30,000 listeners across 90+ countries worldwide
ISV partners drive cloud innovation across all industries
AWS supports growth from startups to enterprise leaders
APN network designed to help partners succeed, scale
Olawale Oladehin directs ISV solutions architecture in North America
Podcast shares customer insights, journeys, and innovations
AWS technology continues evolving to meet customer needs
Carol Potts leads North America ISV sales at AWS
Podcast started less than two years ago
First episode titled "Data the Engine for Growth"
Customer obsession drives everything AWS does for ISVs
Deep collaboration focused on joint ISV success partnerships
Vishal Sanghvi heads ISV marketing for North America
ISVs face pressure delivering products at generative AI pace
Modern data strategy foundational for ISV product success
Favorite episodes include Snowflake, Wiz, Coupang discussions
AWS offers programs for every ISV persona type
Future episodes focus on generative AI, cybersecurity, data
Agentic AI becoming important for production phase evolution
Podcast expanding scope to include technology partners

Participants:

Kristen Backeberg – Director, Global ISV, Solutions Enterprise and Alliance Partner Marketing, Amazon Web Services
Arym Diamond – Director, US ISV Specialists, Amazon Web Services
Olawale Oladehin – Director, ISV, Solutions Architecture, North America, Amazon Web Services
Carol Potts – GM, ISV Sales Segment, North America, Amazon Web Services
Vishal Sanghvi - Head of ISV Field Marketing, North America, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep099: Marketing Transformed: Reimagining Advertising and MarTech with Amazon Bedrock May 13, 2025

Executive leaders from UneeQ and Zeta Global discuss the revolutionary impact of AI technologies that enable enhanced customer experiences and improved sales performances.

Topics Include:

Dave Cristini introduces panel on AI in advertising and marketing.
Panel explores personalized experiences at scale with privacy focus.
UneeQ creates AI-powered digital humans for brand interactions.
Zeta Global uses AI to optimize customer messaging.
LLMs combined with traditional ML empowers marketers to create models.
Marketers can now build models without needing data scientists.
AI agents integrated into systems can take action, not just respond.
Agent chaining orchestrates sophisticated marketing actions automatically.
AWS Bedrock provides tools to shape AI marketing future.
Hyper-personalization becoming more achievable through AI automation.
Ethics requires authenticity in brand AI representation.
Transparency about data usage builds customer trust.
Win-win approach: AI should augment teams, not just reduce costs.
Integration difficulties remain a major challenge for AI implementation.
AI agents have limited context windows and memory.
Solution: Create specialized agents with persistent viewpoints.
Companies need strong integration capabilities before implementing AI.
Privacy regulations impact AI use in global marketing.
Highly regulated industries require careful AI implementation strategies.
Generative AI creates compliance challenges with unpredictable outputs.
Digital humans eliminate judgment, revealing new customer insights.
Banking clients discovered customers didn't understand financial terminology.
Zeta improved onboarding with AI agents for data mapping.
AI data mapping increased NPS scores and accelerated monetization.
CMOs and CIOs increasingly collaborating on AI initiatives.
Tension exists between marketing (quick wins) and IT (security).
Strategic alignment with approved infrastructure enables scaling AI solutions.
CEOs have critical role in aligning AI goals across departments.
Internal AI use case: practicing sales with digital humans.
Sales teams achieved 500% higher sales through AI role-playing.

Participants:

Danny Tomsett – Chief Executive Officer, UneeQ
Roman Gun – Vice President, Product, Zeta Global
David Cristini – Director, ISV Sales, North America – Business Applications, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep098: From BI to Gen AI: A CTO's Journey Through Data Evolution May 07, 2025

Ash Pembroke, Portfolio CTO of Caylent, discusses the critical balance of data accuracy in the era of Gen AI for the benefit of boosting innovation.

Topics Include:

Ash Pembroke, Portfolio CTO of Caylent, self-identifies as a "recovering data scientist."
Caylent is an AWS native services company.
Data quality remains an issue despite Gen AI.
Contrasts legalism versus mysticism in data quality.
Legalism: accurate data when applications need it.
Mysticism: insights that help decision-making.
Traditional data foundations approach is being challenged weekly.
Gen AI developments force rethinking of solution architectures.
Teams share solutions through giant Slack threads.
Example: Vector databases questioned after model context protocol.
Still do traditional data assessments, but stay flexible.
Integration and data processing constantly get abstracted.
Data strategy equals architecture strategy equals business strategy.
Traditional approach: standardize data across engineering teams.
New approach: allow business users to innovate.
Bring valuable techniques back to the organization.
Case study: North Sea wind turbine alerts.
Initially seen as data quality issue, revealed new predictive failure signal.
Gen AI enables local experimentation by business users.
Blurring lines between enterprise enablement and software building.
BrainBox AI case study: energy optimization across buildings.
Architecture decisions impact ability to scale products.
Work with business edges rather than looking for patterns.
Gen AI can process information from these working groups.
Think about data as a product, not asset.
Redimensionalize dependencies across your organization.
Now's a good time to attack data quality.
New tools help visualize complexity across organizations.

Participants:

· Ash Pembroke – Portfolio CTO, Caylent

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep097: Specialized Agents & Agentic Orchestration - New Relic and the Future of Observability Apr 28, 2025

New Relic's Head of AI and ML Innovation, Camden Swita discusses their four-cornered AI strategy and envisions a future of "agentic orchestration" with specialized agents.

Topics Include:

Introduction of Camden Swita, Head of AI at New Relic.
New Relic invented the observability space for monitoring applications.
Started with Java workloads monitoring and APM.
Evolved into full-stack observability with infrastructure and browser monitoring.
Uses advanced query language (NRQL) with time series database.
AI strategy focuses on AI ops for automation.
First cornerstone: Intelligent detection capabilities with machine learning.
Second cornerstone: Incident response with generative AI assistance.
Third cornerstone: Problem management with root cause analysis.
Fourth cornerstone: Knowledge management to improve future detection.
Initially overwhelmed by "ocean of possibilities" with LLMs.
Needed narrow scope and guardrails for measurable progress.
Natural language to NRQL translation proved immensely complex.
Selecting from thousands of possible events caused accuracy issues.
Shifted from "one tool" approach to many specialized tools.
Created routing layer to select right tool for each job.
Evaluation of NRQL is challenging even when syntactically correct.
Implemented multi-stage validation with user confirmation step.
AWS partnership involves fine-tuning models for NRQL translation.
Using Bedrock to select appropriate models for different tasks.
Initially advised prototyping on biggest, best available models.
Now recommends considering specialized, targeted models from start.
Agent development platforms have improved significantly since beginning.
Future focus: "Agentic orchestration" with specialized agents.
Envisions agents communicating through APIs without human prompts.
Integration with AWS tools like Amazon Q.
Industry possibly plateauing in large language model improvements.
Increasing focus on inference-time compute in newer models.
Context and quality prompts remain crucial despite model advances.
Potential pros and cons to inference-time compute approach.

Participants:

Camden Swita – Head of AI & ML Innovation, Product Management, New Relic

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep096: Navigating Cloud Marketplaces: How Suger is Streamlining Software Distribution Apr 22, 2025

Jon Yoo, CEO of Suger, shares how his company automates the complex & challenging workflows of selling software through cloud marketplaces like AWS.

Topics Include:

Jon Yoo is co-founder/CEO of Suger.
Suger automates B2B marketplace workflows.
Handles listing, contracts, offers, billing for marketplaces like AWS.
Co-founder previously led Confluent's marketplace enablement product.
Confluent had 40-50% revenue through cloud marketplaces.
Required 10-20 engineers working solely on marketplace integration.
Engineers prefer core product work over marketplace integration.
Product/engineering leaders struggle with marketplace deployment requirements.
Marketplace customers adopt without marketing, creating unexpected management needs.
Version control is challenging for marketplace-deployed products.
License management through marketplace creates engineering challenges.
Suger helps sell, resell, co-sell through AWS Marketplace.
Marketplace integration isn't one-time; requires ongoing maintenance.
Business users constantly request marketplace automation features.
Suger works with Snowflake, Intel, and AI startups.
Data security concerns drive self-hosted AI deployments.
AI products increasingly deploy via AMI/container solutions.
AI products use usage-based pricing, not seat-based.
Usage-based pricing creates complex billing challenges.
AI products are tested at unprecedented rates.
Two deployment options: vendor cloud or customer cloud.
SaaS requires reporting usage to marketplace APIs.
Customer-hosted deployment simplifies some billing aspects.
Marketplaces need integration with ERP systems.
Version control particularly challenging for AI products.
Companies need automated updates for marketplace-deployed products.
License management includes scaling up/down and expiration handling.
Suger aims to integrate with GitHub for automatic updates.

Participants:

· Jon Yoo – CEO and Co-founder, Suger

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep095: AI and Cybersecurity - How SentinelOne Is Changing the Game Apr 16, 2025

SentinelOne's Ric Smith shares how Purple AI, built on Amazon Bedrock, helps security teams handle increasing threat volumes while facing budget constraints and talent shortages.

Topics Include:

Introduction of Ric Smith, President of Product Technology and Operations
SentinelOne overview: cybersecurity company focused on endpoint and data security
Customer range: small businesses to Fortune 10 companies
Products protect endpoints, cloud environments, and provide enterprise observability
Ric oversees 65% of company operations
Purple AI launched on AWS Bedrock
Purple AI helps security teams become more efficient and productive
Security teams face budget constraints and talent shortages
Purple AI helps teams manage increasing alert volumes
Top security challenge: increased malware variants through AI
AI enables more convincing spear-phishing attempts
Identity breaches through social engineering are increasing
Voice deepfakes used to bypass security protocols
Future threats: autonomous AI agents conducting orchestrated attacks
SentinelOne helps with productivity and advanced detection capabilities
SentinelOne primarily deployed on AWS infrastructure
Using SageMaker and Bedrock for AI capabilities
Best practice: find partners for AI training and deployment
Customer insight: Purple AI made teams more confident and creative
AI frees security teams from constant anxiety
SentinelOne's hyper-automation handles cascading remediation tasks
Multiple operational modes: fully automated or human-in-the-loop
Agent-to-agent interactions expected within 24 months
Common misconception: generative AI is infallible
AI helps with "blank slate problem" providing starting frameworks
AI content still requires human personalization and review
AWS partnership provides cost efficiency and governance benefits

Participants:

· Ric Smith – President – Product, Technology and Operations, SentinelOne

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep094: The DEX Factor – How Nexthink is Eliminating IT Headaches Before They Happen Apr 14, 2025

Sam Gantner, Chief Product Officer of Nexthink, reveals how DEX is moving IT from reactive firefighting to proactive problem prevention and transforming enterprise productivity.

Topics Include:

DEX stands for Digital Employee Experience
DEX eliminates IT issues preventing employee productivity
Shifts IT from reactive to proactive problem-solving
Employees often serve as IT problem alerting systems
Best IT is transparent to employees
DEX solves device sluggishness and slow application issues
Network problems consistently appear across organizations
IT teams often lack visibility into employee experiences
Many organizations waste money on unused software licenses
DEX Score measures comprehensive employee IT experience
Surveys capture subjective aspects of technology experience
Reduction of actual problems differs from ticket reduction
Nexthink uses lightweight agents on employee devices
Browser monitoring essential as browsers become application platforms
Employee engagement metrics capture real-time feedback
Nexthink rebuilt as cloud-native platform using AWS services
Company deploys across 10+ global AWS regions
30% of engineering resources dedicated to AI development
One customer eliminated 50% of IT tickets
Another recovered 37,000 productivity hours worth $3M annually
A third saved $1.3M by identifying unused licenses
AI implementation requires dedicated employee training
Good AI now better than perfect AI never
Technology adoption is the next DEX frontier
Digital dexterity becoming critical for maximizing IT investments

Participants:

Samuele Gantner – Chief Product Officer, Nexthink

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep093: Forrester's Vision: Linda Ivy-Rosser on the Evolution and Future of Business Applications Apr 11, 2025

Linda Ivy-Rosser, Vice President for Forrester, outlines the evolution of business applications and forward thinking predictions of their future.

Topics Include:

Linda Ivy-Rosser has extensive business applications experience since the 1990s.
Business applications historically seen as rigid and lethargic.
1990s: On-premise software with limited scale and flexibility.
2000s: SaaS emergence with Salesforce, AWS, and Azure.
2010s: Mobile-first applications focused on accessibility.
Present: AI-driven applications characterize the "AI economy."
Purpose of applications evolved from basic to complex capabilities.
User expectations grew from friendly interfaces to intelligent systems.
Four agreements: AI-infused, composable, cloud-native, ecosystem-driven.
AI-infused: 69% consider essential/important in vendor selection.
Composability expected to grow in importance with API architectures.
Cloud-native: 79% view as foundation for digital transformation.
Ecosystem-driven: 68% recognize importance of strategic alliances.
Challenges: integration, interoperability, data accessibility, user adoption.
43% prioritizing cross-functional workflow and data accessibility capabilities.
Tech convergence recycles as horizontal strategy for software companies.
Data contextualization crucial for employee adoption of intelligent applications.
Explainable AI necessary to build trust in recommendations.
Case study: 83% of operators rejected AI recommendations without explanations.
Tulip example demonstrated three of four agreements successfully.
Software giants using strategic alliances as competitive advantage.
AWS offers comprehensive AI infrastructure, platforms, models, and services.
Salesforce created ecosystem both within and outside their platform.
SaaS marketplaces bridge AI model providers and businesses.
Innovation requires partnerships between software vendors and ISVs.
Enterprises forming cohorts with startups to solve business challenges.
Software supply chain transparency increasingly important.
Government sector slower to adopt cloud and AI technologies.
Change resistance remains significant challenge for adoption.
69% prioritize improving innovation capability over next year.

Participants:

Linda Ivy-Rosser - Vice President, Enterprise Software, IT services and Digital Transformation Executive Portfolio, Forrester

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep092: The Evolution of Monitoring: How New Relic is Transforming Cloud Operations Apr 09, 2025

New Relic's Chief Customer Officer Arnaldo (Arnie) Lopez details how their observability platform helps 70,000+ customers monitor cloud performance through AWS infrastructure while introducing AI capabilities that simplify operations.

Topics Include:

Arnie Lopez is SVP, Chief Customer Officer at New Relic.
Oversees pre-sales, post-sales, technical support, and enablement teams.
New Relic University offers customer certifications.
Founded in 2008, pioneered application performance monitoring (APM).
Now offers "Observability 3.0" for full-stack visibility.
Prevents interruptions during cloud migration and operations.
Serves 70,000+ customers across various industries.
16,000 enterprise-level paying customers.
Platform consolidates multiple monitoring tools into one solution.
Helps detect issues before customers experience performance problems.
Market challenge: customers using disparate observability solutions.
Reduces TCO by eliminating multiple monitoring tools.
Targets VPs, CTOs, CIOs, and sometimes CEOs.
Decade-long partnership with AWS.
Platform built on largest unified telemetry data cloud.
Uses AWS Graviton instances and Amazon EKS.
AWS partnership enables innovation and customer trust.
Three AI approaches: user assistance, LLM monitoring, faster insights.
New Relic AI helps write query language (NURCLs).
Monitors LLMs in customer environments.
Uses AI to accelerate incident resolution.
Lesson learned: should have started AI implementation sooner.
Many customers still cautiously adopting AI technologies.
Goal: continue growth with AWS partnership.
Offers compute-based pricing model.
Customers only pay for what they use.
Announced one-step AWS monitoring for enterprise scale.
Amazon Q Business and New Relic AI integration.
Agent-to-agent AI eliminates data silos.
Embeds performance insights into business application workflows.

Participants:

Arnie Lopez – SVP Chief Customer Officer, New Relic

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep091: The Business of Better Decisions: PDI's Journey in Retail and Energy Tech Apr 07, 2025

PDI Technologies’ Steve Antonakakis shares how his company is implementing generative AI across their fuel and retail technology ecosystem through a practical, customer-focused approach using Amazon Bedrock.

