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Everyone know that this.
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Alexandra: is being recorded so efficiently Hello welcome everyone to today's webinar we're going to be breaking down the emerging cloud trends this year for us circle governments, my name is Alexandra.
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Alexandra: I will be your MC during the session so again, thank you all for joining us today, I just want to go over some housekeeping rules so.
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Alexandra: During the webinar everyone's microphones are going to be muted, however webinar is for managed to be open discussion so if you do have any questions.
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Alexandra: please feel free to put them in the chat at the bottom of your screen at any point, but we will open for questions at the end of the webinar and again this webinar.
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Alexandra: is being recorded and it will be sent to everyone, via email so i'd like to move forward and introduce and give some background on our panelists for today's webinar miles Brown and Fred phelps miles is the senior cloud and devops advisor with us at tech data exit certified.
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Alexandra: he's got.
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Alexandra: 20 years of experience in the IT industry across a variety of platforms he's been recognized as an aws authorized instructor champion and a Google cloud.
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Alexandra: platform professional architect and instructor he's been delivering award winning authorized he training for some of the biggest cloud providers.
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Alexandra: We also have Fred phelps joining us on the call Greg is an experienced steel sales leader with you, with us at tech data to turn five excuse me.
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Alexandra: He has over a dozen years in selling complex high value software and services to be federal government so with that said i'd like to introduce and let miles and prior to get away.
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Myles Brown: Thanks, a lot of Alexandra.
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Myles Brown: Well we're happy to be here today talking to you about.
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Myles Brown: Some of the emerging cloud trends that we're seeing with US federal clients Greg Greg deals with a lot of our US federal clients.
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Myles Brown: i'm a little bit more on the technical side so i'll probably be talking more specifically about the trends that we're seeing in cloud and then we'll we'll get Greg to come back in and talk a little bit more about how he can help.
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Myles Brown: help you get the training, you need, so this is what we're going to look like we're going to talk a little bit about cloud usage and federal agencies, what are typical workload to see in the cloud.
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Myles Brown: we'll talk about some of the different public cloud providers kind of them, you know what the each do well, and then we'll get into three big trends that we see and then just a little bit of.
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Myles Brown: A little bit about exit certified in our cloud offerings at the very end, so I guess Greg.
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Myles Brown: You know question to you what what are you, seeing as far as the outlook going forward for cloud usage federal agencies.
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Greg Phelps: increase.
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Greg Phelps: Their transition to the cloud is is increasing we're seeing that in the difference between agencies, as well as the Department of Defense.
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Greg Phelps: And some of the independent agencies what's interesting though, and this slide refers to, that is, that is, over the last couple of years, increase or the the larger budgets spend has been on the civilian side, but according to.
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Greg Phelps: The Department Defense they recently announced a large contract roughly 9 billion give or take a few dollars.
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Greg Phelps: Over the next couple of years, that will be in the Defense spend, and so I i'm we're predicting that the larger over the next couple of years.
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Greg Phelps: larger percentage of budget is going to be going to Defense side, but in the cloud and so we're seeing that across the different vendors that we're going to talk about in a moment, and then, as well as some of them are are doing sort of a hybrid approach as well.
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Myles Brown: yeah yeah I saw that that big announcement, they said they're going to announce maybe the the full breadth event at the end of this year, and it was you know across four major cloud vendors aws.
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Myles Brown: Microsoft azure Google cloud and and some with Oracle cloud and that replaces some of the things that they were doing in the past but yeah I think we'll see very different numbers next time.
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Myles Brown: Dell tech puts out these this graph they do one of these every year I think we'll see the the Defense spending is going to maybe outpaced the civilian agencies.
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Myles Brown: Probably worth taking a quick look at what kind of workloads do people run in the cloud.
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Myles Brown: In a lot of organizations their first foray into the cloud is they bought some commercial off the shelf application that runs in Microsoft azure, for example, and so they they get azure so they can run this APP and they might not have to do much with azure it's just running this software.
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Myles Brown: But and and so that's actually sometimes how you get into multi cloud as well right, you might have hey aws is our cloud provider of choice, but this APP that we bought runs an azure, and so we end up kind of being multi cloud, you know.
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Myles Brown: Through know, through no fault of our own it just happens.
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Myles Brown: Many organizations when they really get into the cloud they start by re platforming some of their existing Apps right, we often call that the lift and shift.
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Myles Brown: So they take their existing APP they say okay let's run this in the cloud and that's a great way to learn about the cloud it learned, you know you end up learning a lot about how.
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Myles Brown: That particular cloud vendor services work, but those existing Apps are really designed well to take advantage of all the benefits of the cloud.
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Myles Brown: And, and so what what we found was you know we started doing aws training back in 2014.
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Myles Brown: And we saw a lot of customers would come and take you know cloud training from their vendor of choice, you know eventually we started doing Microsoft azure and Google cloud training as well, and even Oracle.
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Myles Brown: But but aws was sort of our first foray into it, and so what we found was a lot of our customers, it was a journey right they started with.
