How do you see cloud networking impacting the big public cloud providers?

I think they‘re all they’re all doing incredibly well. I would say that most of the cloud providers have a partner/competition view of us. If you’re AWS, you did not recognize the word “multi-cloud” until about two or three months ago. Since we abstract away a lot of complexity, [we] make it very easy for an enterprise because we do what the enterprise wants, which is allow [them] very easily, with no friction, to be able to use whatever cloud I want and have a common set of networking services that are consistent across all the clouds. If you’re AWS and you think you’re the king, do you really want that to happen? No. They want to lock all their customers into their cloud. They don’t want them to freely be able to go wherever they want to go. They want silos and borders. So, what ends up happening is, someone like Oracle is a great partner of ours because they know they’re number three or number four. They [tell] the enterprise: ”Move your database into [Oracle Cloud infrastructure] because it runs better there.” If Aviatrix isn’t there, the customer will now have a third cloud because they already have AWS and Azure, so they say: ”Sorry, we can’t take on the burden of another cloud.” If they have Aviatrix, in in the sense, it kind of commoditizes the clouds a little bit.

If you’re third or fourth in cloud, you love us. If you’re number one or number two, and you think you can be number one, you want to lock everyone into your cloud. But even AWS and Azure are coming around. We were just recently named as an ISV Strategic Partner for AWS, because they look at the revenue we’re doing, and they are realizing they can’t keep going [the way they have] because it’s going to start hurting them. They’re actually now starting to embrace us more because they realize it’s what the customer wants. And if you don’t give that to them, they’ll go somewhere else. I think that most of the service providers are now realizing this is a force that’s happening and it’s just time to get on board with it.