>> From our studios in the heart of Silicon Valley, Palo Alto, California. This is a CUBE Conversation.
Peter Burris: Hi, welcome to theCUBE studios for another CUBE conversation, where we go in-depth with thought leaders driving innovation across the tech industry, I’m today’s host, Peter Burris. One of the biggest challenges that every enterprise faces, especially those that are considering a serious move to the cloud, goes way beyond any questions about computing, way beyond any questions about storage. Perhaps the most important question would be, “What do I do with my network?” “How does my network transform?” “How does my security profile transform?” In response to a movement to the cloud. Now, there are a lot of reasons why, but one of the chief ones, so the cloud really is a strategy for centralizing your IT and your applications and your data. It’s better thought of as cloud from a broadly distributing net function, getting it close to the action where it’s going to generate the most value. A big challenge for enterprises and to have that conversation, we’ve got Matt Carter, who’s the CEO of Aryaka. Matt, welcome to theCUBE.
Matt Carter: Thanks for having me.
Peter Burris: So, before we get into this important question, give us the update on Aryaka.
Matt Carter: So recently we got an investment from Goldman Sachs, series F, 50 million dollars, that capital’s going to be deployed towards helping us to expand our global footprint, put money into marketing, more salespeople, build out our processes internally as a company. We are well capitalized and in a really great position to take advantage of the enormous growth that we see in this space.
Peter Burris: So, I mentioned upfront this notion that the cloud as a strategy for distributing your work and with controls, and with certainty, and with greater security; perhaps even more so than it should be thought of as a way of centralizing things. That puts enormous pressure on networks, what are you hearing from your customers as they think about some of these challenges?
Matt Carter: Well, one of the big challenges for a lot of our customers is complexity. Many of them have to work with a number of different providers to be able to stitch together a reliable, secure network. What makes Aryaka so differentiated is that we’re able to manage that as one single source provider. We have a global network, we have a secure network, and so we make it easy, we take out the complexity for our customers, and even more importantly what we also do, we help our customers to accelerate their digital transformation. Many of them are going through various stages of digital transformation, they’re able to do that by working with one single provider like Aryaka, who can help accelerate that and instate for them much faster than others in the marketplace today.
Peter Burris: So, you’re trying to remove the network from the transformational, or from the side of uncertainty when we start talking about digital transformation. But what is the Aryaka network? This notion that you have a full stack from the actual network all the way up to the software defined services, how does that manifest itself as different topologies or different approaches for your customers?
Matt Carter: Yeah, think of it this way, Peter. For a customer to put together a holistic network there are different components. One component is, the last mile, so being able to get that circuitry, broadband circuitry someplace around the world, they have to deal with a several different vendors around that. We’re able to be the single source provider for the customers. Secondly, they have to then figure out how to connect to the cloud and they’re working with a number of different telco providers to help them to stitch together that piece. Again, we have our own global pops around the world, we’re able to provide the local, the last mile, plus that sort of middle stage there for the customer as one single source provider. So again, complexity is the thing that is driving a lot of the challenges for our customers. We’re able to in a way do that as one single source provider for our customers.
Peter Burris: It sounds like you’re also in a position to say we can reduce complexity, but can also increase the flexibility that the network has. I was talking to a large client earlier this week and one of the things that they observe is they’re trying to reduce the amount of traffic that’s associated with backing up of their corporate network before it goes to some SaaS provider. How are customers ultimately starting to rethink how they direct traffic because a good, solid foundation like Aryaka, should allow you greater flexibility and how you target traffic to different circuits at different times based on location, application data, and identity.
Matt Carter: Yeah, to build upon that, part of the thing that customers faced with this is just that, what type of traffic works best on what network, right?
Peter Burris: Right.
Matt Carter: So, if you’re dealing with a variety of different networks, it creates a lot of monitoring, a lot of flexibility and lack of reliability for the customer, so with us again, we’re able to provide them insight to application performance and end-user state performance. Because it’s on one single network, we become quite frankly, an early detector if there are problems with particular types of applications. We’re able to inform the customer of that and make the appropriate changes to allow for a much more seamless, reliable application experience for our customers.
Peter Burris: Let’s talk about specifically how you’re helping customers today–
Matt Carter: Sure
Peter Burris: With some of the offers you have and some of the approaches that you have to engage them, one of the challenges within any large organization, is to get the groupings of individuals to agree on what the problem is and the direction to take.
Matt Carter: Yes.
Peter Burris: The more shared the resources, the more people participating in the conversation, and let’s be honest, there’s nothing more shared in an organization today, than a network. How are you seeing your customers succeed and sometimes fall victim to the challenges of trying to build that unity around how to move forward?
Matt Carter: Yeah, that’s a really great question. So what we have found is that it’s not a single decision maker any longer with a customer, today you’re dealing with the CTO, and the CIO, he or she has a constituency who have a say around the types of applications or networking that we’re using to deploy those applications, so what we have found at Aryaka, is the approach we have to take is that we have to be really good, if you will, diplomats. Knowing how to go into a customer, really work in a partnership with the various constituencies, getting them in a room, making sure that they understand, and help them to sort of see the end state vision. In a lot of ways, part of what we’re trying to do with the CIO or CTO is how do we become a really good partner for them, to help them, help their constituencies.