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Myles Brown: Okay we're going to take some entry level classes in aws we're going to lift and shift some Apps.
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Myles Brown: And then, three, four years later, they were back taking another round of classes, where they said, now we need to really take advantage of.
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Myles Brown: All of the benefits of the cloud and we're starting to look at what we call cloud native architectures.
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Myles Brown: And so, a lot of times that means taking advantage of things like containers and Cooper nettie and so those are those are some Open Source technologies so it's not necessarily training from the cloud vendor.
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Myles Brown: A lot of organizations are looking to take advantage of what we call service architectures.
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Myles Brown: You know, typically the original way people would run things in the cloud, they would get virtual machines, but that virtual machine is you know.
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Myles Brown: The you know you go to aws or azure Google cloud you launch either a windows instance or a Linux instance.
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Myles Brown: Right and aws is in charge of everything up to and including the installation of that operating system.
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Myles Brown: But then, on top of that, you still need somebody to manage that Linux right well the idea with the service architectures is not that there's no servers it's that my cloud vendor takes care of them.
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Myles Brown: So it's very developer centric my developer says here's some code I don't want to think about the servers on which it runs.
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Myles Brown: So that's very attractive to a lot of organizations as a as a way of designing new Apps and really taking advantage of the cloud.
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Myles Brown: And then the last thing we see is that once people are running a lot of workloads in the cloud they're generating a lot of data there and it's all stored in one central place.
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Myles Brown: Which means hey we've got a lot of data, we want to make data driven decisions let's start doing analytics in the cloud.
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Myles Brown: Right, so if you only have a few Apps in the cloud you're probably grabbing all your data out of there and bringing back into your existing analytics infrastructure, but it turns out.
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Myles Brown: You know the cloud is really well suited for doing analytics because it's got really cheap storage it holds data in a way that it won't lose it.
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Myles Brown: And it's sort of infinitely scalable right, so it can handle big data and the kinds of data mining and machine learning techniques that we want to do on that data.
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Myles Brown: To make informed decisions and so these are the kinds of workloads that we're seeing people run.
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Myles Brown: Now, where are they running them well public cloud so let's take a quick look at the major providers of public cloud i've mentioned aws a few times they sort of got things rolling way back in 2006 that was you know.
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Myles Brown: four to five years before their two biggest competitors were which are Microsoft azure and Google cloud right.
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Myles Brown: They came along in 2010 2011 and so aws had a pretty good head start it's the most mature most popular platform, you know they captured a lot of market share in that time.
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Myles Brown: But as you came along, Google cloud and azure is really chipped away at that, and they are doing very well eventually IBM and Oracle through their hat in the in the mix and.
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Myles Brown: What we see is that IBM, you know it's it's great if you're just running IBM stuff in the cloud.
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Myles Brown: Oracle, though, is starting to pick up they've got a few big customers that are using Oracle cloud they have some things that they do really well, and so you know we will talk about what's what's the hotspot which were each of these really good at.
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Myles Brown: Now, if you just look at you know across the industry market share, or even just something like Gardner you know they put up these.
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Myles Brown: magic quadrants every year for cloud infrastructure and an aws has been in the top right the whole time but Microsoft and Google cloud probably snuck up about four years ago into that top right quadrant.
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Myles Brown: And so you know aws continues to be the best in its ability to execute but we're seeing azure and Google cloud really get closer there in terms of completeness of vision here's a little bit on that market share.
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Myles Brown: aws has been steady around you know somewhere between 31 36% and depending who's doing the research but azure is really pulled up like it used to be around 15% now it's it's over 20 so they're really taking a big chunk out of things.
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Myles Brown: And then you've got a whole bunch of other you know much smaller players and again there's a lot of different places to get these stats and they don't all agree, but they all kind of agree and what's the top three for sure.
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Myles Brown: And, and then you know, there are some outliers here, where we talked about alibaba and 10 cent where it's really they're just in China so.
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Myles Brown: So if we exclude that you know that gives you an idea, IBM has been very much on the decline and Oracle you know it's it hovers up and down a little bit.
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Myles Brown: Now the case for each provider well first off, why would you use aws Now you can always say nothing attracts a crowd like a crowd right it's popular because it's popular there's people that know it it's easier to hire somebody who knows it because a lot of people know it.
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Myles Brown: it's a it's probably, and this is, this is my opinion, I don't have a lot of stats for this.
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Myles Brown: I used to have a pretty good Stat for this, but it's now so at a date I can't use it, but it seems to have the least amount of downtime of the big three although.
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Myles Brown: When they are down it's the most high profile right because half the Internet doesn't work that day.
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Myles Brown: And so, you know that happened twice last year, you know it doesn't happen very often, but often twice last year and everybody got scared and said, well, maybe I should we move into azure, but I think you'll find that sure it happens, more often than that.
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Myles Brown: So.
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Greg Phelps: i'm safe to say that they've got the biggest network, like the biggest like.
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Greg Phelps: network to make that stay up.
