Captions are auto-generated for your convenience. I'd like to take a minute to welcome you to a webinar that from what we're seeing as a result of customer interactions and overall market research seems to be both very timely and extremely top of mind. I'm really happy to be joined today by two really special people in our industry that I think you're going to definitely appreciate hearing from. First is Tracy Wu, senior analyst for Cloud at Forrester Consulting. You're going to love her insight on the industry overall. And the other is Jim White, principal go to market business development specialist from AWS who's got incredible real world cloud experience. So I think you're going to find some really interesting insights from this session that you can use as you build your strategies to get more out of your AWS technology investment and your AWS experience. Steve If we can go to the next slide. What we're seeing is that the adoption of cloud computing is enabling entirely new business models with new promises such as limitless scale at your fingertips, the ability to immediately be able to leverage somebody else's massive tech investment and the promise of innovation at Lightspeed. As a result, organizations are struggling to keep up with their peers as they chase these benefits. And the scramble has driven new organizational models to go with the business models. By now, we're all familiar with Cloud Ops as an organizational discipline, but today's hot trend is FinOps it. We now see 91% of companies, according to a recent study from Harvard Business Review, that have adopted a FinOps practice all in the last few years. And that's significant. So the goal is to enable these new business models with a better ROI than ever before, and that means the ability to monitor the usage of cloud services in real time, make sure the business only pays for what it actually needs and gets a tangible, definable ROI for every cloud dollar spent. One of the most significant goals from the FinOps discipline is to establish and maintain financial accountability for these cloud services. And this is across the organization. It's from Cloud Ops teams and ops teams, but it's also from DevOps, the Finance department, senior leadership across technology, business and finance, and that includes the executive suite. They're getting involved. Other goals include the ability to offer self-service technologies, the ability to put the cloud at the fingertips of your users, but in such a way that it doesn't run amuck from your budget as well as the chance to blend CapEx and OpEx models into a synergistic stream as customers execute their journey to the cloud. Now, some of these workloads that are taking advantage of this might be operational workloads, DevOps or data protection, but they might be enterprise workloads, VMware Cloud, SAP deployments, AI models. A recent survey from Harvard Business Review showed that while only 12% of respondents have a mature and evolving practice, 37% are just starting and 42% have a practice that'srelatively established but is definable, not mature. And that's some of the challenges that we're going to touch on. If we can go to the next slide, what we're going to get into in this session is about driving results, best practices that we're seeing in the emerging cloud landscape to align the organization and the technology and the FinOps teams and disciplines that let you choose technology wisely in such a way that synergistic across all of your computing environments to put in place a method for different teams in the organization to communicate. So our feature speaker who's going to start us off is Traci Wu. She's conducted research and written several articles and blogs on this topic. She gets asked regularly, How can we manage our cloud, spend better for better results? And she's graciously agreed to spend some time with us today on just that topic. So Tracy, thanks for sharing what you will with our attendees. I'm going to turn it over to you. Thank you. So if we can go onto the next slide. Thank you so much for having me. This is an area that a lot of folks are focused on is this topic. And I would say that somewhere between 80 and 90% of my conversations on a week to week basis, despite covering the 3 or 4 other different coverage areas, has been focused on FinOps, because right now we're in a time of economic uncertainty and companies are trying to figure out where does it make sense to spend within the cloud? And when we are spending in the cloud, how are we maximizing that value? So moving on to the next slide, this is where we have this focus on and question of where organizations are trying to do more with less. They recognize that cloud is necessary, that it is a necessary part of their enterprise infrastructure footprint that is necessary for them to stay competitive, that they absolutely need to have a presence in cloud. But how can we make sure that the dollars that we spend or that the money that we spend within that area, we're getting the most bang for the buck? Because there certainly are times when you can migrate to cloud or use cloud services and you're not using it within the most optimal way. Or maybe the way your spend is occurring is not occurring in the specific way. And if you move to the next slide here, what we found is that even though there's this concern about cloud spend, it's really about, you know, how do we get better visibility into that? Because right now we still have this cloud spend remaining, this steady trend in there. It's certainly not going off, you know, off theshooting to the stars in terms of how we're spending and that we're spending this crazy, enormous amounts that we were seeing in the pandemic and in the early years before that, it's still started to increase in spend. But it's an area where we have found that we really need better visibility. And so if we move on to the next slide, we really highlight some of these areas where that visibility is needed. And the reason is,because a lot of people use cloud and they want to take advantage of its