Topics Include:

PDI's COO/CTO discussing generative AI implementation
Practical step-by-step approach to AI integration
Testing in real-world settings with customer feedback
AWS Bedrock and Nova models exceeded expectations
Early adoption phase with huge potential
Fuel/retail industry processes many in-person transactions
PDI began in 1983 as ERP provider
Grew through 33+ acquisitions
Provides end-to-end fuel industry solutions
Owns GasBuddy and Shell Fuel Rewards
Processes millions of transactions daily
Generative AI fits into their intelligence plane architecture
AWS Bedrock integrates well with existing infrastructure
Focus on trusted, controlled, accountable AI
Productizing AI features harder than traditional features
Created entrepreneurial structure alongside regular product teams
Team designed to fail fast but stay customer-focused
AI features can access databases without disrupting applications
Customers want summarization across different business areas
AI provides insights and actionable recommendations
Conversational AI replaces traditional reporting limitations
Working closely with customers to solve problems together
Beyond prototyping phase, now in implementation
AWS Nova provides excellent cost-to-value ratio
Focus on measuring customer value over immediate profitability
RFP use case saved half a million dollars
Early prompts were massive, now more structured
Setting realistic customer expectations is important
Data security approach same as other applications
Treating AI outputs with same data classification standards

Participants:

Steve Antonakakis – COO & CTO, Retail & Energy, PDI Technologies

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep090: Triple-Digit Growth - How Leading Partners Successfully Leverage AWS Marketplace Apr 03, 2025

AWS partners Braze, Qualtrics, and Tealium share strategies for marketplace success, vertical industry expansion, and generative AI integration that have driven significant business growth.

Topics Include:

Jason Warren introduces AWS Business Application Partnerships panel.
Three key topics: Marketplace Strategy, Vertical Expansion, Gen-AI Integration.
Alex Rees of Braze, Matthew Gray of Tealium, and Jason Mann of Qualtrics join discussion.
Braze experienced triple-digit percentage growth through AWS Marketplace.
Braze dedicating resources specifically to Marketplace procurement.
Tealium accelerated deal velocity by listing on Marketplace.
Tealium saw broader use case expansion with AWS co-selling.
Qualtrics views Marketplace listing as earning a "diploma."
Understanding AWS incentives and metrics is crucial.
Knowing AWS "love language" helps partnership success.
Braze saw transaction volume increase between Q1 and Q4.
Aligning with industry verticals unlocked faster growth.
Tealium sees bigger deals and faster close times.
Tealium moved from transactional to strategic marketplace approach.
Private offers work well for complex enterprise agreements.
Qualtrics measures AWS partnership through "influence, intel, introductions."
AWS relationships help navigate IT and procurement challenges.
Propensity-to-buy data guides AWS engagement strategy.
Marketplace strategy evolving with new capabilities and international expansion.
Brazilian marketplace distribution reduces currency and tax challenges.
Partnership evolution: sell first, then market, then co-innovate.
Braze penetrated airline market through AWS Travel & Hospitality.
RFP introductions show tangible partnership benefits.
Tealium partnering with Virgin Australia and United Airlines.
MUFG bank case study shows joint AWS-Tealium success.
Qualtrics won awards despite not completing formal competencies.
Focus on fewer verticals yields better results.
Gen AI brings both opportunities and regulatory concerns.
First-party data rights critical for AI implementation.
AWS Bedrock integration provides security and prescriptive solutions.

Participants:

Alex Rees – Director Tech Partnerships, Braze
Jason Mann – Global AWS Alliance Lead, Qualtrics
Matthew Gray - SVP, Partnerships & Alliances, Tealium
Jason Warren - Head of Business Applications ISV Partnerships (Americas), AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep089: Enterprise AI at Scale: Box's Approach to Secure Content Intelligence Mar 31, 2025

Yashodha Bhavnani, Head of AI at Box, reveals Box's vision for intelligent content management that transforms unstructured data into actionable insights.

Topics Include:

Yashodha Bhavnani leads AI products at Box.
Box's mission: power how the world works together.
Box serves customers globally across various industries.
Works with majority of Fortune 500 companies.
AI agents will join workforce for repetitive tasks.
Workflows like hiring will become easily automated with AI.
Content will work for users, not vice versa.
Customers demand better experiences with generative AI.
Box calls this shift "intelligent content management."
90% of enterprise content is unstructured data.
AI thrives on unstructured data.
Current content systems are unproductive and unsecured.
AI can generate insights from scattered company knowledge.
AI extracts metadata automatically from documents like contracts.
Automated workflows triggered by AI-extracted data.
Box provides enterprise-grade AI connected to your content.
AI follows same permissions as the content itself.
Customer data never used to train AI models.
AI helps classify sensitive data to prevent leaks.
Box offers choice of AI models to customers.
AI is seamlessly connected with customer content.
Administrators control AI deployment across their organization.
Partnership with AWS Bedrock brings frontier models to Box.
Box supports customers using their own custom models.
Box preparing for AI agents to join workforce.
Introduced "AI Units" for flexible pricing.
Basic AI included free with Business Plus tiers.
Both horizontal and vertical multi-agent architectures planned.
Working toward agent-to-agent communication protocols.

Participants:

Yashodha Bhavnani - VP of Product Management, AI products, Box

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep088: Monetizing and Productizing Generative AI for SaaS with RingCentral & Zoom Mar 27, 2025

Tech leaders from RingCentral, Zoom and AWS discuss how generative AI is transforming business communications while balancing challenges & regulatory concerns in this rapidly evolving landscape.

Topics Include:

Introduction of panel on generative AI's impact on businesses.
How to transition AI from prototypes to production.
Understanding value creation for customers through AI.
Introduction of Khurram Tajji from RingCentral.
Introduction of Brendan Ittleson from Zoom.
How generative AI fits into Zoom's product offerings.
Zoom's AI companion available to all paid customers.
Zoom's federated approach to AI model selection.
RingCentral's new AI Receptionist (AIR) launch.
How AIR routes calls using generative AI capabilities.
AI improving customer experience through sentiment analysis.
The disproportionate value of real-time AI assistance.
Economics of delivering real-time AI capabilities.
Real-time AI compliance monitoring in banking.
Value of preventing regulatory fines through AI.
Voice cloning detection through AI security.
Democratizing AI access across Zoom's platform.
Monetizing specialized AI solutions for business value.
Challenges in taking AI prototypes to production.
Importance of selecting the right AI models.
Privacy considerations when training AI models.
Maintaining quality without using customer data for training.
Co-innovation with customers during product development.
Scaling challenges for AI businesses.
Case study of AI in legal case assessment.
Ensuring unit economics work before scaling AI applications.
Zoom's approach to scaling AI across products.
Importance of centralizing but federating AI capabilities.
Breaking down data silos for effective AI context.
Navigating evolving regulations around AI.
EU AI Act restrictions on emotion inference.
Balancing regulations with customer experience needs.
Future of AI agents interacting with other agents.
How AI enhances human connection by handling routine tasks.
Impact of AI on company valuations and M&A activity.

Participants:

Khurram Tajji – Group CMO & Partnerships, RingCentral
Brendan Ittleson – Chief Ecosystem Officer, Zoom
Sirish Chandrasekaran – VP of Analytics, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep087: The Multi-Agent Advantage: How Sumo Logic Leverages AI for Observability Mar 25, 2025

CEO Joe Kim shares how Sumo Logic has implemented generative AI to democratize data analytics, leveraging AWS Bedrock's multi-agent capabilities to dramatically improve accuracy.

Topics Include:

Introduction of Joe Kim, CEO of Sumo Logic.
Question: Overview of Sumo Logic's products and customers?
Sumo Logic specializes in observability and security markets.
Company leverages industry-leading log management and analytics capabilities.
Question: How has generative AI entered this space?
Kim's background is in product, strategy and engineering.
Non-experts struggle to extract value from complex telemetry data.
Generative AI provides easier interface for interacting with data.
Question: How do you measure success of AI initiatives?
Focus on customer problems, not retrofitting AI everywhere.
Launched "Mo, the co-pilot" at AWS re:Invent.
Mo enables natural language queries of complex data.
Mo suggests visualizations and follow-up questions during incidents.
Question: What challenges did you face implementing AI?
Team knew competitors would eventually implement similar capabilities.
Single model approach topped out at 80% accuracy.
Multi-agent approach with AWS Bedrock achieved mid-90% accuracy.
Bedrock offered security benefits and multiple model capabilities.
Question: How was working with the AWS team?
Partnered with Bedrock team and tribe.ai for implementation.
Partners helped avoid pitfalls from thousands of prior projects.
Question: What advice for other software leaders?
Don't implement AI just to satisfy board pressure.
Identify problems without mentioning generative AI first.
Innovation should come from listening to customers.
Question: Future plans with AWS partnership?
Moving toward automated remediation beyond just analysis.
Question: Has Sumo Logic monetized generative AI?
Changed pricing from data ingestion to data usage.
New model encourages more data sharing without cost barriers.

Participants:

Joe Kim – Chief Executive Officer, Sumo Logic

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep086: Battling Fraud in the Age of Generative AI: Socure's Mission to Secure the Internet Mar 21, 2025

CTO Arun Kumar discusses how Socure leverages AWS and generative AI to collect billions of data points each day in order to combat sophisticated online fraud at scale.

Topics Include:

Introduction of Arun Kumar, CTO of Socure
What does Socure specialize in?
KYC and anti-money laundering checks
Mission: eliminate 100% fraud on the internet
Fraud has increased since COVID
Socure blocks fraud at entry point
Works with top banks and government agencies
CTO responsibilities include product and engineering
Focus on increasing efficiency through technology
Two goals: internal efficiency and combating fraud
Countering tools like FraudGPT on dark web
Measuring success through reduced human capital needs
Fraud investigations reduced from hours to minutes
Improved success rates in uncovering fraud rings
Detecting multi-hop connections in fraud networks
Question: Who's winning - fraudsters or AI?
It's a constant "cat and mouse game"
Creating a fraud "red team" similar to cybersecurity
Partnership details with AWS
Amazon Bedrock provides multiple LLM options
Building world's largest identity graph with Neptune
Real-time suspicious activity detection
Blocking account takeovers through phone number changes
Success story: detecting deepfake across 3,000 IDs
Collecting hundreds of data points per identity
Challenges: adding selfie checks and liveness detection
Future strategy: 10x-100x performance improvements
Creating second and third-order intelligence signals
Internal efficiency applications of generative AI
AI-powered sales tools and legal document review

Participants:

Arun Kumar – Chief Technical Officer, Socure

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep085: Securing the AI Frontier: Overcoming Security Risks featuring Oron Noah of Wiz Mar 19, 2025

Oron Noah of Wiz outlines how organizations evolve their security practices to address new vulnerabilities in AI systems through improved visibility, risk assessment, and pipeline protection.

Topics Include:

Introduction of Oron Noah, VP at Wiz.
Wiz: largest private service security company.
$1.9 billion raised from leading VCs.
45% of Fortune 100 use Wiz.
Wiz scans 60+ Amazon native services.
Cloud introduced visibility challenges.
Cloud created risk prioritization issues.
Security ownership shifted from CISOs to everyone.
Wiz offers a unified security platform.
Three pillars: Wiz Cloud, Code, and Defend.
Wiz democratizes cloud security for all teams.
Security Graph uses Amazon Neptune.
Wiz has 150+ available integrations.
Risk analysis connects to cloud environments.
Wiz identifies critical attack paths.
AI assists in security graph searches.
AI helps with remediation scripts.
AI introduces new security challenges.
70% of customers already use AI services.
AI security requires visibility, risk assessment, pipeline protection.
AI introduces risks like prompt injection.
Data poisoning can manipulate AI results.
Model vulnerabilities create attack vectors.
AI Security Posture Management (ASPM) introduced.
Four key questions for AI security.
AI pipelines resemble traditional cloud infrastructure.
Wiz researchers found real AI security vulnerabilities.
Wiz AI ASPM provides agentless visibility.
Supports major AI services (AWS, OpenAI, etc.).
Built-in rules detect AI service misconfigurations.

Participants:

Oron Noah – VP Product Extensibility & Partnerships, Wiz

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep084: Accelerating ISV Modernization: SoftServe's Six-Month Success Formula Mar 17, 2025

Ruslan Kusov of SoftServe presents how their Application Modernization Framework accelerates ISV modernization, assesses legacy code, and delivers modernized applications through platform engineering principles.

Topics Include:

Introduction of Ruslan Kusov, Cloud CoE Director at SoftServe
SoftServe builds code for top ISVs
Success case: accelerated security ISV modernization by six months
Healthcare tech company assessment: 1.6 million code lines in weeks
Business need: product development acceleration for competitive advantage
Business need: intelligent operations automation
Business need: ecosystem integration and "sizeification" to cloud
Business need: secure and compliant solutions
Business need: customer-centric platforms with personalized experiences
Business need: AWS marketplace integration
Distinguishing intentional from unintentional complexity
Platform engineering concept introduction
Self-service internal platforms for standardization
Applying platform engineering across teams (GenAI, CSO, etc.)
No one-size-fits-all approach to modernization
SAMP/SEMP framework introduction
Core components: EKS, ECS, or Lambda
Modular structure with interchangeable components
Case study: ISV switching from hardware to software products
Four-week MVP instead of planned ten weeks
Six-month full modernization versus planned twelve months
Assessment phase importance for business case development
Calculating cost of doing nothing during modernization decisions
Healthcare customer case: 1.6 million code lines assessed
Benefits: platform deployment in under 20 minutes
Benefits: 5x reduced assessment time
Benefits: 30% lower infrastructure costs
Benefits: 20% increased development productivity with GenAI
Integration with Amazon Q for developer productivity
Closing Q&A on security modernization and ongoing management

Participants:

Ruslan Kusov – Cloud CoE Director, Softserve

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep083: Navigating the AWS Bedrock Journey: Planview's AI Evolution Mar 13, 2025

Richard Sonnenblick and Lee Rehwinkel of Planview discuss their transition to Amazon Bedrock for a multi-agent AI system while sharing valuable implementation and user experience lessons.

Topics Include:

Introduction to Planview's 18-month journey creating an AI co-pilot.
Planview builds solutions for strategic portfolio and agile planning.
5,000+ companies with millions of users leverage Planview solutions.
Co-pilot vision: AI assistant sidebar across multiple applications.
RAG used to ingest customer success center documents.
Tracking product data, screens, charts, and tables.
Incorporating industry best practices and methodologies.
Can ingest customer-specific documents to understand company terminology.
Key benefit: Making every user a power user.
Key benefit: Saving time on tedious and redundant tasks.
Key benefit: De-risking initiatives through early risk identification.
Cost challenges: GPT-4 initially cost $60 per million tokens.
Cost now only $1.20 per million tokens.
Market evolution: AI features becoming table stakes.
Performance rubrics created for different personas and applications.
Multi-agent architecture provides technical and organizational scalability.
Initial implementation used Azure and GPT-4 models.
Migration to AWS Bedrock brought model choice benefits.
Bedrock allowed optimization across cost, benchmarking, and speed dimensions.
Added AWS guardrails and knowledge base capabilities.
Lesson #1: Users hate typing; provide clickable options.
Lesson #2: Users don't like waiting; optimize for speed.
Lesson #3: Users take time to trust AI; provide auditable answers.
Question about role-based access control and permissions.
Co-pilot uses user authentication to access application data.
Question about subscription pricing for AI features.
Need to educate customers about AI's value proposition.
Question about reasoning modes and timing expectations.
Showing users the work process makes waiting more tolerable.

Participants:

Richard Sonnenblick - Chief Data Scientist, Planview
Lee Rehwinkel – Principal Data Scientist, Planview

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep082: Accelerating Profitable Growth with SaaS with DataRobot, LaunchDarkly and ServiceNow Mar 11, 2025

Executives from DataRobot, LaunchDarkly and ServiceNow share strategies, actions and recommendations to achieve profitable growth in today's competitive SaaS landscape.