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Myles Brown: all the time, no, no, I mean, I think you can make it a case that like as far as network network, I mean cloud has the best network because it's built on that same network, the Google search uses right so so I mean there's that.
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Myles Brown: But it's I mean it's the biggest business of these right, you know it's hard to see how much like when you look at.
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Myles Brown: How much they make on cloud, because when you look at azure it's all tied up with office 365 is part of their cloud offering.
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Myles Brown: And everybody's got that you know so it's it's really difficult to kind of see how big are these businesses, you know even with aws it's hard to kind of split it out from amazon.com right.
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Myles Brown: But, most people that that have used multiple clouds will tell you that you know aws is probably the best in terms of overall breadth and depth of services.
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Myles Brown: it's got the most mature and popular serve service options using Lambda so you know if it's so great, why would I use as.
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Myles Brown: Well, I find that a lot of companies it's easy to embrace azure because you've already got some sort of service agreement with Microsoft right because you're probably using office 365 you know or other stuff.
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Myles Brown: If you are a.net shop right, you will mostly build.net applications you're using sequel server if you're a Microsoft shop, then it makes a lot of sense to go to azure right.
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Myles Brown: it's also very popular with people who are doing hybrid stuff because of azure stack which is makes it really easy to buy hardware and run it in your own data Center but run it the same way you run your stuff in the cloud they did a really good job of that hybrid.
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Myles Brown: And then the last reason why people embraced azure in a lot of places was because they were quick to build a presence in a lot of countries before some of the others so i'm based in Canada, I can I.
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Myles Brown: I helped Greg a lot with the US stuff but i'm based in Canada, where where Microsoft was there, probably a year or two before aws and so you know if you have data sovereignty laws, where your data must stay in a certain place, you know that might be the only option.
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Myles Brown: Now the all three of the big three cloud vendors are kind of everywhere now and they borrow a lot from one another right so so what they did with azure stack you know, Google cloud kind of.
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Myles Brown: did something similar with an SOS and azure aws now has something called outposts looks pretty expensive.
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Myles Brown: If you do look a Google cloud it's very popular with organizations that are really heavily into machine learning and Ai.
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Myles Brown: If you think about a Google actually built tensorflow which is probably the most popular of the machine learning frameworks.
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Myles Brown: And that's based on their deep expertise of doing R amp D and machine learning, they also create a Cooper daddy's, and so they do a pretty great job of you know, running a managed Cooper nettie for you right.
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Myles Brown: And they probably have the cheapest pricing, although it's very difficult to figure out, you know apples to apples comparison right.
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Myles Brown: First off if you're a really big customer of any one of these you're probably not paying the regular rate that they show they have enterprise agreements there's all kinds of volume discounts it's really hard to figure that out the Google cloud seems to be a little cheaper.
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Myles Brown: And then I did mention they have answers for hybrid and multi cloud environments, so you know they each have their sort of hotspot at what they do well.
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Myles Brown: And that's probably a big reason why our first trend we're going to look at is multi cloud right and so that is the thing that we're seeing and as Greg mentioned that that that big announcement that department Defense is doing about the.
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Myles Brown: Their cloud spend is is that it will be across multiple cloud vendors, because they see people using multiple cloud vendors.
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Myles Brown: And this isn't just a US federal thing this is across the industry when when somebody like FLEX era, they do their state of the cloud report they they.
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Myles Brown: They pull a lot of people who work in cloud and ask them what they're doing.
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Myles Brown: And they found that most people are what they would call multi cloud, which is actually you know, not necessarily that they're all using multiple public clouds but they might have a private and public cloud.
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Myles Brown: And so that kind of hybrid environment is actually what most people are doing right it's it's a way often it's a way to ease into the public cloud.
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Myles Brown: But still leveraging your existing data Center investment right you're not going to shut them down you've spent all this money and built these data centers filled them with equipment you're going to try and make use of that wherever you can.
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Myles Brown: And so, some of the patterns that we see is something called cloud bursting.
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Myles Brown: we're on zoom platform right now zoom told us way back in 2014 when we first started using them for our virtual training.
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Myles Brown: They told us they did run their own data centers and at that time they were actually running all of their zoom workloads in their own data centers, but they were using aws as excess capacity, if they got particularly busy they could.
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Myles Brown: sort of do what we call cloud bursting right use that public cloud vendor now eventually when the pandemic came, they said we're gonna have to be able to use aws and azure and Google.
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Myles Brown: Because zoom got very, very popular and so you know we kind of saw that firsthand because we were like an early user of zoom and we got to talk to them a lot help them beta test some of their capabilities and.
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Myles Brown: Increasingly we're finding the customers want to use multiple public clouds to maybe avoid lock in say hey I can move workloads wherever I want that that's difficult to do there are some frameworks to help with that.
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Myles Brown: or they want to run the workload where it makes the most sense to take advantage of the sweet spot like maybe i'm mostly using aws.