Peter Burris: Right.
Matt Carter: What we call it at Aryaka, is know-innovate-grow; the know part of what we do is actually one of the most important components of how we go to market. What is the problem? How does this problem impact the various constituencies inside that customer and their customers? Dimensionalizing that problem, making sure we’re bringing the right people to the table is a really important competency that we have manifested over time to help that organization become successful. The thing that’s important for us, we view ourselves as an enabler, and so you just don’t see, you enable. You have to really work with the customer and really understand the problem that they’re faced with. How do we enable the customer to really understand; dimensionalize the problem and then figure out how our solution helps that customer solve that problem or take advantage of that opportunity. Again, we call it know-innovate-grow. The know part’s really important, the innovate, it’s not just invention, it’s really about making sure we’re able to position and tailor our solution set to the needs of the customer. And the grow part is really all about our customer success, did we help them to become successful, whatever that objective is. Opening up offices in China and getting their sales team productive, up and running quickly to monetize opportunities there. Whatever those growth objectives are, how do we help them to become successful, so everything we do is aligned to the customer success? Know-innovate-grow is a real part of how we go to market to serve the customer. It’s comprehensive, it’s time-consuming, but we feel its differentiating because we’re not just selling you a solution, so to speak. What we’re really selling you is, is a way to solve a problem or take advantage of an opportunity, it’s a different sort of dimension of how we go to market vis-a-vis others.
Peter Burris: So, talk a little bit about then, how that has translated into customer success directly. You got a good product, love the go to market strategy, really love the emphasis on innovatation which we look at as, how do you get your customers to successfully adopt time to value, reduced uncertainty, deeper integration, more embeddedness, how is that translating into success? Tell us a little bit about how you’re seeing Aryaka’s customers being able to do things differently as a result.
Matt Carter: So, there are two parts to that. The first part is the existing customers most of the existing customers who came to us came to us because they had a particular problem someplace around the world. Let’s just say we’ve been able to get a few site locations with them, they like what they see, then they come back to us, says, “Hey, you know you solved this problem here, “can you help us solve this problem over here?” And then over time, we’ve been able to expand and increase share with the existing customers. The second thing that we’ve done is that I’ve always said to the team since I’ve been at the company, we’re the best kept secret out there. What people don’t realize is that we offer this end-to-end managed service and our customers know that but we need to do a better job in letting others know. Our customers have been good evangelists in helping us to bring in more customers. But as big as the market opportunity is, not enough people know who we are. Part of what we’re doing now, Peter, is really elevating our brand presence. You know, if you’re going to be a company that’s moving up the stack, and if you’re a CIO who’s going to outsource this decision, your connectivity, to a company like Aryaka, you need to know that the person sitting across the table from you understands me, gets me, has the empathy and sensitivities of the problems that we’re dealing with. So, I brought in a new team, folks who’ve been there done that, folks who have sold to these folks over the years, who understand those customers problems. Elevating our brand, bringing the right level of competency into the organization and really starting to make our brand much more aware around how we help our customers solve these problems. A little bit of it is marketing, and sales, but the main thing is just that we’re now in a position where we need to really hone in on getting our brand much more elevated so people understand how we solve their problems.
Peter Burris: Yeah, engagement across the entire life cycle–
Matt Carter: Exactly.
Peter Burris: In service to success.
Matt Carter: Correct.
Peter Burris: So, we can kind of see Aryaka, as a good, fast growth company in a market that I think is going to become increasingly hot. As people start to realize the role that network transformation is going to play in this whole thing. How do you see Aryaka being a force, say in two, three years? As CEO, you got to be thinking about that.
Matt Carter: Well you know, constantly thinking about that. For us, it’s really continuing to add more innovation to our platform and a big part of that innovation is around security, and there are more things to go into the cloud. People want to know that this is a secure platform. We have a very secure platform today, and we’ll continue to innovate and add more layers to that. So that’s one piece, the second piece is, is to continue to elevate our brand out into the marketplace. We need to show up at the places that give people confidence that this is a company that’s going to be around for a while, that has sustainability et cetera. So elevating and really, we have a guy on our team, Ashwath, who is a pioneer in this space, around the technology and where it’s going. Need more thought leadership, showing up at the right sort of conferences. Making sure that we are framing and helping to lead the thoughts around SD-WAN and how it plays a role in the marketplace.
Peter Burris: Making that know consumable.
Matt Carter: Making that know consumable, that’s exactly right. I think for us, it’s really the continuation of maturing and growing as a company. We’ve been a Silicon Valley startup company. But now where we are, and given the complexities of managing a network, we have to come across to our customers that we’re a company that is here for the long haul. That we have taken into account all the precautions, all the necessary building blocks to be able to deploy a secure global network. Today we do that, not enough people know about that, we need to continue to enhance that message out there in the marketplace.
Peter Burris: Well every company has its challenges and every company has its go forward, but I can tell ya, certainly, our clients speak well of Aryaka, so, Matt Carter, thanks very much for being on theCUBE.
Matt Carter: Thank you.
Peter Burris: And once again, we’ve been talking to Matt Carter, CEO of Aryaka. Thanks for joining us for another CUBE Conversation, I’m Peter Burris, see you next time.