Topics Include:

Introduction of panelists from DataRobot, LaunchDarkly & ServiceNow
ServiceNow's journey from service management to workflow orchestration platform.
DataRobot's evolution as comprehensive AI platform before AI boom.
LaunchDarkly's focus on helping teams decouple release from deploy.
Rule of 40: balancing revenue growth and profit margin.
ServiceNow exceeding standards with Rule of 50-60 approach.
Vertical markets expansion as key strategy for sustainable growth.
AWS Marketplace enabling largest-ever deal for ServiceNow.
R&D investment effectiveness through experimentation and feature management.
Developer efficiency as driver of profitable SaaS growth.
Competition through data-driven decisions rather than guesswork.
Speed and iteration frequency determining competitive advantage in SaaS.
Balancing innovation with early customer adoption for AI products.
Product managers should adopt revenue goals and variable compensation.
Product-led growth versus sales-led motion: strategies and frictions.
Sales-led growth optimized for enterprise; PLG for practitioners.
Marketplace-led growth as complementary go-to-market strategy.
Customer acquisition cost (CAC) as primary driver of margin erosion.
Pricing and packaging philosophy: platform versus consumption models.
Value realization must precede pricing and packaging discussions.
Good-better-best pricing model used by LaunchDarkly.
Security as foundation of trust in software delivery.
LaunchDarkly's Guardian Edition for high-risk software release scenarios.
Security for regulated industries through public cloud partnerships.
GenAI security: benchmarks, tests, and governance to prevent issues.
M&A strategy: ServiceNow's 33 acquisitions for features, not revenue.
Replatforming acquisitions into core architecture for consistent experience.
Balancing technology integration with people aspects during acquisitions.
Trends in buying groups: AI budgets and tool consolidation.
Implementing revenue goals in product teams for new initiatives.

Participants:

Prajakta Damle – Head of Product / SVP of Product, DataRobot
Claire Vo – Chief Product & Technology Officer, LaunchDarkly
Anshuman Didwania – VP/GM, Hyperscalers Business Group, ServiceNow
Akshay Patel – Global SaaS Strategist, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep081: Customer-First AI: DTEX Systems’ Journey with Generative AI and AWS Mar 04, 2025

Ryan Steeb shares DTEX Systems’ strategic approach to implementing generative AI with AWS Bedrock, reducing risk while focusing on meaningful customer outcomes.

Topics Include:

Introduction of Ryan Steeb, Head of Product at DTEX Systems
Explanation of insider risk challenges
Three categories of insider risk (malicious, negligent, compromised)
How DTEX Systems is using generative AI
Collection of proprietary data to map human behavior on networks
Three key areas leveraging Gen AI: customer value, services acceleration, operations
How partnership with AWS has impacted DTEX's AI capabilities
Value of AWS expertise for discovering AI possibilities
AWS Bedrock providing flexibility in AI implementation
Collaboration on unique applications beyond conventional chat assistants
AWS OpenSearch as a foundational component
Creating invisible AI workflows that simplify user experiences
The path to monetization for generative AI
Three approaches: direct pricing, service efficiency, operational improvements
Second and third-order effects (retention, NPS, reduced churn)
How DTEX prioritizes Gen AI projects
Starting with customer problems vs. finding problems for AI solutions
Business impact prioritization framework
Technical capability considerations
Benefits of moving AI solutions to AWS Bedrock
Fostering a culture of experimentation and innovation
Adopting Amazon's "working backwards" philosophy
Balancing customer-driven evolution with original innovation
Time machine advice: start experimenting with Gen AI earlier
Importance of leveraging peer groups and experts
Future outlook: concerns about innovation outpacing risk mitigation
Security implications of Gen AI adoption
Participation in the OpenSearch Linux Foundation initiative
Final thoughts on the DTEX-AWS partnership

Participants:

Ryan Steeb – Head of Product, DTEX Systems

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep080: When AI Meets Accounting - How Sage is Transforming Business Software Feb 25, 2025

From cost management to practical implementation, Sage's Amaya Souarez shares invaluable insights on building AI-powered business tools that deliver measurable value to customers.

Topics Include:

Amaya Souarez introduced as EVP Cloud Services at Sage
Overview of Sage: offers accounting, finance, HR and payroll tech for small businesses
Company emphasizes human values alongside technology development
Amaya oversees core cloud services and operations across 200+ products
Sage Co-Pilot announced as new AI assistant – helping automate invoicing and cash flow management
Common misconceptions with Generative AI
AI solutions aren’t always solution to every problem
Compares AI hype to previous blockchain enthusiasm
Emphasizes starting with clear use cases before implementation
Difference between task-based and reporting-based use cases
Partnering with AWS to build accounting-specific language models
Different accounting terminology varies by country
Using AWS Bedrock and Lex for a domain-specific language model development
Multiple AI models may be needed for single solution
Customer feedback drives project funding decisions
AI development integrated into regular product roadmaps
Focus on reducing cost per user for AI features
Success story: reducing 20-hour task to 5 minutes
Tracks AI usage costs per customer interaction
Early Gen AI hype caused confusion in the market
Plans to make domain-specific models available via API
Will offer language models on AWS Marketplace
Emphasizes practical AI application over blind implementation

Participants:

Amaya Souarez - EVP Cloud Services and Operations, Sage

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep079: AI, Innovation, and the Enterprise: Box's Journey with AWS Feb 18, 2025

Box's Chief Product Officer Diego Dugatkin discusses how the enterprise content management platform is leveraging AI through partnerships with AWS Bedrock and continuing to innovate for their customers.

Topics Include:

Introduction of Diego Dugatkin as Box's Chief Product Officer
Box provides cloud content management for enterprise customers
Focus on Intelligent Content Management
Box serves 115,000 customers including 70% of Fortune 500
Company manages approximately one exabyte of enterprise data
Box expanding product portfolio to offer more customer value
Partnership with AWS Bedrock for AI implementation announced
Collaboration with Anthropic for LLM technology integration
Box offers neutral approach letting customers choose preferred LLMs
Common misconceptions about generative AI capabilities and limitations
Generative AI helps accelerate contract analysis and classification processes
Box Hubs enables content curation and multi-document queries
Success measured through hub creation and query accuracy metrics
Long-term AWS partnership continues expanding with new technologies
Amazon is major Box customer while Box uses AWS
API integration important for third-party developer implementations
AI development exceeding speed expectations in efficiency improvements
Challenges remain in defining AI agent roles and capabilities
Content strategy crucial for deploying intelligent content management
Companies must prepare for AI agents in workplace
Flexibility in tech stack recommended over single-vendor approach
Next 12-24 months will see accelerated industry changes
Box maintains innovative culture through intrapreneurship approach
Company regularly hosts internal and external hackathons
Focus on maintaining integrated platform while acquiring companies
Partnership between Box and AWS continues growing stronger

Participants:

Diego Dugatkin – Chief Product Officer, Box

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep078: Scaling Through Partnerships: Snowflake's Cloud Engineering Success Feb 11, 2025

Through case studies of Graviton implementation and GPU integration, Justin Fitzhugh, Snowflake’s VP of Engineering, demonstrates how cloud-native architecture combined with strategic partnerships can drive technical innovation and build business value.

Topics Include:

Cloud engineering and AWS partnership
Traditional databases had fixed hardware ratios for compute/storage
Snowflake built cloud-native with separated storage and compute
Company has never owned physical infrastructure
Applications must be cloud-optimized to leverage elastic scaling
Snowflake uses credit system for customer billing
Credits loosely based on compute resources provided
Company maintains cloud-agnostic approach across providers
Initially aimed for identical pricing across cloud providers
Now allows price variation while maintaining consistent experience
Consumption-based revenue model ties to actual usage
Performance improvements can actually decrease revenue
Company tracked ARM's move to data centers
Initially skeptical of Graviton performance claims
Porting to ARM required complete pipeline reconstruction
Discovered floating point rounding differences between architectures
Amazon partnership crucial for library optimization
Graviton migration took two years instead of one
Achieved 25% performance gain with 20% cost reduction
Team requested thousands of GPUs within two months
GPU infrastructure was new territory for Snowflake
Needed flexible pricing for uncertain future needs
Signed three to five-year contracts with flexibility
Team pivoted from building to fine-tuning models
Partnership allowed adaptation to business changes
Emphasizes importance of leveraging provider expertise
Recommends early engagement with cloud providers
Build relationships before infrastructure needs arise
Maintain personal connections with provider executives

Participants:

Justin Fitzhugh – VP of Engineering, Snowflake

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep077: Developing an AI Strategy for Software Companies Feb 04, 2025

In this AWS panel discussion, Naveen Rao, VP of AI of Databricks and Vijay Karunamurthy, Field CTO of Scale AI share practical insights on implementing generative AI in enterprises, leveraging private data effectively, and building reliable production systems.

Topics Include:

Sherry Marcus introduces panel discussion on generative AI adoption
Scale AI helps make AI models more reliable
Databricks focuses on customizing AI with company data
Companies often stressed about where to start with AI
Board-level pressure driving many enterprise AI initiatives
Start by defining specific goals and success metrics
Build evaluations first before implementing AI solutions
Avoid rushing into demos without proper planning
Enterprise data vastly exceeds public training data volume
Customer support histories valuable for AI training
Models learning to anticipate customer follow-up questions
Production concerns: cost, latency, and accuracy trade-offs
Good telemetry crucial for diagnosing AI application issues
Speed matters more for prose, accuracy for legal documents
Cost becomes important once systems begin scaling up
Organizations struggle with poor quality existing data
Privacy crucial when leveraging internal business data
Role-based access control essential for regulated industries
AI can help locate relevant data across legacy systems
Models need organizational awareness to find data effectively
Private data behind firewalls most valuable for AI
Customization gives competitive advantage over generic models
Current AI models primarily do flexible data recall
Next few years: focus on deriving business value
Future developments in causal inference expected post-5 years
Complex multi-agent systems becoming more important
Scale AI developing "humanity's last exam" evaluation metric
Discussion of responsibility and liability in AI decisions
Companies must stand behind their AI system outputs
Existing compliance frameworks can be adapted for AI

Participants:

Naveen Rao – VP of AI, Databricks
Vijay Karunamurthy – Field CTO, Scale AI
Sherry Marcus Ph.D. - Director, Applied Science, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep076: Incident Response in the Age of Personal CISO Liability with Suresh Vasudevan of Sysdig Jan 28, 2025

Suresh Vasudevan, CEO of Sysdig, discusses the evolving challenges of cloud security incident response and the need for new approaches to mitigate organizational risk.

Topics Include:

Cybersecurity regulations mandate incident response reporting.
Challenges of cloud breach detection and response.
Complex cloud attack patterns: reconnaissance, lateral movement, exploit.
Rapid exploitation - minutes vs. days for on-prem.
Importance of runtime, identity, and control plane monitoring.
Limitations of EDR and SIEM tools for cloud.
Coordinated incident response across security, DevOps, executives.
Criticality of pre-defined incident response plans.
Increased CISO personal liability risk and mitigation.
Documenting security team's diligence to demonstrate due care.
Establishing strong partnerships with legal and audit teams.
Covering defensive steps in internal communications.
Sysdig's cloud-native security approach and Falco project.
Balancing prevention, detection, and response capabilities.
Integrating security tooling with customer workflows and SOCs.
Providing 24/7 monitoring and rapid response services.
Correlating workload, identity, and control plane activities.
Detecting unusual reconnaissance and lateral movement behaviors.
Daisy-chaining events to identify potential compromise chains.
Tracking historical identity activity patterns for anomaly detection.
Aligning security with business impact assessment and reporting.
Adapting SOC team skills for cloud-native environments.
Resource and disruption cost concerns for cloud agents.
Importance of "do no harm" philosophy for response.
Enhancing existing security data sources with cloud context.
Challenges of post-incident forensics vs. real-time response.
Bridging security, DevOps, and executive domains.
Establishing pre-approved incident response stakeholder roles.
Maintaining documentation to demonstrate proper investigation.
Evolving CISO role and personal liability considerations.
Proactive management of cyber risk at board level.
Developing strong general counsel and audit relationships.
Transparency in internal communications to avoid discovery risks.
Security teams as business partners, not just technicians.
Sysdig's cloud security expertise and open-source contributions.

Participants:

· Suresh Vasudevan – CEO, Sysdig

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep075: Beyond Compliance: Crafting Effective Security Culture with leaders from Clumio, Mongo DB, Symphony and AWS Jan 21, 2025

From hard-coded credentials to boardroom buy-in, join four tech security leaders from Clumio, Mongo DB, Symphony and AWS, as they unpack how building the right security culture can be your organization's strongest defense against cyber threats.

Topics Include:

Security culture is crucial for managing organizational cyber risk
Good culture enables quick decision-making without constant expert consultation
Many security incidents occur from well-meaning people getting duped
Panel includes leaders from AWS, Symphony, MongoDB, and Clumio
Measuring security culture requires both quantitative and qualitative metrics
Board-level engagement indicates organizational security culture maturity
Self-reporting of security incidents shows positive cultural development
Security committees' participation helps measure cultural engagement
Hard-coded credentials remain persistent problem across organizations
Internal audits and risk committees strengthen security governance
Public security incidents change board conversations about priorities
Leadership vulnerability and transparency help build trust
Being pragmatic beats emotional responses in security leadership
Security programs should align with business revenue goals
Customer security requirements drive program improvements
Excessive security questionnaires drain resources from actual security
Security culture started as exclusionary, evolved toward collaboration
Financial institutions often create unnecessary compliance burden
Early security involvement in product development prevents delays
Security teams must match development team speed
Trust between security and development teams enables efficiency
Small security teams can support large enterprise requirements
Vendor partnerships help scale security capabilities
Process changes work better than adding security tools
Security leaders need deep business knowledge
Technical depth and breadth remain essential skills
Evangelism capability critical for security leadership success
Influencing without authority key for security effectiveness
Crisis moments create opportunities for security improvement
Socializing between security and development teams builds trust
DEF CON attendance helps developers understand security perspective
Bug bounty programs provide continuous security feedback
Regular informal meetings between teams improve collaboration
Building personal relationships improves security outcomes
Modern security leadership requires balance of IQ and EQ

Participants:

Jacob Berry – Head of Information Security, Clumio
George Gerchow – Interim CISO, Head of Trust, Mongo DB
Brad Levy – Chief Executive Officer, Symphony
Brendan Staveley – Global Sales Leader, Security Services, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep074: Unlocking Global Growth - Mastering Compliance Across Boundaries Jan 14, 2025

AWS executive Giancarlo Casella explains how organizations can navigate global privacy regulations and achieve compliant international expansion using AWS's privacy reference architecture.

Topics Include:

Welcome to executive forum on security and Gen AI
Introduction of Giancarlo Casella from AWS Security Assurance Services
AWS helps organizations with compliance and audit readiness
Global expansion requires understanding local privacy laws
Germany and France interpret GDPR differently
Germany has Federal Data Protection Act (BDSG)
France focuses on consumer privacy through CENIL
Risk of non-compliance includes fines and reputation damage
Privacy laws existed in only 10 countries in 2000
EU Privacy Directive of 1990 was prominent
By 2010, forty countries had privacy laws
HIPAA and GLBA introduced in United States
Now over 150 countries have privacy regulations
75% of world population under privacy laws soon
Regulations are vague and open to interpretation
GDPR example: encryption requirements lack specificity
Need right stakeholders for privacy compliance
Legal team must lead privacy interpretation
Engineering implements technical privacy aspects
Risk and compliance teams coordinate evidence gathering
Data Protection Officer oversees entire program
CIO, CTO, CISO alignment creates strong foundation
Security transforms from bureaucratic to revenue enabler
AWS develops cloud-specific privacy reference architecture
Industry standards provide guidance frameworks
AWS privacy reference architecture focuses on cloud specifics
Data minimization and individual autonomy are key
Case study: Middle Eastern AI company expands to Canada
Company used CCTV at gas stations
Created privacy baseline and roadmap
Data flow documentation essential for compliance
Continuous compliance strategy helps enable success
Aligning stakeholders across different organizational lines
Future of US federal privacy regulation discussed
Discussion of responsible AI usage requirements

Participants:

Giancarlo Casella - Head of Business Development and Growth Strategies, AWS Security Assurance Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep073: The Evolving Threat Landscape – Reshaping Cybersecurity Practices Jan 07, 2025

Haggai Polak – Chief Product Officer, Securonix and a veteran cybersecurity expert examines how artificial intelligence, quantum computing, and resource constraints are fundamentally transforming the threat landscape for security leaders

Topics Include:

AI transformation of cybersecurity landscape from past tactical focus
CISO accountability and regulatory pressures increasing significantly
Attack surface expanding beyond traditional network boundaries
Quantum computing threatens current cryptographic protections
Defenders remain understaffed and outmatched against sophisticated threats
Securonix leads SIEM/SOAR space with 1000+ global customers
World Economic Forum identifies misinformation/disinformation as major crisis
AI benefits attackers more than defenders currently
Small/medium enterprises falling below cyber poverty line
AI enables faster, more sophisticated malware development
Deepfakes caused $25M loss in Hong Kong CFO impersonation
Digital tsunami: broadband, IoT, cloud everywhere expanding attack surface
50+ democracies face election security challenges in 2024
Cloud intrusions increased 75% between 2022-2023
Quantum-resistant cryptography transition needed within 10 years
SEC regulations require specific cybersecurity incident disclosure guidelines
4 million unfilled cybersecurity positions globally
Cybercrime-as-a-Service growing, estimated $1.6B annual revenue
81% of organizations faced ransomware attacks in 2023
Insider threats increasing with remote work adoption
30,000+ vulnerabilities published last year, half critical/high
Mean time to exploit now 44 days
Securonix Eon leverages AI to increase analyst efficiency
Dark web selling corporate credentials for $10,000
Balance needed between protection and detection/response investments

Participants:

Haggai Polak – Chief Product Officer, Securonix

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep072: From Alerts to Action - How Datadog Manages Security Incidents with AI Dec 30, 2024

Dr. Yanbing Li, Chief Product Officer at Datadog, outlines how the company has integrated AI and automation into its incident response framework, helping customers manage both traditional security challenges and emerging AI-specific risks.