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Myles Brown: But I have heavy duty machine learning people that want to take that data move into Google cloud and use those tools and so we're starting to see a lot of that.
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Myles Brown: But what we don't see a lot of is organizations running the exact same workloads in multiple public clouds.
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Myles Brown: Right, because that what that means is you kind of have to make the workload not take advantage of all the extra bells and whistles it's got to be kind of the lowest common denominator, to be able to run anywhere or.
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Myles Brown: You you get some sort of a framework to help offer some of those bells and whistles that the cloud vendor normally would provide, but the framework like something like red hat open shift.
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Myles Brown: will provide some of that platform as a service offering and now I can move this I can run in my own data Center I can run an azure I can run it in Google cloud I can run it in aws and so there's there's a lot of these frameworks that help.
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Myles Brown: Speaking of these frameworks, things like open shift is built on top of Cooper 90s that's part of what we talked about that concept of cloud native technologies becoming a big trend right.
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Myles Brown: So So what is this cloud native yeah it's certainly a buzzword that you hear a lot and over the last five years it's become a big buzzword and it's basically trying to incorporate a lot of devops concepts.
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Myles Brown: To get the most out of public cloud usage so there's there's a consortium of companies, called the cloud native computing foundation and they sort of described it's a.
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Myles Brown: let's see it's a container service meshes microservices decorative api's you know, these things are helping us build these loosely coupled systems.
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Myles Brown: That are resilient manageable and observable and really take advantage of everything that cloud has to offer.
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Myles Brown: Now, one of the things they mentioned in there is microservices right and so let's take a quick look at that.
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Myles Brown: When when organizations build software in the past they built, you know some big application and the unit of deliverable is the whole application.
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Myles Brown: And so it takes months to build your deploy it and then maybe every six months, you would go in and make some changes to it, and when you went to deploy it, you know would take two weeks to fight all the fires, every time you went to deploy and so.
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Myles Brown: You know, it was really nearly 2000s aws internally had these problems where they just kept adding and adding developers and it wasn't helping it was actually making the problem worse.
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Myles Brown: And so they said what if we took this huge monolithic application and blew it up in the hundreds, maybe even thousands of little micro services.
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Myles Brown: And each microservice can be independently built tested and scaled.
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Myles Brown: Now they did this hand in hand with redesigning their teams that develop and ship software into what they called to pizza teams.
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Myles Brown: At sort of a devops term that they came up with which was you know, maybe it's a group of 810 people at the most right you could feed them with two pizzas.
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Myles Brown: And you know, maybe it's a few developers a couple testers and maybe an operations person.
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Myles Brown: And that group is in charge of one or maybe a small set of microservices from and and.
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Myles Brown: They build the roadmap they collect the requirements they build it test it deploy it and they manage it in production They fix the problems right and so that group is really closely aligned.
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Myles Brown: And so they're in charge of that one microservice they can make changes as much as they want, as long as they don't change the interface to it, they don't have to tell anybody about it right.
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Myles Brown: And there's lots of ways to implement microservices probably the biggest way these days is through something called containers now, you might not know much about containers.
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Myles Brown: But you probably heard of Dr right and when docker came out in 2013 that really made everybody noticed containers containers have been around for a while it had been in Linux.
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Myles Brown: But when darker came out, I think it was a combination of things.
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Myles Brown: Like the technology itself is very lightweight so you can basically on one physical machine I could launch hundreds or thousands of these little lightweight containers.
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Myles Brown: And they have the code and all the dependencies everything contained in there and I can run it on my laptop I can run it on my own data Center I can run in a public cloud.
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Myles Brown: right and it will run the exact same way everywhere and so that's really nice it, so I think it was because it could run anywhere.
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Myles Brown: This idea that microservices becoming popular and this seemed like a perfect way to encapsulate one little service.
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Myles Brown: And they had a nice way of finding existing containers and building on top of it and you can't discount that a really great logo right, so all that came together that everybody said hey I like this idea of docker right.
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Myles Brown: But when you start taking your huge application and splitting it up into hundreds of these little containers now you've got hundreds of containers to worry about and think about where they run.
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Myles Brown: Right, how do I find this thing after and so you need some sort of container management tool and so docker built their own called docker swarm.
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Myles Brown: There was a few other entries aws build something internally called elastic container service.
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Myles Brown: But the one that really resonated with people was called Cooper 90s, this was created at Google and then you know it's now managed by that cloud.
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Myles Brown: native computing foundation and it's become sort of the de facto standard, this is the way people like to orchestrate hundreds and thousands of or thousands of of containers and.
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Myles Brown: You can run Cooper nettie anywhere, you can run it on your own on Prem you can run in the cloud and looks the same.
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Myles Brown: In the cloud the cloud providers have all kind of stepped up and said hey we can help a little bit with that so they each have their own services for helping manage Cooper nettie make that easier.
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Myles Brown: So that's kind of one way to implement microservices the other major ways is with these little service functions so in aws when they came out with Lambda, you know as a developer I just say here's the code here's the event that causes the code to run.