automation capabilities and they want to take advantage of all of its dynamics capabilities, but they don't necessarily know how to put it in a framework or ina governance implementation where this is something that can scale, that this can scale beyond something that's just a POC or just a sandbox initiative into something that is embedded into our enterprise processes and infrastructure footprint. And so this is an area where there is this heavier need for tooling and capabilities that can provide this level of automation, but do so in a way that is governed and ina way where it's not just about different engineering organizations creating their own levels of automation, where you have these islands of automation, they found that they also need visibility because they need to understand what that cloud spend looks like. They need to understand that even though we are investing in cloud and even though there isn't this direct 1 to 1 correlation of cloud and of cloud spend and our increased revenue, we need to figure out how to figure out different sorts of ways to measure that. And so you've seen this introduction and more deep dive and research into this area of cloud unit cost economics, which is a way of looking at and measuring your spend efficiency so that cloud spend is more efficient and that you are making these levels of investments so that you can understand how your cloud spend is actually impacting. So that if you are spending more in cloud, is this actually wasteful? Or if we're spending less in cloud, is this actually something that's useful for the organization or should we actually be investing in specific areas? Other parts of it too, is that we've seen also that developers haven't necessarily been inspired to take action and in some ways they see that this transition or migration to cloud as an area that has been inhibited to their productivity and they have found that whenthey see tools or different areas provide recommendations for them, they think, well, how does this tool know this application better than I have ? I have created this application in these workloads from the ground up, and yet this tooling is coming around and saying, you know, you really need to watch your spend or you need to be thinking about specific right sizing capabilities. And so there has been this sort of internal resistance and some ego that's been limiting in terms of inspiring it to take in terms of keeping developers from taking. Action. There's also been this area of just not knowing how to limit your spend and not wanting to take advantage of all of the different budget alerts that have happened. When you are using the forecasting tools that come in, come with these cost tools itself. So one of the areas is, you know, people think, well, we're managing cloud spend. We're using it. This is clearly an innovative use for us, but they not necessarily thinking about how does this align with my overall IT budget. Am I actually spending so much that I'm actually going to be way overshooting my budget in a way that's not sustainable for the business? And so organizations need some area or better visibility so that they can understand that as we are spending throughout a quarter or throughout a month, that maybe I'm on a track where I'm overspending, maybe I'm on a track where I'm using way too much for a specific service or for specific instance that I've provisioned, and maybe they can find different ways to be able to throttle that spend itself. There are different levels of even governance and standards where maybe there is a large enterprise organization and they may have different groups where they're thinking, Well, we're going to create a set of governance and standards that will help our organization so that we can scale quickly. But they're not talking to each other. And so you have all of these different groups that have these different levels of governance and frameworks. And even though they are establishing this level of standard, they aren't doing so in a way where they are able to work together as an organization, which makes it much,harder for a large organization to scale quickly because that you have all of these different shadow IT organizations and they have all of their different levels of standards. And when you start to really use cloud as a major part of your enterprise infrastructure footprint, it becomes much,more difficult to scale that quickly if you don't have an organizational governance and standard. Similarly, with cultural misalignment as well. When you are dealing with cloud spend, you have a lot more entities that are involved and that are overlapping on a day to day basis where they weren't necessarily doing so before. When you're dealing with on premises and maybe you had yourfinance team and your procurement, you're purchasing your engineering team, maybe they would talk once a month or once a quarter because that spin was predictable. But with cloud spend, it is much less predictable. It could be much more dynamic. It could be that you are increasing your spend each month based on different initiatives that you have. It may be that you are using different levels of automation to power different campaigns maybe that you have going on where you would have these anomalous spikes in spend. But the organizations itself withinyour organization , like your different teams, aren't talking to each other and they aren't necessarily speaking the same language. Maybe they don't have the same level of taxonomy with each other. Like your finance team might be thinking cost usage, your engineering team might be thinking cost allocation, and they mean the same things, but they're using different words. And so there'snot only this cultural misalignment that's happening where different processes and how you go about managing your spend within an organization. There's different philosophies depending on which team you talk to. It's also just that their day to day language doesn't overlap either. And so there's a lot of room for miscommunication. And then last, it's just having limited or