Topics Include:

Introduced talk about incident response and CISO liability
Datadog founded 14 years ago for cloud-based development
Platform unifies observability and security for cloud applications
Current environment has too many fragmented security products
SEC requires material incident reporting within four days
Datadog's incident response automates Slack room creation
Response team includes Legal, Security, Engineering, and Product
System tracks non-material incidents to identify concerning patterns
Real-time telemetry data drives incident management automation
On-call capabilities manage escalation workflows
Datadog uses own products internally for incident response
Company focuses on reducing time to incident detection
AI brings new risks: hallucination, data leaks, design exploitation
Bits.ai launched as LLM-based incident management co-pilot
Tool synthesizes events and generates incident summaries
Bits.ai suggests code remediation and creates synthetic tests
Security built into AI products from initial design
Prompt injection prevented through structured validation approach
Sensitive data anonymized before LLM processing
Engineering and security teams collaborate closely on AI
LLM observability becoming critical for production deployments
Customers need monitoring for hallucinations and token usage
Datadog extends infrastructure monitoring into security naturally
Company maintains strong partnership with AWS
Q&A covered Bits.ai proactive capabilities and enterprise differentiation

Participants:

Yanbing Li – Chief Product Officer - Datadog

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep071: Protecting Your Enterprise in the Era of Generative AI with Sanjay Kalra of Zscaler Dec 24, 2024

Sanjay Kalra of Zscaler and Randy DeFauw of Amazon Web Services explore the hidden dangers of generative AI security—from invisible text manipulation and deep fakes to data poisoning and dark AI models—while offering practical strategies for protecting your enterprise in this era of generative AI.

Topics Include:

AI security threats grouped into data, malicious use, trust/safety
Data security critical for SaaS-based AI services
Model training data vulnerable to poisoning and manipulation
GenAI lacks traditional data deletion capabilities
Access controls difficult once data becomes model embeddings
Prompt injection attacks becoming widespread, with libraries available online
Deepfake scams increasing in sophistication and frequency
AI enhancing phishing attacks with better written content
Dark AI models emerging specifically for malicious purposes
Model hallucinations being exploited for security attacks
AI accelerating analysis of stolen data
Shadow AI usage by employees poses security risks
Existing vendor AI integration creating unexpected security challenges
Fine-grained access controls essential for AI applications
PII protection critical in both inputs and outputs
Comprehensive prompt and response logging necessary
Invisible text manipulation emerging in resumes and RFPs
Model fine-tuning can compromise built-in security guardrails
Multi-language inputs create new security considerations
Competition-sensitive content requires careful AI management
AI firewalls needed for input/output monitoring
Regular security testing required for AI models
AI compliance standards emerging globally
Multi-modal AI creating new security challenges
Browser isolation helping control AI application usage

Participants:

Sanjay Kalra – Product Management at Zscaler
Randy DeFauw – Senior Principal Solutions Architect, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep070: How CyberArk Scaled SaaS Transformation: Insights from CyberArk’s SVP Corporate Finance Nili Serr-Reuven Dec 19, 2024

This illuminating conversation with CyberArk's SVP of Finance, Nili Serr-Reuven, reveals how the 25-year-old cybersecurity leader successfully transformed from a traditional software company to a SaaS business model in just five quarters - far faster than the industry standard of 2-2.5 years - while maintaining strong margins and customer trust throughout the transition.

Topics Include:

Introduction to SaaS transformation challenges and opportunities.
Tomaz Perc introduces Nili Serr Reuven from CyberArk.
Overview of CyberArk's 25-year history and milestones.
Transition from a perpetual model to SaaS.
CyberArk's accelerated transformation in just five quarters.
Challenges of shifting from product-centric to customer-centric.
Importance of market research and peer consultations.
Key role of cross-functional collaboration in success.
Explanation of "swallowing the fish" in SaaS.
Managing short-term revenue drops during SaaS transformation.
CyberArk's 70% SaaS revenue share post-transformation.
Impact of global economic challenges on business strategy.
CyberArk's robust demand for identity security solutions.
Strategic leadership's role in transformation execution.
CyberArk's disciplined financial planning during uncertainty.
Establishing KPIs like ARR and customer satisfaction.
Managing rising cloud costs with FinOps practices.
CyberArk's approach to pricing and packaging SaaS solutions.
Leveraging acquisitions to speed up SaaS capabilities.
Impact of transformation on CyberArk's finance department.
Evolution of finance roles to support SaaS growth.
Communication with investors during transformative periods.
The importance of cultural shifts in transformation success.
Continuous learning, transparency, and collaboration as cornerstones.
Advice for future SaaS leaders: plan, communicate, adapt.

Participants:

Nili Serr Reuven – SVP Corporate Finance, CyberArk
Tomaz Perc – SaaS Business Lead, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep069: AI and Cybersecurity - Navigating the New Threat Landscape with Soumya Banerjee of McKinsey and Company Dec 17, 2024

Soumya Banerjee, Associate Partner at McKinsey and Company, shares a comprehensive data-driven exploration of how generative AI is transforming the cybersecurity landscape, revealing emerging threats, organizational challenges, and strategic opportunities for security professionals.

Topics Include:

AI's transformative potential in cybersecurity
Survey of 500 cybersecurity professionals
Generative AI's impact on security landscape
Rising sophistication of phishing attacks
Threat actors leveraging generative AI
Deepfake technologies circumventing biometric controls
Cybersecurity companies' valuation and growth
Platform versus point solution debates
Expanding cybersecurity attack surfaces
Cloud security emerging as top priority
AI use cases in threat detection
Generative AI risks for organizations
Securing AI investments and budgets
Data protection and sensitive information challenges
Regulatory scrutiny of AI technologies
Talent gaps in cybersecurity sector
Evolving cyber insurance risk models
Identity and access management trends
API and machine identity security
LLM prompt and data protection
Enterprise strategies for AI adoption
Emerging technologies for cybersecurity defense
Partnerships between cybersecurity vendors
Disclosure risks in generative AI
Future of cybersecurity technology landscape

Participants:

· Soumya Banerjee – Associate Partner at McKinsey and Company

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep068: Enhance Your Application with Generative AI – Presented by Zoom & AWS Dec 10, 2024

Brendan Ittelson, Chief Ecosystem Officer of Zoom and Fedrico Torreti of AWS share how Zoom and AWS are leveraging generative AI to revolutionize application development, enhance cross-app personalization, and streamline user experiences with intelligent communication tools.

Topics Include:

Introduction of speakers and session overview.
Generative AI's disruptive impact across industries.
Reimagining customer experiences with generative AI.
Driving productivity through AI-powered applications.
Challenges faced by application developers with AI integration.
Importance of AI as a collaborator, not replacement.
Cross-functional workplace complexity with multiple apps.
Reducing task redundancy via generative AI automation.
Case study: AI accelerating creative project briefings.
Business outcomes achieved through thoughtful AI implementation.
McKinsey and Gartner projections on generative AI's potential.
Top use cases: R&D, customer operations, sales, marketing.
Bridging data silos for richer user experiences.
Security and compliance challenges in AI implementations.
Zoom's federated model for adaptable AI architecture.
Meeting summaries powered by Zoom AI Companion.
Expanding generative AI into chat, whiteboards, voicemails.
Vision for AI amplifying, simplifying, and delegating tasks.
Integrating external data for personalized user experiences.
Open platform approach for seamless data exchange.
AI Companion empowering users with actionable insights.
Role of AWS in enabling AI-first solutions.
Addressing notification overload with smarter AI design.
Enhancing end-to-end workflows with unified AI tools.
Encouragement for developers to embrace thoughtful AI adoption.

Participants:

Brendan Ittelson - Chief Ecosystem Officer, Zoom
Fedrico Torreti - Head of Product, AppFabric, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep067: Market Trends in the Software Industry with Jonathan Shulman, Senior Partner with McKinsey and Company Dec 03, 2024

Jonathan Shulman, Senior Partner at McKinsey & Company, highlights the transformative potential of AI in the software industry and the evolutions needed to capture emerging market opportunities.

Topics Include:

AI's transformative potential in the software industry.
Why AI is a massive business opportunity.
Software industry evolution: Mainframe to Cloud SaaS eras.
Potential entrance into a new AI-driven era.
AI spend forecast: $15B to $200B by 2026.
Most AI spend repurposed from existing IT budgets.
Legacy software spend likely shifting towards AI.
Importance of targeting specific, high-impact AI use cases.
Key areas disrupted: sales, marketing, software engineering.
AI's adoption rates vary by industry and function.
Four waves of AI: predictive to agent-based.
Most companies are still in early AI stages.
Prioritize building agentic, end-to-end AI solutions.
Winning companies invest disproportionately in AI innovation.
Position offerings to tap into AI-specific budgets.
Deliver complete workflows, not isolated point solutions.
Generative AI accelerates development and iteration cycles.
Scaling AI pilots remains a major industry challenge.
Tool fragmentation undermines productivity and innovation.
Change management critical for successful AI integration.
Rethinking team roles and processes for AI deployment.
Consumption-based pricing models gaining industry traction.
Shift from perpetual to subscription to consumption models.
Balancing value-driven and cost-efficient consumption pricing.
AI market poised to redefine IT and business landscapes.

Participants:

Jonathan Shulman – Senior Partner, McKinsey and Company

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep066: Local to Global: Empowering European Software Leaders with Boardwave Nov 28, 2024

AWS's Miguel Álava and BoardWave's Phill Robinson explore how European software companies can overcome market fragmentation, leverage cloud and generative AI, and adopt global strategies to scale competitively.

Topics Include:

Introduction of Miguel Álava and Phill Robinson
Overview of BoardWave's mission and community
Challenges for European software companies in scaling globally
Comparison of US and European software market dynamics
Cloud adoption benefits for European software scalability
Modern licensing models to centralize operations in Europe
Impact of fragmented European markets on growth
COVID-19's effect on sales strategies and efficiency
Selling enterprise software across Europe via cloud tools
Role of centralized marketing in global competitiveness
Advantages of targeting the US before EMEA expansion
BoardWave's "Voyager" model for scaling internationally
Importance of solving universal versus local market problems
Using cloud infrastructure to penetrate diverse markets
Generative AI's role in product innovation and scaling
Generative AI's transformational impact on global software industry
European software companies' opportunity to lead in AI
Building a collaborative European ecosystem for innovation
Lessons from Silicon Valley's collaborative success model
BoardWave's mentoring programs for European software CEOs
AWS's support for cloud adoption and business scaling
The evolving role of Chief Product Officers (CPOs)
AI's potential to enhance cross-market product functionality
Strategic next steps for scaling European software businesses
Vision for Europe as a software superpower by 2034

Participants:

Phill Robinson – Founder, Boardwave
Miguel Alava – EMEA ISV General Manager, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep065: Delivering Exceptional Customer Experiences Through Innovation with RingCentral and Planview Nov 26, 2024

Richard Borstein of RingCentral and Richard Sonnenblick of Planview discuss how AI-driven innovations enhance customer and employee experiences, and unlock organizational growth through cutting-edge tools and strategies.

Topics Include:

Importance of integrated communication tools for businesses.
Challenges caused by disconnected communication platforms.
Role of data in enhancing business operations.
How RingCentral addresses communication and data integration issues.
Benefits of real-time conversational intelligence in organizations.
Leveraging AI to transform communication into actionable insights.
Unlocking customer and employee voices through AI.
How AI identifies patterns in customer interactions.
Overview of RingSense for Sales AI tool.
Real-world success story with RingSense for Sales.
Streamlining customer interactions using AI-powered analysis.
Enhancing employee productivity with AI-driven tools.
AI solutions for faster, accurate information searches.
Overview of RingCentral's Ring CX contact center solution.
Improving customer satisfaction through AI-powered call analysis.
Case study: Success with Ring CX at Worldwide Express.
Features and benefits of RingCentral Events platform.
Integrating event tech with existing customer workflows.
Personalizing events with branding and engagement tools.
PlanView’s use of AWS to drive innovation.
Solving governance challenges with PlanView’s solutions.
How generative AI accelerates productivity and decision-making.
Making every user a power user with AI.
Practical examples of generative AI in project management.
Unlocking growth with next-gen AI-driven business tools.

Participants:

Richard Bornstein - Chief Business Development Officer, RingCentral
Richard Sonnenblick Ph.D – Chief Data Scientist, Planview

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep064: Agentic Gen AI Experiences with Atlas Vector Search and Amazon Bedrock Nov 19, 2024

Benjamin Flast, Director, Product Management at MongoDB discusses vector search capabilities, integration with AWS Bedrock, and its transformative role in enabling scalable, efficient, and AI-powered solutions.

Topics Include:

Introduction to MongoDB's vector search and AWS Bedrock
Core concepts of vectors and embeddings explained
High-dimensional space and vector similarity overview
Embedding model use in vector creation
Importance of distance functions in vector relations
Vector search uses k-nearest neighbor algorithm
Euclidean, Cosine, and Dot Product similarity functions
Applications for different similarity functions discussed
Large language models and vector search explained
Introduction to retrieval-augmented generation (RAG)
Combining external data with LLMs in RAG
MongoDB's document model for flexible data storage
MongoDB Atlas platform capabilities overview
Unified interface for MongoDB document model
Approximate nearest neighbor search for efficiency
Vector indexing in MongoDB for fast querying
Search nodes for scalable vector search processing
MongoDB AI integrations with third-party libraries
Semantic caching for efficient response retrieval
MongoDB's private link support on AWS Bedrock
Future potential of vector search and RAG applications
Example use case: Metaphor Data's data catalog
Example use case: Okta's conversational interface
Example use case: Delivery Hero product recommendations
Final takeaways on MongoDB Atlas vector search

Participants:

Benjamin Flast - Director, Product Management, MongoDB

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep063: Building Generative AI for Speed and Cost Efficiency with Druva Nov 12, 2024

David Gildea of Druva shares their approach to building cost-effective, fast generative AI applications, focusing on cybersecurity, data protection, and the innovative use of LLMs for simplified, natural language threat detection.