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Myles Brown: And I don't think about where is the server where that code is running once that server dies, what if we run it up many, many, many times I need more servers to run it I don't think about any of that.
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Myles Brown: Right amazon's thinking about that or it turns out, as your functions Google cloud functions are all pretty much the same.
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Myles Brown: And so you just pay for how long that code runs and you think about the underlying servers.
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Myles Brown: So that's very attractive for a lot of organizations to say, maybe I don't need a whole bunch of people in my staff to manage Linux administration.
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Myles Brown: Right, just like we don't need a bunch of people to plug servers into a network anymore, because we're allowing we're letting our cloud vendor do that.
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Myles Brown: So that's a big trend is is to go to either service or containers either way you cut it it's sort of all under the umbrella of cloud native.
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Myles Brown: And the third big trend, I want to talk about is doing analytics in the cloud, and you know machine learning and Ai and things like that, so when we talk about analytics.
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Myles Brown: The first type of analytics which probably everybody's familiar with, is what we call like descriptive analytics.
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Myles Brown: This is where you're kind of usually looking backwards you're looking back in time saying hey what happened in our business and maybe that will help us make some decisions going forward right.
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Myles Brown: And so, most organizations have been doing this, since the 90s, you know you might have a data warehouse and you grab data from all kinds of different places, clean it up extract it transform it and loaded into the data warehouse go eat to.
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Myles Brown: And then, once we have it in the data warehouse which is really just a relational database design for really big queries.
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Myles Brown: Then we connect to it with a business intelligence tool like tablo or you know Microsoft power bi or IBM cognos you know there's.
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Myles Brown: Lots of popular bi tools, but they can act and then you can build dashboards and reports and things like that.
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Myles Brown: The next kind of level of analytics is predictive analytics where you're sort of saying, I want to look for.
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Myles Brown: patterns in my historical data that helped me, maybe forecast the future and a lot of times this makes use of machine learning right and machine learning is.
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Myles Brown: You know, usually in the in the past, this has been completely the purview of some data scientists right there they're going and sifting through our data, and you know coming up with some some analytics and predicting things about the future.
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Myles Brown: Now these days, what we're seeing is you know it's hard to hire a data scientist, I have a slide on this coming up.
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Myles Brown: You know, and so we're starting to see some of the cloud vendors are actually building machine learning into some of their services to make it available to anybody to use right, these days, if I if I want to.
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Myles Brown: You know if I have just a bucket full of images and you know I have thousands and thousands of images, I could say.
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Myles Brown: hey I want to go use every one of the cloud vendors has a service like this, where you say going index all those images.
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Myles Brown: And then I want to do a search later and say show me all the images which are of a woman wearing sunglasses and I want you to be at least 90% sure.
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Myles Brown: Right, and so you don't have to build and train that machine learning algorithm and know all about math.
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Myles Brown: Right they've already done that right and they've indexed it and they've labeled it with a bunch of things they have a picture, they said, is this a person yes.
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Myles Brown: Are they wearing glasses, yes, is it a sunglasses yes, do we think it's a woman, maybe right, and so they say okay we're this percent sure.
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Myles Brown: So that's kind of cool you know and so predictive analytics is where most people are now the kind of interesting one is prescriptive analytics where you're trying to say if this happens, what should my business do.
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Myles Brown: really trying to optimize going forward for the business, this makes heavy use of machine learning and you typically do need that real data scientists to do that part.
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Myles Brown: Now, when we talk about analytics in the cloud, you can use a lot of the same techniques and tools that you're used to you might have hadoop you might have a data warehouse.
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Myles Brown: You can often run those same things in the cloud, not a data warehouse appliance like teradata but you know your cloud vendor will have an equivalent service.
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Myles Brown: And certainly the cloud does offer some great benefits for big data, and you have very cheap durable storage seemingly infinite scalability right.
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Myles Brown: And the public cloud vendors do all offer great services for the analytics stack.
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Myles Brown: Now there are some newer cloud analytics companies that come along and, of course, because they're newer they say hey we know your data is in the cloud already so we'll work with that data in aws or azure.
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Myles Brown: And, and so you can run data bricks On top of that, or you can have it grab that data and pull it into snowflake and so there's a lot of these tools that come around, and so this is a big trend that we're seeing is people doing all of their analytics in the cloud.
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Myles Brown: I did mention things like hiring a data scientist very hard right because the data science is sort of you have to know computer science and have program, but you have to know some heavy duty math math and stats.
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Myles Brown: And you have to understand the domain like, whatever your data is about.
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Myles Brown: And so you know hiring that's hard to do right there's many articles out there that tell you about how hard it is by these days, you know colleges do have these programs, but it might be easier to train somebody with the in house with two of these and let them get the third you know.
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Myles Brown: I think what we're seeing is that you know in down the road in the future machine learning expertise will just be another tool in the software engineers tool belt and we're already kind of seeing that when we look at the trends.