no knowledge of commitment, use discounts where, you know, you can provide specifically get a lot of discounting and really take advantage of the different sorts of discounts that the major cloud providers do provide. Some organizations don't really know how to take advantage of that where they don't understand that there are this areas of using savings plans or reserved instances or different levels of commitment use discounts, and they they're not necessarily sure about it so that they don't take advantage of it or because it's unknown, they just feel like, okay, well, I'm not going to touch that. But in reality, that's an area where you can get a lot of different savings if you use it well and if you do it in an informed way. So if we move on to the next slide, the big ways to think about and managing your waste control costs are doing things like first looking at your low hanging fruit, looking at things like deleting idle and unused resources. These are things like your zombie instances, your unattached storage thatwere never shut down when you shut down your VMs. Looking at those specific areas, there's a whole industry that has come up just from cloud cost management tools that just look at those areas because of how effective cost savings can be. Similarly with scheduling of services. So there are some services that will charge you regardless of whether you're actively using it or not. So using a tool or using your team to be able to identify those specific areas is going to be really important because of times like, what if during your holiday break everyone takes a break during, you know, over December and January and turning off your instances. Then if no one is in the office or no one is working during those times, can have huge benefits and huge savings. Same with working on the weekends or even during your non-working hours, like maybe during 10 p.m. to 5 a.m. No one is working and you can turn off those instances. Then the other part two is using the right instance type or the right storage type or the right location, because it may be that yourdevelopers or your organization has the best of intentions and says, Well, I'm going to absolutely use these specific areas because it makes sense for us, but maybe they are a little bit less informed in terms of what that means. It might mean that there's a specific family group size or different type of storage that makes more sense for their specific application or the specific use of what they need or how quickly they need to access that information or data. And specifically which location. Does it make sense for you? Because if you are moving data from availability zone to availability zone, you're going to be caught with specific transfer and egress fees that you don't necessarily want to be caught with. Looking at things like rightsizing Overprovisioning. So we touched on this a little bit, but you know, we're gone from this time of on premises where it was all about the engineer trying to provision the largest instance size that they can get from their IT department because it takes so long to provision these instances with cloud. That's completely different. And the allure of that is that, well, there's still the mindset of I want to build in some level of resilience and some level of scalability. But the nice thing about cloud is that you don't need to do that. You don't need to do that because you can actually automatically demand that and you can make sure that you're provisioning the right t shirt size. So making sure that you're not provisioning that isgoing to be important. Last thing, last two things is you really want to minimize your data transfer and egress fees. So you want to be thinking about areas like not pinging your storage buckets too much, making sure that your compute and your storage are in the same region or in the same availability zones. And then the last part of it, too, is leveraging spot pricing because you can get an incredible amounts of discounts just by looking at the spot pricing itself. And a lot of people stay away from spot pricing because of the ephemeral nature of it. But if you use a new architecture applications correctly, you can actually get that huge value from it. And so I want to get off and I want to pass it on to my colleagues, Chuck andmy colleague from AWS, Jim White, in terms of going on and having this specific fireside chat and asking specific questions about what else they are seeing within the market itself. So, Jim, do you want to Jim, you're this principal go to market business management development specialist. And so there's a lot of specific things that you're seeing specifically within this. And so when we're looking at areas like companies trying to restrict cap expense, you know, what are some of the innovative ways that organizations can reallocate their current on premises, business processes and budgets towards cloud and use their secondary budget or cloud commitments? Now, that's a great question, Tracy. What we find is that expense management is certainly top of mind for all customers that I speak to. It's always one of the first things we talk about is what's that going to cost? And so we have to work through that process with them. And as they consider where to make their next infrastructure investment, organizational leaders have to weigh key factors such as TCO , operational simplicity, agility, scalability. All of those things are critical to their decision. And one of the interesting ways we've seen customers think innovatively and make smart use of their budgets is to deploy a data protection use case in the cloud with what I would call a twist. So they start by moving their disaster recovery copy of their on premises applications to AWS. They land them in a storage service called NetApp. Excuse me called Amazon FSx for NetApp ONTAP, which is built on NetApp on storage operating system. And then they apply what I would call the twist, which is they utilize the built in flex clone feature of FSx for ONTAP to make fast space efficient replicas of that copy, which effectively