Topics Include:

Introduction by Dave Gildea, VP of Product at Druva.
Focus on building generative AI applications.
Emphasis on cost and speed optimization.
Mention of Amazon's Matt Wood keynote.
AI experience with kids using "Party Rock."
Prediction: GenAI as future workplace standard.
Overview of Druva's data security platform.
Three key Druva components: protection, response, and compliance.
Druva's autonomous, rapid, and guaranteed recovery.
Benefits of Druva’s 100% SaaS platform.
Handling 7 billion backups annually.
Managing 450 petabytes across 20 global regions.
Druva’s high NPS score of 89.
Introduction to Dru Investigate AI platform.
Generative AI for cybersecurity and threat analysis.
Support for backup and security admins.
Simplified cybersecurity threat detection.
AI-based natural language query interpretation.
Historical analogy with Charles Babbage’s steam engine.
"Fail upwards" model for LLM optimization.
Using small models first, escalating to larger ones.
API security and customer data protection.
Amazon Bedrock and security guardrails.
Testing LLMs with Amazon’s new prompt evaluation tool.
Speculation on $100 billion future model costs.
Session wrap up

Participants:

· David Gildea - VP Product Generative AI, GM of CloudRanger, Druva

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep062: Amazon Q - Your Generative AI Assistant with Urmila Kukreja of Smartsheet Nov 05, 2024

Urmila Kukreja of Smartsheet and Nick Simha of AWS discuss leveraging Amazon Q’s Retrieval-Augmented Generation (RAG) solution to enhance productivity by enabling employees to quickly access relevant information within secure, integrated workflows like Slack, improving efficiency across the organization.

Topics Include:

Introduction by Nick Simha, AWS.
Overview of Amazon Q’s role in data analytics and Gen AI.
Gen AI’s impact on productivity, ~30% improvement backed by Gartner study findings.
General productivity improvement seen across various departments.
Amazon Q’s developer code generation tool – rapid development
Gen AI and LLMs’ challenges: security, privacy, and data relevance.
Foundation models lack specific organizational knowledge by default.
Empowering Gen AI to grant system access can cause issues
Privacy concern: Sensitive data, like credit card info, can be central in data breaches
Compliance is critical for organizational reputation and data integrity.
Data integration techniques: prompt engineering, RAG, fine-tuning, custom training.
RAG (Retrieval Augmented Generation) balances cost and accuracy effectively.
Implementing RAG requires complex, resource-heavy integration steps.
Amazon Q simplifies RAG integration with "RAG as a service."
Amazon Q’s Gen AI stack overview, including Bedrock and model flexibility.
Amazon Q connects to 40+ applications, including Salesforce and ServiceNow.
Amazon Q respects existing security rules and data privacy constraints.
Plugin functionality enables backend actions directly from Amazon Q.
All configurations and permissions can be managed by administrators.
Urmila Kukreja from Smartsheet explains real-world Q implementation.
Smartsheet’s Ask Us Engineering Slack channel: origin of Q integration.
Q integration in Slack simplifies data access and user workflow.
"Ask Me" Slack bot lets employees query databases instantly.
Adoption across departments is high due to integrated workflow.
Future plans include adding data sources and personalized response features.
Session wrap up

Participants:

Urmila Kukreja – Director of Product Management, Smartsheet
Nick Simha - Solutions Architecture Leader - Data, Analytics, GenAI and Emerging ISVs, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep061: Responsible Business Innovation with Generative AI with Harold Rivas, CISO of Trellix Oct 29, 2024

Harold Rivas – Chief Information Security Officer at Trellix, discusses the role of generative AI in cybersecurity, focusing on Trellix's adoption of AI for threat detection and model governance, while emphasizing the importance of privacy, responsible innovation, and cross-functional collaboration.

Topics Include:

Introduction to generative AI and its impact on cybersecurity
Harold’s background in financial services and cybersecurity roles
Trellix’s focus on product feedback through the Customer Zero Program
Overview of machine learning's role in anomaly detection at Trellix
Development of guided investigations to assist security operations teams
Generative AI's growing importance in cybersecurity at Trellix
Launch of Trellix WISE at the RSA Conference in 2024
Addressing the overload of security alerts with AI models
Integration of various AI models like Mistral and Anthropic
Reducing anomalies and workload for security operations teams
Importance of privacy in generative AI adoption and data governance
Challenges with GDPR and CPRA regulations in AI implementation
Focus on privacy frameworks like the NIST Privacy Framework
Need for multi-stakeholder involvement in AI governance
Discussion on model governance inspired by financial services practices
Importance of inventorying and testing AI models for security
Benefits of an AI Center of Excellence (AICOE) within organizations
Model governance in generative AI for regulatory and business outcomes
The impact of AI on labor, jobs, and decision-making processes
Addressing cyber risk and threat modeling in AI environments
The double-edged sword of AI in offensive and defensive cybersecurity
MITRE Atlas framework's role in AI-driven cybersecurity strategies
Potential negative consequences. Auto dealership hacked – Chevy Tahoe sold for $1
Importance of vulnerability management and developer training
Evolution of AI security tools and responsible use of generative AI
Collaboration, governance, and agility in AI adoption across organizations
Q&A 1: Outcomes and responsibilities an generative AI COE should have?
Q&A 2: Model governance and financial implications
Q&A 3: CISO response to model development, compliance and learning with customer data
Q&A 4: Thoughts and suggestions for rating systems for models
Q&A 5: Selecting and evaluating models
Q&A 6: Advice and experience for model deployment and technical controls
Q&A 7: Human reviewing AI responses to ensure accuracy
Q&A 8: Will AI help avoid major outages in the future?
Q&A 9: How to test and see maturity of models?
Session wrap up

Participants:

· Harold Rivas – CISO at Trellix

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep060: Strategies to Enhance Organizational Security Culture with Arctic Wolf, Docker and Illumio Oct 22, 2024

Executive leaders from Arctic Wolf, Docker and Illumio share insights on fostering a strong security culture, balancing innovation with security, and addressing challenges in data protection and AI model development.

Topics Include:

Overview of security culture in different company teams
Importance of guidelines and secure IT infrastructure for AI models
Challenges of accessing customer data while maintaining security
Need for anonymization in early AI model development
Docker's open-source ecosystem and security integration
Dogfooding own products to ensure product reliability and trustworthiness
Illumio’s high customer trust and responsibility for strong security practices
Balancing security awareness with development speed at Illumio
Gamifying security training to increase awareness
Interlocking with customers to enhance security understanding for developers
Embedding security into the development process from the start
Illumio's approach to security in agile, cloud-native development
Adapting customer success strategies for evolving security needs
Rise of non-developers using AI in enterprises
Educating business leaders on security best practices
Scaling customer enablement and education through community engagement
Challenges of placing security responsibilities in the developer workflow
Arctic Wolf’s AI strategy for secure development
Use of anonymized data in secure AI model training
Generative AI’s potential to augment human creativity and efficiency
Panelists' views on private AI and segmented model development
Measuring security culture progress with gamification and development metrics
Addressing human factors in cybersecurity and social engineering threats
Emphasizing resiliency and containment in preventing widespread cyberattacks.

Participants:

Dean Teffer – Vice President of Artificial Intelligence, Arctic Wolf
Dixie Dunn – VP of Customer Success, Docker
Mario Espinoza – Chief Product Officer, Illumio
Brian Shadpour – General Manager, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep059: Business Applications Transforming Industries with Cohere, Epiq and Forcura Oct 16, 2024

Hear the generative AI journeys of Cohere, Epiq, and Forcura, including their market assessments, use case prioritization, responses to ethical and security considerations, while discussing generative AI's impact on healthcare, legal industries, and business applications.

Topics Include:

Panel Introductions by David Cristini
Where is Focura at in their AI journey
Summary of Epiq’s AI journey to date
Cohere’s AI journey to date
Where did each company begin and assessing the market opportunities
Prioritizing of use cases for Epiq
Focura’s quick focus and results with generative AI
Simplifying healthcare and improving patient experience with generative AI
How do experiments and proof of concepts develop into production?
Indicators that Cohere uses to identify customers ready to move fast
Usecases that allows Forcura customers to move forward
Guidance on engaging the Executive Team – getting Executive alignment
How are legal and healthcare customers responding to AI solutions and challenges
Changes of priority from customer advisory panels
Evolving questions and concerns of functionality and data
Some customers reporting AI evaluation is slowing them down
Usecases that are easier to start off with to gain trust and traction
Dealing with AI concerns of ethics, security and privacy – managing objections
Understanding ethics concerns – privacy can often be about where data resides
Customers often want “traceability”
Accuracy and reducing hallucinations – AI comes with risk, business have to decide on business risk
Future facing – what are we excited about?
Generative AI is excellent at translation services – ROI is excellent
Business applications and social impact of generative AI

Participants:

MaryAnn Wofford – VP of Sales, Cohere
Paul O'Hagan - Senior Director Product Management – AI Platform, Epiq
Annie Mueller Erstling – COO, Forcura
David Cristini - Director, ISV Sales North America, AWS

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep058: Boost Employee Productivity with AI agents powered by Amazon Q Oct 08, 2024

J.B. Brown, VP of Engineering at Smartsheet, shares how integrating Amazon Q with Smartsheet's flexible work management platform has streamlined productivity and enhanced employee support through AI-driven automation.

Topics Include:

Introduction by J.B. Brown, VP of Engineering at Smartsheet.
Story about improving productivity
Context about Smartsheet as an enterprise-scale work management platform.
Examples of Smartsheet use in healthcare, TV streaming, and small businesses.
Focus on not changing how companies work, offering flexibility.
Integration with popular enterprise tech stack tools like Okta and Slack.
Automations in Smartsheet for notifications and data synchronization.
Smartsheet’s customer base includes large enterprises and small businesses.
Overview of Smartsheet’s scale: 15 million users and $1 billion revenue.
Smartsheet’s employee support system, including 270+ "Ask Us" Slack channels.
Mention of AWS and the introduction of Amazon Q Business.
Building a Smartsheet Q Business app for streamlined employee support.
Setting up an Amazon Q Business app with proprietary data sources.
Implementation of Slack integration for Smartsheet employee support.
Example of AI summarizing Slack threads for improved efficiency.
Demo of Amazon Q Business outperforming human experts in knowledge retrieval.
Emphasizing the value of reducing response time and decision-making delays.
Future development plans: Smartsheet-Amazon Q connector.
Using AI to interrogate and manage Smartsheet project data.
Invitation to AI-minded Smartsheet customers to test the new connector.

Participants:

J.B. Brown - VP of Engineering at Smartsheet

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep057: Gen AI in Cybersecurity: Innovations, Threats, and Defence Strategies with Darktrace Oct 01, 2024

AWS's Shahid Mohammed and Darktrace's Michael Beck discuss how generative AI innovations are transforming cybersecurity by both enhancing defences and introducing new, sophisticated threat management strategies.

Topics Include:

Shahid Mohammed introduces himself as a lead solution architect at AWS.
Mike Beck is Global Chief Information Security Officer at Darktrace.
Darktrace specializes in AI-driven cybersecurity solutions for digital environments.
Darktrace secures multiple digital data pots: email, network, cloud, SaaS, and endpoint.
The conversation focuses on innovation in cybersecurity through AI.
Mike emphasizes the benefits of Gen AI despite its security risks.
Gen AI enables more complex, targeted attacks against organizations.
Attackers use Gen AI to tailor attacks through phishing and deepfakes.
Gen AI increases phishing complexity by eliminating common detection cues.
Data privacy risks arise when large models process sensitive business data.
Businesses must be mindful of AI’s impact on data sovereignty and security.
Shahid compares the cybersecurity space to an arms race due to Gen AI.
Mike stresses the importance of choosing the right AI for each task.
Darktrace uses unsupervised machine learning and Gen AI together for defense.
AI is essential for scaling cybersecurity efforts given today's threat complexity.
Darktrace relies on AWS cloud for compute power, scaling, and innovation.
AWS infrastructure helps accelerate Darktrace's R&D and operations securely.
Security leaders should implement Gen AI policies and training.
Mike advises technical controls and monitoring for safe Gen AI use.
Gen AI is here to stay, but businesses must handle its security implications carefully.

Participants:

Michael Beck – Global CISO - Darktrace
Shahid Mohammed – Solution Architect Manager – Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep056: Enable Salesforce applications with Amazon Bedrock Sep 24, 2024

Daryl Martis of Salesforce and Rashna Chadha of AWS share how Amazon Bedrock integrates with Salesforce to enhance AI applications, highlighting the partnership's strategic benefits, AI model customization, and secure deployment options.

Topics Include:

Introduction to Amazon Bedrock and Salesforce partnership.
Overview of Amazon Bedrock as an API-based generative AI service.
The strategic collaboration between AWS and Salesforce.
Salesforce Data Cloud and its integration with Amazon Bedrock.
Overview of Salesforce Einstein and its use of Amazon SageMaker.
Recent AI launches between Salesforce and AWS, including Slack AI and MuleSoft.
Use cases of AI services like Amazon Textract within Salesforce.
Bringing Your Own Large Language Model (BYO LLM) with Bedrock.
Foundation models offered by Amazon Bedrock (Anthropic, Cohere, Llama).
Overview of security, privacy, and compliance in Bedrock AI services.
Salesforce Data Cloud’s unified customer data and real-time AI capabilities.
Bedrock’s support for custom AI model evaluation and metrics.
Consumption models in Bedrock: on-demand vs. provision throughput.
Bedrock’s agent capabilities for real-world applications like scheduling.
Demo of using Amazon Bedrock models within Salesforce.

Participants:

Daryl Martis – Director of Product Management, Einstein AI - Salesforce
Rashna Chadha – AI/ML Specialist – Principal Solution Architect – Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep055: Drive Product Adoption with Personalized AI-Powered Experiences with Autodesk Sep 17, 2024

Ashish Arora, Head of Engineering & Machine Learning, Product Analytics at Autodesk, shares how personalized AI-powered experiences and real-time data can drive product adoption, featuring insights into Autodesk’s transformation journey, leveraging machine learning, and delivering actionable recommendations to millions of users.

Topics Include:

Real-time data description and examples
Leveraging AWS for real time and generative AI services
Autodesk’s journey leveraging AWS to transform architecture and deliver personalized insights
Overview of Autodesk and product portfolio
Utilizing data gathered for customers
Personalized data-driven insights for customers on Autocad and other products
Descriptive insights: providing usage data for customers
Prescriptive insights: Making recommendations to customers based on their workflows
Predictive insights: Using ML to recommend products and features
Autodesk processes 100+ billion events across all products, delivered 350+ million insights to customers, served to 3.5 million customers
Example walkthrough – Rachael
Architecture of Autodesk data and insight process
Leveraging LLMs – Sagemaker and Bedrock
Bringing it altogether
Session wrap up

Participants:

Ashish Arora – Head of Engineering & ML, Product Analytics - Autodesk
Brian Slater – Principal Solutions Architect – Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Ep054: Presenting Security to the Board of Directors with Diligent, Sentinel One & Tenable Sep 10, 2024

A panel discussion on presenting on security and data to Boards of Directors, focusing on metrics, ROI, generative AI, securing intellectual property, and strategic board engagement.

Topics Include:

What security metrics are most valuable for Board of Directors
Articulating ROI of security program
Quantifying benefits of security program
Sales enablement of the security team
Driving efficiencies within the business with generative AI and more
Quantifying business and template-based reporting to Boards with Diligent software
Leveraging consultants and 3rd parties to leverage messages to Board of Directors
Managing and communicating data posture and risk management
Working with data leadership, securing intellectual property
Challenges of labelling data
Educating boards on software architecture principles and generative AI
High focus and techniques for securing IP
Enrolling Boards with generative AI use cases and innovation
Creating communities of excellence
Gamifying security and generative AI to increase internal knowledge
Q&A 1: Taking action on a summarized document
Q&A 2: Mental model for evaluative SaaS partners
Q&A 3: Using the board to influence budgetary decisions
Session wrap up

Participants:

Satheesh Ravala - Chief Technology Officer, Diligent
Josh Blackwelder – Deputy CISO, Sentinel One
Robert Huber - Chief Security Officer, Head of Tenable Research, President Tenable Public
Karen Henlsey - Principal WW Data & Generative AI Strategist, AWS

Ep053: Building Generative AI Powered Security Assistants with Amazon Bedrock Sep 03, 2024

Lacework’s VP and Head of Engineering Arash Nikkar, and Product and Security Software Engineer Teddy Reed, discuss their work with generative AI and Amazon Bedrock, focusing on threat detection, chat interface improvements, and the rapid development of AI-driven solutions.