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Myles Brown: we're starting to see a lot of machine learning built in to make data science available to the masses, so a lot of auto ml tools things like I mentioned image recognition natural language processing recommendation engines.
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Myles Brown: You know, so we see that a lot another big trend we see an analytics is the the automation of things.
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Myles Brown: And so, in the past data science has been very exploratory it's just a few cowboys grabbing data and playing with it now we're seeing companies say this is mission critical to us right, and so we need.
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Myles Brown: We need to kind of automate as much of that as possible, so the ingestion and replication of data, the validating of the data that prep sharing of it, creation of dashboards we can automate all so that's a big trend that we're seeing.
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Myles Brown: So.
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Myles Brown: We talked a lot about you know, a cloud journey and talking about when people move to the cloud it's it, you know there's different reasons to jump in and there's different.
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Myles Brown: different goals of using the cloud like I mentioned some people's goal is to say.
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Myles Brown: I want to get out of the data Center business right I, I want to just run stuff and not worry about leasing land and buying hardware right some people say I want to get out of the Linux administration business, so I want to get into servers right.
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Myles Brown: But anybody that moves to the cloud what we find is that it's rarely just a change of who's running my data Center right.
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Myles Brown: that's that's kind of the first level is hey I want to let somebody else run data centers for me.
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Myles Brown: And what we really find is when we see an organization moving to the cloud they're often doing three things at once.
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Myles Brown: One they're starting to use a public cloud provider right the other things that go hand in hand with that is maybe further embracing the concept of devops.
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Myles Brown: And so there's devops culture, maybe that you know.
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Myles Brown: Changing how your teams build and ship software then there's tools to build like an automated pipeline, so that when a developer checks in code it automatically goes and does a bunch of tests and builds and and maybe even deploys it right into production for you.
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Myles Brown: And then that other one we mentioned was adopting a microservices architecture and so that might mean going service, and I mean containers and Cooper daddy's.
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Myles Brown: Any way you cut it when somebody says we're moving to the cloud, that means there's probably a lot of new skills and and various technologies that are going to be involved.
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Myles Brown: To this end, we had exit certified we sort of said well our customers come to us because they want you know some.
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Myles Brown: Public cloud training, I had a lot of customers find us because they'd say hey I need an aws class and then aws redirects them dots because we do authorized aws training, by the way we also do.
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Myles Brown: You know, as you're in Google cloud in Oracle cloud training right so where where there is a vendor of choice we like to partner with them right and and offer that authorized training.
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Myles Brown: But what we found is over the years, people keep coming back to us saying hey I need to embrace microservices so I need to understand that architecture.
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Myles Brown: And I need to understand the tools of docker and Cooper 90s, and maybe automating the provisioning of stuff with answerable and Tara form and maybe even some of the devops culture stuff.
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Myles Brown: Right and so we've sort of started to build this practice around the public cloud of and a lot of it is open source right a lot of these things are open source and so.
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Myles Brown: We kind of built this we call it cloud centric so it's basically a suite of tools Alexandra just put the link in the chat.
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Myles Brown: about the you know that takes us to the diagram and just talks about cloud centric.
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Myles Brown: And so, this is sort of how we're we're engaging with our customers, these days, where we come in, we say hey somebody says, I need cloud training.
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Myles Brown: But when we say Okay, what does that really mean right we gotta we gotta get in there and talk to you that's a big part of what we do you know if if.
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Myles Brown: A US federal agencies doing something Greg will bring me or a different you know subject matter expert in on a call after the initial call you know, to get a little bit more info.
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Myles Brown: And I guess around those government programs, maybe Greg you can talk a little bit about what we do special for government customers.
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Greg Phelps: yeah sure sure thing Well, first of all thanks everyone for joining i'm really excited to see pretty good sized crowd coming to the presentation today, so thank you all for coming.
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Greg Phelps: And so, you know how do we help the government, you know, specifically we've got a couple of different contracts that makes procurement really easy.
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Greg Phelps: most popular one obviously GSA we do have a very robust GSA contract discounting your pricing and making that transaction really smooth we also work with soup.
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Greg Phelps: of soup five contracts, and so, if you're looking to get training your purchaser probably already understands how you work with those two.
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Greg Phelps: main contracts and that's what i've done for the last 12 years here selling training to the cloud centric list of classes that and the brands that miles had on the previous slide.
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Greg Phelps: We also can offer savings.
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Greg Phelps: For if you've got a larger size group that need a specific class, we can bring just like Michael said, someone like miles on the phone and kind of get into the nuts and bolts of what you need taught in your class and then put that together, just for your staff.
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Greg Phelps: And for as a private event, and I would call that.
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Greg Phelps: So volume based discounts government contract discounts.
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Greg Phelps: See Is this something I can advance to the next slide.
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Myles Brown: Oh yeah What about this, where we talked about single method of payment like if somebody has like a larger kind of you know okay we're going to take these three classes and we've got four cohorts to go through them you started just pay with one big block and then they kind of.
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Greg Phelps: yeah there's a couple of advantages to that one is the volume discount right if you've got a couple of different projects coming up you've identified what courses are needed, maybe we've held the conversation to do that.
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Greg Phelps: And then you have a timeline how it needs to be done.
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Greg Phelps: There is like, for example, right now, it is the end of the government's fiscal year and so it's one of those averages of you how to use it before you lose it.
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Greg Phelps: Right at the end of September is that date that's approaching on the calendar and so right now i'm seeing a lot of agencies coming in saying hey we have these projects, we need to sort of Park, the money here.
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Greg Phelps: For a while and then we'll use it as the as it makes sense, according to the project that we have.
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Greg Phelps: And so we can do that as well hold on to it, we have a we can put a training plan together to use it.
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Greg Phelps: But maybe that maybe the money needs to be used now, but the it actually is used the training is delivered at a later date so that's something that we've we've seen a lot of traction with as well recently and that's, this is the season that that's going on.
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yeah.
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Myles Brown: Speaking of things we have going on right now, we do have a promotion right what's the deal with this one.
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Greg Phelps: So it's basically if it's a five day class we're going to knock $500 off your costs and if it's a four day class and three day class each day is going to knock $100 off.
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Greg Phelps: The pricing of your class and so that's summer promo going on right now the promo code is summer 500 and you can see a link there, I believe these links will be shared yep there, they are in the chat and you can click on those and get further details after this presentation is over.
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Greg Phelps: And, and so you see that there, we do have was a government training.
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Greg Phelps: Guy yeah So here we go.
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Greg Phelps: yeah so we do have our government specific page as a list of different contracts that we have listed on there as my contact list of them listed on there as well.
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Greg Phelps: And then we do have a portal government specific portal it's right now it's set up for the whole government what's nice about it is that if you have a government email address, and you plug that in.
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Greg Phelps: a.gov a.mil some of the other agencies have like a.edu like smithsonian, for example.
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Greg Phelps: We are going to identify you as a government person and automatically apply the GSA rate to your transaction.
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Greg Phelps: And so it kind of makes it really easy that's a common question I get you know hey i'm with the government, I see that it should it's my shopping cart is showing me the list price, but I should be getting GSA.
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Greg Phelps: And so we can handle that by using our government portal, which I think I don't know any other vendor that does anything like that which is pretty cool.
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Greg Phelps: This promotion that we're running right now ends on August 29 so.
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Greg Phelps: Now is the time to get your training approvals in through your management and then I can help you process and get that promotion so obviously we've got a promotion going on right now, we also have GSA, and so the question might be hey.
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Greg Phelps: I want to make sure I get the better price right and so obviously we're not going to charge you a.
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Greg Phelps: higher price if the promo is better than the GSA right would give you the better of the two yeah.
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Greg Phelps: So if it's working with us decades of experience i've been here for 12 years previous to exit certified I was with Oracle.
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Greg Phelps: So into the government so i've been selling training to the Federal Government for a number of years.
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Greg Phelps: One stop shop, we have a lot different brands that we offer training with and miles talked about those previously, not just the cloud but i'm a big enterprise systems as well Oracle SAP IBM IBM items like that.
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Greg Phelps: vmware and vmware.
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Greg Phelps: Flexible training programs, we have we can deliver the class using a platform like this zoom we call it, I mvp because it's not just the platform that you're using for this presentation, for example, it's also comes with.
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Greg Phelps: A producer someone like Alexandra that can help make sure that the smooth the class goes smooth with the any technical challenges or questions or anything like that not distracting from the rest of the class.
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Greg Phelps: I don't know of any other vendor that offers that usually it's the instructor who's got to stop what he is doing to go help don get it, you know get into the class or whatever it is, you know it.
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Myles Brown: was a That was a big decision we made like we started doing virtual training back in 2012 which was early days.
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Myles Brown: And I had taken some classes over webex or something, and the first 40 minutes of class was wasted on with people troubleshooting audio and video audio or or oh I didn't get the course materials.
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Myles Brown: And so we made an effort we said.
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Myles Brown: we're going to have to have somebody there to take care of that stuff.
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Myles Brown: And then you know just make sure that everything goes smoothly.
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Myles Brown: yeah we, we think that we did a very good job of virtual training at the beginning and that set us up well when the pandemic started, we went from about 60% to 100%.
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Myles Brown: But we are now starting to open up our training centers again across North America, in particular the one in mclean Virginia is very popular with US federal clients.
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Greg Phelps: five minute walk from the metro if.
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Greg Phelps: If you're taking metro that's huge yeah and then it's also says there and I want to highlight it says largest guarantee to run schedule.
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Greg Phelps: across the different training vendors like who wants to go through all of your approvals multiple people need to approve your training.
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Greg Phelps: And then you finally get all the approvals done the money is there, everything is ready you're ready to pull the trigger and get a seat to the class.
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Greg Phelps: and your purchase or reaches out and makes it happen, and then the class that you're in gets cancelled because you're the only one in it.