Topics Include:

Introducing Lacework with Arash Nikkar
Working with AWS and Bedrock
Focusing on threat detection
Lacework ingests over a trillion events each day
Composite alerts for detecting anomalies
Developing and improving the chat interface
Teddy Reed talking chat interface improvements
Reviewing the architecture
Fast engagement with generative AI / AWS Bedrock
The rapid delivery with Bedrock – took 20% of expected time
Best practice – build in time to review and verify responses
Measuring customer’s engagement and return frequency and feedback
Understanding customer sentiment and topic analysis
Achieving 60% completed results and feedback
Transparency of source, response
Enabling assistant to have more access to data from LLM
Using AWS’ model evaluator, raising the accuracy scores
Moving everything over to Bedrock for multiple reasons
Familiarity of AWS tools helpful for all development and security teams
Always challenging assumptions – is chat interface the right interface?
Q&A 1: Using vector database for analysis, using results as system prompt
Q&A 2: Approaching cost-optimization and balancing ROI
Q&A 3: Using as automated remediation for findings
Q&A 4: Data source Bedrock in leveraging

Session wrap up

Participants:

Arash Nikkar – VP, Head of Engineering – Lacework
Teddy Reed – Product and Security Software Engineer - Lacework

Ep052: Bridging the Cloud Finance Divide - Experts Reveal the Evolving Art of FinOps Aug 27, 2024

Massimo Ghislandi from AWS interviews Frank Contrepois, Chief Innovation Officer of Strategic Blue and Dvir Mizrahi, Head of FinOps for WIX sharing perspectives and best practices for FinOps, implementation, challenges and future FinOps trends for software companies.

Topics Include:

FinOps is a new approach to managing cloud finances, bridging the gap between finance, engineering, and business stakeholders
The implementation of FinOps can take a top-down or bottom-up approach, requiring collaboration and a common language across teams
Shifting the conversation from "costs" to "investment" and "efficiency" has been an effective strategy for driving cultural change
Focusing on automation, governance, remediation, and anomaly detection can have a greater impact than just cost observability
Educating finance teams on technical cloud concepts and vice versa is crucial for building trust and alignment
The future of FinOps may involve expanding beyond just cloud to encompass all IT assets and aligning with a company's overall values and business objectives
Potential changes in legislation or accounting practices related to cloud could drastically impact the FinOps landscape

Participants:

Frank Contrepois – Chief Innovation Officer, Strategic Blue
Dvir Mizrahi – Head of Financial Engineering (FinOps), WIX
Massimo Ghislandi – ISV Marketing Leader, EMEA, AWS

Ep051: Selling to C-Suite Best Practices Aug 20, 2024

We feature a panel of executives from ASAPP, Glean, Smarsh, Socotra and AWS sharing essential strategies, including the role of Generative AI, trust-building, and addressing legal challenges to secure executive buy-in for transformative initiatives.

Topics Include:

Introductions to panel
Example of ideal Executive Seller
Depth of business acumen and problem solving are important skills for Executive Sellers
Framing a customer problem and create the argument
Making selling to a C-Suite a team sport
Keeping sellers and produce C-suite relevant
Revolution and renaissance positioning
Trust with the C-suite – do salesperson have a texting relationship w decision makers?
How is Generative AI driving customer’s satisfaction and dissatisfaction?
Data is the new oil
Defining the business problem for insurance industry
Helping customers reimagine business with Generative AI
80% of customers report the chatbot makes them mad
The data journey is the precursor to the Generative AI journey
The top unique legal challenges with Generative AI
Legal now brought into early stage of sales process
Turning legal concerns into an opportunity
The book “Never Split the Difference” by Christopher Voss
Calls to action from each panellist
Session wrap-up

Participants:

Daniel Rood – Senior Vice President Marketing, ASAPP
AJ Tennant – Vice President Sales & Success, Glean
Neva DePalma – General Council, Smarsh
Ekine Akuiyibo – Chief Business Officer, Socotra
Lauren Larscheid – Sr. Sales Leader, Business Applications, AWS

Ep050: Prompt Engineering for Business Performance Aug 13, 2024

Today Anthropic’s Zach Witten takes us on a deep dive into Anthropic’s cutting-edge AI models—Claude Haiku, Sonnet, and Opus—exploring their safety-first approach to generative AI and sharing essential tips for prompt engineering.

Topics Include:

Introductions, about Anthropic
3 models: Haiku, Sonnet and Opus
Scaling laws for hardware, data and compute
Competing to be safest AI solutions, safety-first organization
Leader in jailbreak resistance
Interpretability features and breakthroughs for AI models
Basics of prompt engineering
Improving prompts with Claude
Details matter – small changes to spelling, context will greatly improve results
System prompt – role setting will improve results (i.e. “You are an expert mathematician…” for math query
Be clear and direct – use XML tags where possible
Encourage Claude to think step-by-step – answering fast comes with accuracy risk
Use examples to provide additional clarity to Claude
Bonus tips for image-based prompt engineering
Q&A 1) Who wrote the meta-prompts in the cookbook?
Q&A 2) Guidance for writing prompts for prompt generator
Q&A 3) Best practices for tabular and structured data
Q&A 4) Maintaining “tone” across hundreds/thousands of responses
Q&A 5) Reverse engineering a prompt

Ep049: Enriching the Digital Experience with Amazon Bedrock Aug 06, 2024

Today, Dr. Ratinder Paul Singh Ahuja of Pure Storage takes us through how his organization is leveraging Amazon Bedrock to enrich the digital experience for end users and increase returns for the company.

Topics Include:

Introductions
Generative AI activity within Pure Storage
Ownership and expertise of team, role of generative AI
Rapid changes require dedicated team reporting to office of CTO
Where Pure Storage is investing – Productivity gains, Customer Experience, R&D
Vision starts with the needs of the business users
GenAI Ops – Content, Voctor databases for ingestion, query strategies & security
Example – Purchase Acquisition Process
Features for a mobile experience
Configurations and logs are getting more enhanced with generative AI
Defining schema and improving large language model for more accurate responses
Security models and deployment
Summary and session wrap up
Q&A 1) How did the team get trained to use the generative AI tools and systems?
Q&A 2) How did the team reduce the hallucinations?
Q&A 3) How did you decide on which foundation models to use?
Q&A 4) The ROI of this particular use case
Q&A 5) Models working with poly-morphic evolving inputs
Session conclusion

Ep048: Enhance Your Application with Generative AI Jul 30, 2024

Federico Torreti and Tom Sly of AWS discuss how application developers can leverage Generative AI to enhance cross-app experiences, minimize custom integrations and increase the value-add of enhanced communication features.

Topics Include:

Federico Torreti intro: What is AWS’ vision for applications
Focus of Machine Learning & AI
Ability to build rapid prototypes, experimentation
Cambrian explosion of SaaS applications
The challenge of toggling of multiple applications
Bringing the world of disconnected apps
Data and focusing on the primary value for customer
Generating more content will raise number of alerts and potential of burnout
Tom Sly intro: Being delighted by businesses
Customers expect personalization from businesses
More than 150,000 customers leverage AWS for communications strategy
Leveraging messaging to increase customer delight
2 examples: restaurant and medical need
Session wrap up

Participants:

Federico Torreti – Head of Product – Amazon Q, Amazon Web Services
Tom Sly - Director, Special Projects, Amazon Web Services

Ep047: Pricing Strategies for Generative AI with Sara Yamase of Simon-Kucher & Partners Jul 23, 2024

Sara Yamase, Partner at Simon-Kucher & Partners, Head of Software, Internet and Media Practice shares guidance and industry examples on generative AI pricing and GTM strategies.

Topics Include:

What percentage of companies are developing Gen AI features for customers
Projected returns on Gen AI investment
Articulating the value is 1st step in building pricing and monetization strategy
Almost half of VC funding in last 5 quarters were for AI solutions
Getting through the hype cycle and trough of disillusionment
Education, Marketing, Food industry examples of companies clarifying value of generative AI to customers
Having strong data sets for identifying trends
Pricing tenets for generative AI
Indirect monetization – more usage, faster, greater productivity, etc
Standalone Generative AI software with bespoke pricing
Ability to scale pricing per customer usage
Subscription selling for generative AI software
Choosing pricing model for generative AI solutions
Summaries and session wrap up

Ep046: AI and Cybersecurity - Navigating the Future with Darktrace Jul 16, 2024

Today Nicole Eagan, Chief Strategy and AI Officer and Michael Beck, Global CISO of Darktrace AI Research centre share experience, predictions and guidance on the future of AI and Cybersecurity.

Topics Include:

A brief history of Darktrace
Applying AI to the challenge of cyber security
Changes and evolution of cyber security threats
What are the key security challenges business are facing?
Generative AI provided a seismic shift with threat actors
Best practices for managing and scaling security teams
Guidance for leaders for baking AI into workflows
Responsible AI best practices for building trust
Trends of Generative AI on the security landscape
Leveraging Generative AI to transform the customer experience
Predictions for emerging technology trends over the next 10 years
Recommendations and parting wisdom for security and AI
Keeping a workforce trained and relevant for technology trends
Interview wrap up

Participants:

Nicole Eagan – Chief Strategy Officer and AI Officer, Darktrace
Michael Beck – Global CISO, Darktrace
Phil Le-Brun – Director, Enterprise Strategy, Amazon Web Services

Ep045: Selling to C-Suite Best Practices with ActionIQ, FloQast and Wiz Jul 09, 2024

A panel discussion with executives from ActionIQ, FloQast and Wiz on experiences and best practices for working and selling to customer C-suites.

Topics Include:

Panel introductions
Keeping products and sellers focused on C-Suite outcomes
Customer C-suite focus, identifying internal champions
Keeping sales motion concise for key C-Suite
Connecting value for enterprise space
Impact of Generative AI and inventing on behalf of customers
Customer impressions of GenAI and going beyond the hype
Helping customers reimagine / hack their business
C-suite concerns about Generative AI
Flipping objections into selling points for C-Suite
Building confidence for security, data and GenAI for Executives
Final thoughts, Session wrap-up

Participants:

Justin DeBrabant – Chief Product Officer, ActionIQ
Stefan van Duyvendijk – Accounting Operations Evangelist, FloQast
Rick Kickert – Senior Vice President of Revenue Growth & Strategy, Wiz
Veronica McCarthy – Senior Sales Manager, ISV, Amazon Web Services

Ep044: Generative AI and the Future of Global Identity Verification Jul 02, 2024

We feature a conversation with Yuelin (李玥琳)Li, Chief Product Officer of Onfido and Phil Le-Brun - Enterprise Strategist, Amazon Web Services, about the pivotal role of AI, machine learning, and generative AI in fraud prevention and security in the identity verification industry.

Topics Include:

Yuelin Li career journey
Overview and mission of Onfido
Use of AI and Machine Learning at Onfido
Successes in reducing fraud with identity verification
Challenges faced and overcome with Machine Learning
Secure rapid iteration and constant experimentation
Working with customers in highly regulated industries
Hot topics and ethics with Generative AI
Training, managing bias and maintaining accuracy of models
Staying aligned with customers
Skillets required, creating development paths for staff
Creating a culture of learning in the organisation
Deciding how to place bets on technology advances
What excites Yuelin Li most about Generative AI
Advice for other companies setting out on a similar journey
Session wrap-up

Ep043: Collaborating with AWS for Transformative Impact with Generative AI Jun 25, 2024

Executive Leaders from Proofpoint, Sumo Logic and Zendesk share their experiences and best practices for collaboration with AWS to deliver transformative impact to their business using Generative AI.

Panelists:

Patrick Wheeler, Director, Product Management, Proofpoint
Bashyam Anant, Senior Director, Product Management, Sumo Logic
Patrick Copeland, Chief Engineering & Product Officer, Zendesk
Olawale Oladehin, Director ISV Solutions Architecture, North America, AWS

Topics Include:

Introductions of Panel
Where each organization is doing with Generative AI
Designing data strategy around business outcomes
Making subject matter experts within the business
Defining what success metrics and value to focus on
Metrics and KPIs and framework for experiments
Thinking and leveraging partnerships for Generative AI
Developing skillsets, retraining teams and managing resources
Lessons learned, what would you change, advice for others
Session wrap-up

Ep042: Build & Leverage AI Within Enterprise Applications & Workflows – with Jimmy Hillis of Airtable Jun 18, 2024

Jimmy Hillis, Head of Engineering at Airtable, shares examples, guidance and major themes for how businesses can successfully build and leverage AI within their enterprise applications and workflows.

Topics Include:

Introductions and Airtable overview
Challenges businesses have articulating how AI will add value
Core insights: AI needs to leverage your own data
AI functionality needs to live within existing tools and workflows
Have workflow and business experts building prompts for the desired function
AI presents a new set of fears and restrictions
Examples for successful implementation of AI
Airtable AI field examples and automations feature
Example of leveraging technology to reduce manual activity
Data governance, training data for use
Network governance and Flexibility
Recapping the themes, session wrap up

Ep041: Driving Growth for SaaS on AWS - Best Practices, Learnings and Observations Jun 11, 2024

In this highly informative episode, we share strategies and best practices for driving growth for SaaS companies featuring Kulwinder Kalsi, head of UK and Ireland Enterprise Software and SaaS Architecture and Johan Broman, Head of Solutions Architecture for Independent Software Vendors for Europe, Middle East & Africa.

Topics Include:

Discover the main expectations end customers have of SaaS companies, including frictionless tenant onboarding, instrumentation/monitoring, pricing transparency, and focusing on core innovation.
Explore key trends shaping the SaaS industry, such as the shift towards consumption-based pricing models, complex pricing strategies that align packaging with customer segments, and leveraging other software partners to remove undifferentiated heavy lifting.
Learn how AWS can help SaaS companies with its global infrastructure, robust security measures, and rich ecosystem of services and partners to accelerate growth and innovation.
Get insights into monetizing data strategies that SaaS companies can adopt to unlock additional revenue streams from their tenant data.
Understand the different ways AWS partners, including systems integrators, professional services, and other software vendors, can support SaaS companies through their journey.
Receive practical advice on approaching cloud migration and modernization, including aligning leadership, assessing growth vs. retention goals, and choosing the right mix of lift-and-shift or full modernization.
Gain a nuanced perspective on developing AI solutions, covering use case identification, model selection, deployment techniques like prompt engineering and fine-tuning, and the importance of monitoring and management.
Hear expert tips on navigating the rapidly evolving generative AI landscape, leveraging AWS services like SageMaker and Bedrock, and utilizing specialized AI chips like Trainium and Inferentia.

Ep040: Business Applications Transforming Industries Jun 05, 2024

Business applications are catalyzing profound transformations across industries, streamlining operations, enhancing productivity, and fostering innovation. Leveraging advanced technologies such as generative AI, these applications are reshaping traditional business models, driving agility, and fueling competitive advantage in the global marketplace.

Panelists:

Neboysa Omcikus - Head of Strategy, https://www.linkedin.com/company/gleanwork/Glean
Steve Antonakakis - Divisional COO, Enterprise Productivity, PDI Technologies
Shiv Sehgal - Executive Vice President, Audience Analytics, RSG Media, a Naviga Global company
Karen Hensley - Principal Data Strategist, AWS

Topics Include:

Panel Introductions
How did you decide where to focus with Generative AI?
Quantifying the value of projects with customers
Delivering the value and capability for customers
Do customers care deeply about the technology or the experience?
How did you move from “test and experiment” phase to production
How did you reevaluate your data strategy when developing software?
Working with customers on their data safety, security and ethics
Driving innovation within data regulatory and compliance requirements
Looking into the future – What’s the next wave of transformation for industry specific solutions?

Ep039: The Future of Generative AI Models with Anthropic May 28, 2024

Nicholas Marwell, Member of Technical Staff of Anthropic, shares predictions for Generative AI models as well as guidance on safely training and scaling them for the near future.

Topics Include:

Where are Generative AI Models heading
About Anthropic
Claude Opus, Claude 3 Sonnet & Claude 3 Haiku
Scaling laws impact on models
Training models for text, images and multimedia
AI Safety, high stakes and stewarding through potential dangers
Constitutional AI and interpretability research
Benefits of Features – combinations of neurons
Final thoughts – high growth and pace for coming months and years

Ep038: McKinsey's Top Software Trends - AI, Investment and Regional Opportunities Apr 30, 2024

Daniele Di Mattia, Partner at McKinsey and Company and Miguel Alava, General Manager of AWS for software companies in EMEA, discuss strategic software industry insights and trends in Europe, Middle East, Africa and beyond that will shape the future of investment, product development as well as opportunities for regional and global expansion.

Topics include:

Macro environment challenges and focus on cost optimization for software companies
Generative AI's massive impact and expanding total addressable market
The need for increased R&D investment in Europe, Middle East and Africa region
Leveraging cloud elasticity and optimization for cost-conscious environments
Impact of generative AI on product development and developer productivity
Embedding generative AI in sales, marketing and customer operations
Importance of data strategy and prioritizing high-value use cases
Being bold and courageous in investing during technological inflection points
Opportunities for software companies to lead in their respective market segments

Ep037: Market Trends in the Software Industry presented by IDC Apr 23, 2024

Frank Della Rosa, Research Vice President of SaaS, Business Platforms, and Industry Cloud at IDC, shares the recent trends of the software industry and how some successful software companies are adapting their strategies to best take advantage and create value.

Topics Include:

The worldwide forecast for SaaS and cloud software
Major growth stats for SaaS and Cloud software
North America growth deep dive
Top businesses investing in generative AI
Co-creation with individuals, teams and machines
Criticality of roadmap for generative AI
Monetizing generative AI’s impact on demand
Data’s role in the “Year of the Platform”
Purpose built platforms
Enterprise generative AI use cases
Opportunities and challenges of generative AI
Informing ISV and SaaS partners on tech buyer focus
Impact of software architecture from edge infrastructure
Generative AI and application modernization services
Enhanced productivity, operational excellence, Hyper personalization
Domain specific models and vertical SaaS companies
Where are we going? What’s ahead?
Reiterating the final points

Ep036: Profitable Growth Strategies for Software Companies with Simon Kucher Apr 16, 2024

Mark Billige, CEO of global consultancy firm Simon Kucher and Miguel Alava, General Manager of AWS for software companies in EMEA, discuss strategic software industry insights and trends that will shape the future of data, generative AI and cost optimization.

Topics Include:

Shift from Growth-at-All-Costs to Profitable Growth Models
Monetizing the Value of Generative AI Offerings
Treating Data as a Monetizable Asset for Software Companies
Strategies for Expanding into the U.S. Software Market
Rethinking Software Pricing and Revenue Models
Organizational Changes Required for AI-Driven Innovation
Avoiding Undervaluing Software Offerings and Leaving Money on the Table
Balancing Cost Optimization with Investing in Growth
Leveraging Partnerships/Acquisitions for New Market Entry

Ep035: Data - The Differentiator for Generative AI Applications Apr 09, 2024

Ep035: Today's podcast features panel discussion from the "AWS for Software Companies Generative AI and Data Executive Forum" featuring leaders from Anyscale, Qlik and Rapid7 sharing insights on data models, policies and optimization for Generative AI applications.

Panelists:

Zhe Zang, Head of Open Source Engineering, Anyscale
Brendan Grady, EVP & GM, Analytics Business Unit, Qlik
Laura Ellis, VP - Data Engineering and Platform Analytics, Rapid7
Sherry Marcus Ph.D., Director, Applied Science, AWS

Topics Include:

Introductions of the panel
What big bets are you making with your companies and why?
What have the learnings been with data preparation?
Balancing present needs with the future of AI – growing data literacy
Cost optimization for AI and Data platforms
Constraints of hardware and growing expense
What models and solutions have customers been asking for?
High stakes risks for AI and Data
How customers are reacting to different compute models
Guardrails, filters and risk-mitigation best practices
Data and AI pain points
New global policies challenging data and AI development
Challenges with data quality
How has AI changed and evolved with digital natives?
Open and closed models in the market
Metrics and selection for models
Biggest lessons learned in the AI and data space
Session conclusion

Ep034: “Everyone in My Organization Needs Data” Panel Discussion Mar 26, 2024

A panel discussion from the AWS for Software Companies Generative AI and Data Executive Forum featuring leaders from DatologyAI, Gretal.ai and Zscaler sharing insights on data analytics, AI/ML and cost optimization.

Panelists:

Ari Morcos - CEO and Co-founder at DatologyAI
John Meyers - CTO and Co-Founder at Gretel.ai
Sanjay Kalra - Product Management at Zscaler
Andy Perkins – General Manager, Data, Analytics, GenAI at Amazon Web Services

Topics Include:

Top 3 keys to success integrating insights, AI-ML, generative AI
Big business opportunities for data curation, data analytics to reduce costs
Recent ML innovations for solving problems with data
Balancing utility and accuracy with synthetic data for privacy
What is the role synthetic data plays in AI/ML Ops
Benefits of synthetic data
Cost optimization existing data in AI/ML platform
Reinvesting cost savings into innovation with data and generative AI
Insights and predictions for data, AI/ML, generative AI to transform user journeys

Ep033: The Data-Driven Future of Healthcare with Brad Porter of Orion Health Mar 19, 2024

Phil Le-Brun of AWS speaks to Brad Porter, CEO of Orion Health about the exciting future healthcare, communities that have adopted a “Digital First” strategy and improving the healthcare experience through data and technology.

Topics Include:

The ambitious mission and vision for Orion Healthcare
Improving the clinician and patient experience through data
The role of data in healthcare
Opportunities for digitization and innovation in healthcare
AI and data for improving healthcare predictability & efficiency.
Using technology to “join the dots” for health trends of the population
Examples and benefits of communities that have a “Digital First” strategy for healthcare
The patient experience with their healthcare data
Building trust with personal health information
Learning about digital opportunities from personal experiences with healthcare

Ep032: Data Sprawl to Data Insights with Stephen Manley of Druva Mar 12, 2024

In this podcast we’ll hear from Stephen Manley, CTO of Druva, about the problem of data sprawl, and how AWS customers like Druva have prepared, orchestrated, and unified petabytes of data to analyze and perform at scale.

Topics Include:

Generative AI has flipped a lot of legacy AI in last few months
Overview of Druva / a SaaS backup company
How do we use generative AI to help customers get more value?
What problems did we not expect with generative AI?
Curating data to feed into LLMs
Integrating security and privacy into the product
Measuring performance with generative AI
AWS team helping solve the issues
Betting big on AWS Bedrock
Ingesting data into S3 with 5x performance improvement
Unified view of security, aggregating data for efficiency
Walking through an example query
Summary recommendations

Ep031: How SaaS Shapes Customer Engagement with Raviteja Dodda of MoEngage Mar 05, 2024

Today, in collaboration with Business Insider India, Raviteja Dodda, Founder and CEO of MoEngage shares the story of how MoEngage is shaping customer engagement and provides guidance for other software leaders wishing to make the same journey.

Topics Include:

Jeff Klaus and Raviteja Dotta Introductions
How has the Customer Engagement Space evolved in recent years?
How has SaaS help automate AI-driven personalization?
Maximizing existing customers
Steps and best practices for growing to multiple markets
Developing GTM approach for Asia, Europe and North American markets
Creating a “flywheel effect” by leveraging customer communities
Innovating to stay ahead of the curve in the software industry
MoEngage implemented AI in 2016 – how had that AI strategy evolved through to generative AI?
Recommendations and Lessons Learned

Ep030: Mega Trends in the Software Industry with Jeremy Schnieder, Senior Partner at McKinsey & Company Feb 27, 2024

Today, a session from the AWS for Software Companies Executive Forum at re:Invent, Jeremy Schnieder, Senior Partner at McKinsey & Company, shares some mega trends of the software industry.

Topics Include:

Software is growing significantly.
Total value of Enterprise software industry has doubled in the last 5 years
IT spending rising, SaaS now over 50% of software revenue
Opportunities & major growth drivers with GenAI
Shifts balance of internal development and commercial software due to GenAI
GenAI influenced changes in various market segments
Tactics that product led sales are using
Productivity benefits from generative AI-assisted software development
Productivity metrics for generative AI

Ep029: Scaling SafetyCulture with CEO & Founder Luke Anear Feb 20, 2024

Gabriele Lasauskaite, Head of Growth & Community Programs at AWS, speaks with Luke Anear, CEO and Founder of SafetyCulture as he shares the story of SafetyCulture, becoming a critical app for businesses, supporting 75,000 customer globally and the plans for 100x growth in the coming years.

Topics Include:

How did SafetyCulture begin? What problem were you trying to solve?
Who are the customers of SafetyCulture?
Australian Open using SafetyCulture for their events
Airlines relying on SafetyCulture
The role of technology on SafetyCulture
The importance of User Experience
Growing the SafetyCulture business 100x by 2032
Interview wrap up

Ep028: Optimizing Amazon Connect with eGain Analytics Feb 13, 2024

James Hunt, Vice President of Product Management of eGain shares the story of how eGain Analytics is helping Amazon Connect customers to measure, manage and optimize their contact centers.

Topics Include:

Overview of eGain
eGain Solution hubs: Knowledge, Conversation & Analytics
Why enterprises choose eGain Analytics
Contact Center Analytics: Buy vs. Build
Navigating a migration from On-Premise to Amazon Connect – Best Practices & Pitfalls.
A real customer migration experience
Building trust with large enterprises and government clients
How eGain leverages AWS services
The Amazon/eGain partnership
Advice for other software executives
Find out more: eGain.com and eGain on AWS Marketplace
Navigating the migration from On-Premise Solutions to Amazon Connect – Best Practices & Pitfalls.

Ep027: Building and Sustaining a Successful Software Company Jan 23, 2024

We feature a panel discussion from the AWS for Software Companies Executive Forum at re:Invent, featuring software leaders, founders and co-founders from Cohesity, HashiCorp, Postman and SentinelOne sharing how they grew their software business, software trends they are seeing and growth plans for 2024

Panelists:

Mohit Aron, Founder and Chief Technology and Product Officer, Cohesity
Armon Dadgar, Co-Founder and Chief Technical Officer, HashiCorp
Ankit Sobti, Co-Founder and Chief Technology Officer, Postman
Ely Kahn, Vice President of Product for Cloud Security and AI/ML, SentinelOne
Carol Potts, Director ISV Sales, North America, Amazon Web Services

Topics Include:

Software trends being seen in the market today
Introductions from each panellist
Seeing a market opportunity and the founders’ journey
The evolving vision of software companies
Involvement & impact of AWS
Reactions to present day market conditions
Changes for various sized customers
Strategies for delivering value and staying nimble
Where are software companies pushing for growth?
Impact and approach to generative AI
Software and growth strategies for 2024
Session wrap up

Ep026: Driving a Culture of Innovation through Optimization Jan 16, 2024

We feature a panel discussion from the AWS for Software Companies Executive Forum at re:Invent, featuring software leaders from Appen, Coinbase, Rapid7 and AWS sharing strategies and best practices to optimize their businesses to free up budgets and enable further software innovations.

Panelists:

Bobby Smith, Vice President of IT and Engineering, Appen
Sumanth Sukumar, Vice President Engineering, Coinbase
Elaine Hardwick, Director of Engineering, Rapid7
Sree Ratnasinghe, Director, NAMER Tech, Amazon Web Services

Topics Include:

Potential future market and impact of driving optimization
How optimization drove innovation
Using optimization to free up budget & time for growth programs
Optimization becomes part of the organizational culture
Lessons learned through optimization
Running internal competitions to drive innovation and modernization
AWS’ “Experience Based Accelerator” 3 day hackathon-style optimization program
Leveraging AWS to help optimize to invest in generative AI
Investment returns in Bedrock and Code Whisperer
Ensuring team alignment for optimization focus
Making roadmap trade-offs – features v optimization
Final thoughts, panel wrap up

Ep025: Modern Data Strategies for Software Companies Jan 09, 2024

We feature a panel discussion from the AWS for Software Companies Executive Forum at re:Invent, featuring software leaders from Canva, Databricks, Okta, PagerDuty and AWS discussing modern data strategies for software companies.

Panelists:

Fawaz Ahmed, Senior Director of Engineering, Canva
David Meyer, SVP of Product Management, Databricks
Bhawna Singh, CTO, Okta
Tim Armandpour, CTO, PagerDuty
Barry Morris, GM, In-Memory and Emerging DB, AWS

Topics Include:

Sharing approach to data strategies
Canva providing and leveraging user analytics.
Databricks data strategy and architecture
Processing data with minimal latency
Governance and challenges with generative AI
Beyond the chatbots - fundamental shifts in data strategy with generative AI
Managing data for generative AI verification and trust
Training and fine-tuning data models
Prioritizing data integration and evolution
How will generative AI evolve data over the coming years
Can providing insights be monetized?
Technology requirements for driving data-based decision making
Predictions for data and generative AI

Ep024: Generative AI Disruption, Impact and Opportunities for Software Companies Dec 13, 2023

Description:

Today, a fascinating panel discussion from the AWS for Software Companies Executive Forum at re:Invent November 2023, featuring software leaders from Anthropic, Freshworks, Genesys, Snaplogic and AWS discussing the disruption, impact and opportunities of generative AI for software companies.

Panelists:

Matt Bell, Member of Technical Staff, Anthropic
Siddhartha Agarwal, Senior Vice President, Product Strategy & Operations, Freshworks
Glenn Nethercutt, Chief Technology Officer, Genesys
Jeremiah Stone, Chief Technology Officer, Snaplogic
Sherry Marcus Ph.D, Director of Applied Science, Generative AI, AWS
Andy Perkins, Director ISV Sales, AWS

Topics Include:

Observations of the current state of generative AI
How will AI continue to disrupt industries?
Agents and bots to help employers scale
Impact of generative AI on retail and support
Leveraging generative AI and automation to become lean and reduce waste
Risk management for generative AI
Ethical concerns – Security, data accuracy and privacy
Managing/reducing “jailbreaks” – users attempting to break the models
Developing leadership clarity and in-house expertise for large language models
Increased power of Product Managers, evolution of engineering departments
How SaaS companies work with generative AI
Leveraging AWS Bedrock for acceleration
Advice for Software Executives going into generative AI
Partnering with AWS for POCs

Ep023: Metrics & Best Practices for Security in DevOps Organizations Dec 08, 2023

We present a panel discussion with software leaders from Contrast Security and Tenable sharing guidance and best practices for security in DevOps practices. Panelists are:

Mike Clausen - Director of Product Management, Contrast Security
Phillip Hayes - Director Information Security, Tenable
Temi Adebambo - Head of Security Solutions Architecture, AWS

Topics Include:

The significance of introducing security into the DevOps processes for Modern Architectures
Balancing need for speed & agility with need for security
Common challenges in security in DevOps
What does “Shift Left” mean to the panelists?
Considerations & guidance for “shifting left”
Best Practices for security testing & vulnerability management
Suggested metrics for organizational leaders

Ep022: Best Practices for Secure Data Management in the Cloud Nov 28, 2023

Enjoy our panel discussion with executive leaders from ChaosSearch, Sentra and ZeroFox and discuss some best practices for secure data management and compliance in the cloud.

Speakers:

Thomas Hazel, CTO & Chief Scientist, ChaosSearch
Yoav Regev, CEO and Co-founder, Sentra
Mike Price, Chief Technology Officer, ZeroFox
Mark Terenzoni, Service Leader, AWS, Amazon Inspector and Amazon Detective

Topics Include:

Customers concerned about size of data
How AWS manages large amounts of data
Challenges of compliance with data storage
People challenges with data security
Getting security info from customers isn’t always easy
Complexity of security options still challenging to many customers

Ep021: How Strong Security can be Your Strategic Advantage Nov 14, 2023

Today we have a panel of software industry leaders from Braze, N-able and Rapid 7 discussing how to use security as a strategic advantage

Speakers:

Mark Shasha, Head of Security, Braze
Ulrich Dangel, Director of Engineering, Rapid7
Stefan Voss, VP of Product Management, N-able
Clayton Smith, Global Startup Evangelist, Amazon Web Services

Topics Include:

Thesis: Security is good for business
Is security a differentiator and lead to sales?
Is your customer base being more educated on security issues?
How have you built a culture of security?
How do you hire for a security culture
Are security teams involved in sales discussions?
Is security risk communication easier with the cloud?