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Greg Phelps: that's very frustrating, and then you got to kind of start all over again, so we have a really large robust list of classes that are guaranteed to run.
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Greg Phelps: Our scale that we do our training allows us to run many of the classes at a smaller number of students in the class, so we don't need like five or eight students and many of our events that that are booked in it a couple weeks in advance so that's that's huge yeah.
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Greg Phelps: don't want to point that out yeah.
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Myles Brown: And I think.
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Myles Brown: I think i'm I would add, like why exit certified our instructor staff, you know we have a large.
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Myles Brown: You know, for training company our size, we have a fairly large in house training.
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Myles Brown: Staff So these are you know professional instructors that have been in the industry for 20 plus years there but they are dedicated to training and.
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Myles Brown: Award winning you know we win awards from all those major vendors over the last five years, we probably want an award from you know, most of them at some point.
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Myles Brown: And you know we're backed by fortune 100 company right TD cynics is a very large company, even though exit certified that's our go to market brand right that's all we do is training, but we're backed by this very large.
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Myles Brown: Stable company.
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Myles Brown: I think that's probably enough of a sales pitch on why exit certified, we should talk about how people can get in touch with you when you're looking longingly by a tree.
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Greg Phelps: i'm grown a beard as well.
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Greg Phelps: Greg that phelps at tech data calm and then my phone numbers right there two to 6880416 and you have on there also.
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Greg Phelps: The, what are the government portal and so that's the one that I referred to earlier, where you could purchase right through there, and if GSA pricing applies to that event, then it'll auto apply to your purchase excellent.
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Myles Brown: Well, it looks like Alexandra put those links in there.
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Myles Brown: I think all that's left to do is break for any questions you have about, but how exit certified deals with government clients, or you know more questions for me on trends that we see in the cloud.
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Myles Brown: Especially with our with our federal clients.
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Myles Brown: If you want.
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Myles Brown: to throw the questions in the chat.
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Alexandra: We have some questions pop off while you were presenting, so we start off.
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Alexandra: and see if any other comments on the first question if we're dealing with a large scale project how my exit certified be beneficial towards that project you both mentioned flexible training programs perhaps bit more in detail what else can we can we offer.
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Myles Brown: yeah well, I would say, you know Greg mentioned that there's that government portal one thing we do done for some customers that have you know, a large number of people going through training and and it's you know, especially multi vendor kind of training, where they're they're taking.
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Myles Brown: a bunch of different classes.
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Myles Brown: And you don't want to like just give them a bunch of links to our website where they're going to you know, frankly, our website, we have a lot of classes from a lot of vendors.
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Myles Brown: If you want to kind of focus it a bit, we can build that customer portal just for your agency and say hey give them this link it's already got the GSA pricing or soup pricing whatever whatever we've negotiated.
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Myles Brown: And just the courses that you want to see in there, and so they can go and especially if you've got that FLEX account or whatever the equivalent of it's called.
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Myles Brown: Where you've done the pre pay and and you know, on the back end there's some nice reporting you see who's taken what and you can find out, you know how much of that budget have we taken up.
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Myles Brown: So I think that's one big advantage for for large customers Greg you got anything else for that one.
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Greg Phelps: yeah I think you know that's that's a great a great reason to work with us.
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Greg Phelps: And also, if you have a stack of folks you know, maybe they've got different skill sets you have some people just brand new to the organization they're just ramping up.
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Greg Phelps: They need to learn from you know how to spell aws that kind of level the folks that have been in in the business for quite a long time, maybe in the organization.
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Greg Phelps: And they have their more advanced, you can we can help you come up with a training schedule a training plan geared toward the different levels that people need to get.
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Greg Phelps: To where they're already at a spot, we can help them depending on where they are help them get to where they do where they need to be and that could be you know, in a training in a specific.
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Greg Phelps: line but also like proof that they've gathered and not a know the information with the with the.
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Greg Phelps: exam vouchers and stuff so put a package together tailored to what your team needs.
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Myles Brown: yeah and we've we've built those plans, where it's maybe a blend of whatever E learning, you have.
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Myles Brown: You know, you might be taking some of the one on one with e learning and then you go to an instructor led class and then follow it up, you know that that blended approach has become very popular with a lot of our customers.
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Alexandra: yeah.
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Myles Brown: and other questions.
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Alexandra: um we don't have any other questions in the chat one that you kind of already answered what was before building across vendor training plan you know, do you have a palatable way to you know.
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Myles Brown: I think.
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Myles Brown: Probably we probably covered that.
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Myles Brown: Right.
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Myles Brown: well.
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Myles Brown: I want to thank everybody for for showing up today and Alexander this recording will be sent everybody.
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Alexandra: This recording will be sent to everyone, via email, so please keep an eye out for that.
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Excellent.
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Myles Brown: And maybe i'll leave this.
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Myles Brown: leave this backed up just last note take a look at his handsome face.
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Myles Brown: Well we're going to stick around a minute or two if there's no questions, then we'll shut things down, but thank you for attending and thanks Greg for for helping me out.