Ep020: Leveraging Kubernetes for AI/ML Workloads Oct 31, 2023

We feature a roundtable discussion with several software industry leaders on how their organizations leveraged Kubernetes for their AI and ML workloads as well as lessons learned from the experience.

Featuring:

Amreth Chandrasehar - Director of MLOps, SRE and Observability, Informatica
Úlfar Erlingsson - Chief Architect, Lacework
Murli Thirumale - General Manager of the Cloud Native Business Unit, Pure Storage
Barry Cooks - VP Kubernetes, AWS

Topics include:

Huge amounts of AI/ML workloads at AWS
What is the path from data to value for customers?
What were challenges with leveraging Kubernetes?
What were the top wins, biggest regrets & lessons learned from leveraging Kubernetes?

Ep019: Reimagine Your Applications with Serverless Containers Oct 17, 2023

Today we feature a roundtable discussion on organizational adoption, benefits and best practices for deploying serverless containers featuring Skylar Graika, Product & Engineering Leader of Smartsheet and Jeet Kaul, Senior Vice President of Jumio, moderated by Banjot Chanana of AWS.

Topics include:

Serverless session intros
Where does “Serverless” start and stop?
How did Serverless get adopted within the organization?
Reaction of developers and Operations teams to Serverless
Any unintended benefits from adopting Serverless?
Cost structures of shifting to serverless
How to approach 3rd parties with serverless
Obtaining executive sponsorship for business case
Session wrap-up

Ep018: Unleashing the Power of GenAI for Software Companies Oct 03, 2023

We share a roundtable discussion on Generative AI featuring Chris Cholette, Agile VP Engineering and SRE for Navan, Swapnil Paranjpe, Senior data Practitioner at Persistent, Gregor Stewart, VP of Artificial intelligence at SentinelOne and all hosted by Matt Thompson of AWS.

Topics include:

Intro to Matt Thompson
4 Pillars of Generative AI for AWS
Introductions of panel
How much is your day is GenAI?
How much retraining for techniques for data science or engineer teams?
Why are you incorporating GenAI?
How do we test for quality of output?
When to use an ML model or a foundation model?
Session wrap-up

Ep017: Accelerating Growth Through Global Expansion with Michael Brown of Auvik Networks & Rob Woolley of Benevity Sep 19, 2023

We feature a panel discussion featuring Michael Brown, VP of Technology at Auvik Networks, Rob Woolley, VP of Technology Operations at Benevity moderated by Jeff Klaus of AWS sharing best practices on global expansion. Topics include:

The most successful AWS customers are on multiple continents
What are the goals for wanting to expand overseas?
Going global through acquisition
Copying services to various regions with AWS
AWS helping to establish beachheads in new markets
Managing challenges of data residency
Best practices for staffing in a new market
North American marketing often doesn’t work in other markets
Working with resellers in a new market
Session wrap up

Ep016: Software Security Models and Organizational Best Practices feat Arctic Wolf, Blackberry Athoc and Hootsuite Sep 05, 2023

This week we’re sharing a panel discussion featuring Mohan Rao - Vice President, Cyber Security Platform at Arctic Wolf, Ramon Pinero - Vice President of Product and Services at BlackBerry AtHoc, Cuneyt Karul - Senior Director, Information Security and Product Privacy at Hootsuite and Wayne Duso, Vice President of Engineering and Product at AWS discussing security models and organizational best practices.

Management of the security function in various organizations
Security risk register and process best practices
Going from the “Department of ‘No’” to “Department of ‘Yes and..’”
Helping teams become security champions
Transformation of the AWS security organization
Security visibility of CxOs & Executives
Building security governance & compliance structure
Impact of generative AI on security practice

Ep015: Building Modern Data Strategies with Riaz Raihan of Alida & Barry Morris of AWS Aug 22, 2023

Barry Morris of AWS discusses Modern Data Strategies with Riaz Raihan, President of Products & Engineering at Alida, on how they have designed their data strategy to manage through the extraordinary complexities of handling large volumes of data.

Barry Morris introduction
Building modern data strategies
Data-driven product design
Riaz Raihan, President of Products & Engineering at Alida
Collecting large volumes of data
Managing security of large volumes of data beyond standard compliance
Rebooting Alida – focusing on customer outcomes
Driving growth, profit and enabling speed
Scaling Voice of Employee program for 225,000 employees in 2 days
Executive alignment is crucial for success
Management, security, protection of data in fundamental

Ep014: Creating a Culture of Data Enablement with Juan Sequeda of data.world Aug 08, 2023

Juan Sequeda, Principal Scientist and Head of AI Lab at data.world shares case studies and best practices for creating cultures of enablement around data quality and behaviours.

Topics Include:

Juan Sequeda introduction
Foundation of knowledge & data graphs for AI
2 million users in the OpenData catalogue, 40% of Fortune 500
OneWeb Case Study – data from satellites
The Culture of Enablement to empower your organization with data
OneWeb using AWS Sagemaker
Prologis Real Estate logistics data case study
Tying staff rewards to data quality and behaviours
Developing a culture of change
Session wrap up

Ep013: Empowering Data-Driven Marketing Teams with AdPredictive Jul 25, 2023

AdPredictive’s Ali Levitan, EVP of Business Development & Growth, and Laura Crossley, VP of Experience, join us to discuss how AdPredictive’s partnership with AWS Clean Rooms is empowering marketing teams with data-driven tools. Topics Include:

Introduction to Ali Levitan & Laura Crossley
Solving the big problems for Marketers
The challenges marketers are facing in current environment
The partnership of AWS Clean Rooms and AdPredictive
Use Cases and Success Stories
Expanding the power of data to non-technical marketing teams
Overcoming challenges throughout the integration
Innovating and staying focused
Advice for other software leaders
AdPredictive is passionate about supporting marketers
Accessing the AdPredictive solution
Interview wrap up

Free Trial of AdPredictive's tools are available here.

Ep012: Mergers & Acquisitions Best Practices Roundtable with Tim LoGrasso of Kickdrum Jul 11, 2023

Tim LoGrasso of Kickdrum and Matt Thompson of AWS host a roundtable sharing best practices for software mergers and acquisitions.

Topic include:

Karthik Krishnamurthy introduction
Tim LoGrasso, Kickdrum introduction
Maturity model for calculating risk in M&A
M&A changes and challenges in 2023
Matt Thompson, AWS introduction
Is architecture a focus when considering M&A?
Most M&A struggles due to product team misalignment
Containers, APIs in compute infrastructure easier to integrate than Monoliths
M&As are often driven by Finance and Business Development, not so much Product Teams
Time metric to measure success and failure for M&As
Building a case for M&A vs build
Preethi Srinivasan (Druva, DataStax) on due diligence for M&A considerations
Pre-integration Proof of Concepts increase the success rate
90 day and 12 month plans with funding models to deliver the joint opportunity
Understand the ‘white space’ to address with the combination of products
What can product teams do to accelerate value?
Identify potential friction points and how to address
Access to cheap compute power is important
Guidance on managing customer data during M&A
The customer data to review
Managing people risk during an M&A
Session wrap up

Ep011: Software Data Architectures with McAfee and Tealium Jun 27, 2023

Deepak Thakral, VP of eCommerce at McAfee and Bob Page, SVP of Product at Tealium discuss Software Data Architectures and share best practices in a roundtable hosted by AWS’s Denise Zelt.

Topics include:

Deepak Thakral of McAfee introduction
Bob Page of Tealium introduction
Bob Page on helping customers with their end users and creating business value
Setting up priorities for data architecture and roadmap
Lessons learned from Tealium
Deepak: How McAfee manages high performance & security with increasing data
Shankar Venkataraman of Jivox on scaling and processing 10 times data volume in past 3 years
Steven Tiell of DataStax on performing real time AI of time series data
Bob Page on adoption of microservices and best practices
Tradeoffs of transitioning from monolithic to micro services
Yuan Liu of Stripe on service oriented architecture vs microservices
Amit Pande of Dhruva providing SaaS based data protection
Final thoughts and recommendations from Bob Page and Deepak Thakral

Ep010: Digital Transformation leveraging Purpose-Built Databases with Sailpoint Jun 13, 2023

Grady Summers and Marty Bowers of Sailpoint share how their partnership with AWS resulted in their product running 1800x faster at 1/50th of the cost.

Grady Summers & Marty Bowers introduction
Automating access and recertification
Leveraging Infrequent Access Tables in Dynamo DB for cost reduction and autoscaling
Guidance and lessons learned

Ep009: Transform Manufacturing with Data Driven Innovations with Sam Lakkundi of BMC May 30, 2023

Sam Lakkundi, Vice President of Innovation and Head of Innovation Labs at BMC, share insight on the roadmap and massive benefits applying the power of data and the cloud to the Manufacturing industry.

Topics include:

About BMC Software
Moving their stack to AWS
The rapid change of the manufacturing industry
Predicting and simulating downtime w a digital model
Creation of BMC Helix
Leveraging AWS Sagemaker and Twinmaker
Simulating manufacturing changes to identify opportunities to action
Presentation wrap up

Ep008: Generating Value from Data with Dr Lou Kratz of Bazaarvoice May 16, 2023

Dr Lou Kratz, Principle Research Engineer of Bazaarvoice, shares how his organization generates value from data, cutting time to value by 6x and leveraging AWS to save big on cloud costs.

Topics include:

Making smart decisions automatically from data with machine learning
Bazaarvoice business model
Understanding value is the most important part of any machine learning project
Leveraging AI/ML for content moderation
Leveraging AWS Sagemaker
Being cost effective with serverless options
Cutting time to value by 6x with savings of 82%
Investing in ML Ops
Final recommendations for data and ML Ops

Ep007: Data-Driven Enterprise - Vision to Value with Tom Godden May 02, 2023

Tom Godden, Enterprise Strategist with AWS and Executive advisor shares his experience as both a CIO and CTO on how to drive higher value from data strategies.

Topics include:

About the Enterprise Strategy team
Learning from customers using data to go from vision to value
Speed and agility is the only differentiator
What it means to be a data-driven enterprise
How companies like Disney, Formula 1 and Amazon use data as a differentiator
“Data is the new oil” – CIO Magazine
79% of the challenges around the adoption of data are cultural
4 “Es” of data – Engage, Enable, Educate, Eliminate
Insist on having the data
One way and two-way doors & Two pizza teams
Decentralize data producers, distribute throughout organization
Be prepared to re-evaluate your metrics
Govern to enable, not to restrict
Building tenets for data policies and procedures
A data asset is not successfully deployed until it is fully automated
Think big and execute small
Building a smarter organization leveraging machine learning
A mission statements needs to mean something
Work to eliminate biases
Avoiding “The Frozen Middle”
Be clear on the “why” for implementing machine learning
Start small and think big with AI
Presentation wrap up

Ep006: Leading and Innovating Through a Major Disruption with Jonathan Barouch of Local Measure Apr 18, 2023

Jonathan Barouch, CEO of Local Measure, joins us to discuss their journey of leading and innovating through a major business disruption.

Topics Include:

Intro to Local Measure
The pre-Covid business model and customers
Impact of Covid
Losing 75% of their revenue within months
Teams navigating the early months of Covid
Reinventing the business
Testing, iterating new business models
Leveraging AWS APIs for Amazon Connect Cloud Contact Center solution
Balancing the former focus and contact centre pivot
The importance of a call centre in lean times
Migrating call centres of airlines and banks within 30 days
Change management and the Local Measure solution
Leveraging AI/ML for additional customer efficiencies
Shaving seconds off calls equate to huge savings
Leveraging AI/ML to turbocharge agents
Additional industries for the Local Measure solution
Transforming data for tangible benefit
Proactive, predictive and outbound engagements
Guidance for other Software Executives going through disruption
What’s next for Local Measure
Interview wrap up

Ep005: Building a Roadmap for SaaS Apr 04, 2023

Multiple software industry leaders speak about their journey in building a resilient SaaS business.

Speakers:

Adrian Deluca - Director of Solutions Architecture – AWS
Ashley Kramer - CMO, CSO, Acting CTO at GITLAB
Kochira Okamoto - CEO at Yayoi
Tendü Yoğurtçu, PHD - Chief Technology Officer at Precisely
Mathias Golombek - Member of the Executive Board and Chief Technology Officer at Exasol
Akshay Patel - Principal SaaS Business Development Lead at AWS

Topics Covered:

Introduction by Adrian Deluca
Balancing growth and profitability Q/A by Tendü Yoğurtçu
Building and keeping both Exasol’s product lines running Q/A by Mathias Golombek
What do Enterprise customers value most? Q/A by Ashley Kramer
Balancing growth and profitability in Japanese countries & pivoting the company in a new direction Q/A by Kochira Okamoto
What strategies are used through SaaS factoring engagements Q/A by Akshay Patel
Favorite Metric for growth and profitability Q/A by Kochira Okamoto and Tendü Yoğurtçu
What were you unprepared for, when you were releasing your SaaS products? Q/A by Mathias Golombek and Tendü Yoğurtçu and Ashley Kramer
What sort of attributes do you look for in your developer you hire? Q/A by Ashley Kramer and Kochira Okamoto and Tendü Yoğurtçu
How is diversity playing out particularly in your business? Q/A by Tendü Yoğurtçu, Ashley Kramer and Akshay Patel
What do you think about Re-skilling? Q/A by Mathias Golombek, Kochira Okamoto, Ashley Kramer, Akshay Patel and Tendü Yoğurtçu
What do you do to invest in yourself for personal growth? by Mathias Golombek, K, Ashley Kramer, Akshay Patel and Tendü Yoğurtçu
End – Conclusion by Adrian Deluca

Ep004: Accelerate Machine Learning for SaaS Projects with Veeva Systems Mar 22, 2023

Alessandro Maoggi, Senior Manager of Engineering at Veeva Systems, shares their journey and lessons learnt developing AI/ML tools with AWS Sagemaker.

Topics Include:

Intro to Veeva Systems
Background of Veeva TMF Bot
Leveraging AWS SageMaker
Scaling horizontally with smaller instances

Ep003: Accelerate Machine Learning for SaaS Projects with Rokt Mar 14, 2023

Kanishka Mohaia, VP of Engineering (Data and Machine Learning) at Rokt, shares their journey and lessons learnt in developing AI/ML teams.

Topics Include:

Introduction: Kanishka Mohaia, VP of Engineering (Data and Machine Learning) at Rokt

Machine Learning focused on improving eCommerce

Why 85% of AI project fail

Hiring, structures & best practices for AL/ML teams

Rokt architecture overview and AWS Services

Ep002: Accelerate Machine Learning for SaaS Projects with Proofpoint Feb 21, 2023

Machine Learning is critical for software teams. Adam Starr, Senior Global Engineering Manager, Data Science at Proofpoint, shares their journey to successfully building and deploying AI/ML solutions using Amazon SageMaker.

Topics Include:

Adam Starr, Senior Global Engineering Manager, Data Science at Proofpoint Inc
How Proofpoint leverages AI in security model
ML Ops leverages AWS SageMaker
AWS Innovation – Going from idea to prototype to production (Sagemaker Studio, Ground Truth, GitPush, Sagemaker Pipeline, Sagemaker Endpoints)
Critical success factors and which AWS services to use
Partnering with AWS on Machine Learning Operational platform

Ep001: Data - The Engine for Growth Feb 07, 2023

Listen in as Industry Leaders from Coupang, Snowflake and Wiz discuss strategies for using data as a business driver and share their experiences. Topics include:

Intro by Barry Morris of AWS
Yinon Costica of Wiz - introduction
Elise Bergeron of Snowflake - introduction
Seshu Adunuthula of Coupang – introduction
What is the biggest opportunity going forward using data in developing software products?
Integration of disparate data and power of combining it
Elimination of data silos and focusing on how to use it
Culture gaps in data analysis
Deploying AI to address data requirements
Centralized and decentralized data models
Team structure for data management
Graph data model
Technology enablers for data management
How can customer data be leveraged?
Building a data-driven culture internally and w customers
What lessons should customers avoid?
Staying close to customers and ensuring alignment
Building roadmaps with customers
Data monitoring & management tips
Advice for software companies on data platforms

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