seeds and refreshes their dev test environments by leveraging the Docker copy which otherwise sits idle, waiting for a disaster to occur which hopefully never will. They can take that data and make it useful. It's a very elegant way to take that disaster recovery copy, make additional copies of it To see their dev and test environment, helps them to efficiently manage their spend and also helps them retire their cloud commit. Yeah, Let me add one more piece to that, which is in addition to the FSx for ONTAP use cases are hybrid customers. Those customers that have data centers today and they're looking to exploit the cloud and expand to the cloud, they're finding that they can use what they call a one workload, two budget approach to intelligently leverage these committed cloud spends for data center workloads so often as a precursor to move in those workloads to the cloud. A great example is how NetApp customers can simply point and click and do backup from an on prem system to AWS storage resources without buying any backup software or deploying backup and media servers or managing agents. It's already built into the ONTAP systems or the ability to point and click and tap into the capacity offered by AWS, by extending their on premise systems capacity through tiering of old and unused data up into the cloud. Those are some of the ways they're kind of tapping in that cloud spend to make it a better enterprise resource. Great. Thank you, Chuck, for that. Looking at the next question. So this is an area that I think both of you can answer, but I'm going to ask Jim first. How does Amazon FSx for NetApp ONTAP help control this cloud storage spend? That's a great question, Tracy. So migrating to the cloud in and of itself introduces things like scalability, agility and cost efficiencies that you simply don't get on prem. And cloud storage is of course no exception to that rule, since storage is a foundational part of any application architecture, choosing the right storage solution matters. It really does matter. And with respect to both feature function and total cost of ownership. FSx for ONTAP includes several features that help reduce storage spend, including data reduction techniques, things like deduplication and compression, things like point in time incremental snapshots which provide the ability to create multiple point in time copies of applications near instantaneous virtual clones that give customers the ability to create those dev and test copies. We talked about that earlier in the Disaster Recovery use case. And lastly, this notion of automatic policy based tiering to lower cost storage, which allows customers to define policies and to move their data from higher cost storage to lower cost storage automatically, they don't even have to think about it. And once they define these policies, all of these things drive their overall storage costs down. Yeah. Let me get some food. Oh, let me give some kudos to Forrester here for their insight into this question that both NetApp and AWS have leveraged. Because since assessing ROI from this new cloud operating model is new to a lot of customers. So NetApp and AWS commissioned Forrester Consulting to conduct what they call a total economic impact or study to examine the ROI that organizations might realize by deploying fsx for NetApp ONTAP in their cloud environments. So as background, what we saw is that Forrester interviewed multiple individuals across global organizations that today rely on fsx for NetApp ONTAP and that spanned energy, healthcare, media technology. So we're really broad view of customers. And the benefits that we saw Forrester uncover are pretty impressive, including a risk adjusted three or ROI of 61% with a payback in less than six months. That'sa good thing to take to your CFO. A cost savings with a net present value or NPV of 1.6 million over three years. Again, FinOps in the CFO like that, a 31% cost savings compared with their on premise storage implementations and a 45% improvement in labor efficiency combined with a 40% reduction in time to migrate. So by working together and NetApp and putting this technology there, I think somebody withthe creds of Forrester has shown there'sa very real ROI there. Thank you. No. You know, and I'm glad that you brought the nun up on top. I know that it. It's known for its storage efficiency technologies and storage efficiency, data management capabilities, an area that a lot of our clients ask about. And they asked about how do we manage our data correctly and more efficiently within storage? Are those something thatare available in FSx for ONTAP as well? Jim, is that something that you can speak to? Absolutely. What's really cool about FSx for NetApp on tap is it is an exact copy of ONTAP on premise. Like for like all of the features that customers are accustomed to and love on premise with ONTAP, they get all of those same features in FSx for NetApp ONTAP. We spent about two years working with NetApp and an engineering effort to bring the service to market and we wanted to make sure that customers would have this like for like experience everything they were accustomed to on prem. They would also get an AWS. What this means is that all of the savings that customers realize on premise through things like data reduction, snapshots, the clones I talked about earlier, the ability to replicate from one instance of ONTAP to another. All of those things are completely compatible with FSx for NetApp on top. So if a customer wants to replicate from on prem ONTAP to FSx for NetApp on tap, it's as easy as a couple of mouse clicks setting it up and then it just runs. If a customer wants to schedule snapshots on a 15 minute basis or an hourly basis or whatever time they choose for their key applications, they can set those same things up in FSx for NetApp ONTAP as well. I mentioned earlier that all of these things drive the cost of ownership down for a customer who's deploying fsx for NetApp on top. And what we're accentuating now is that all of the features they're used to on prem, they get to bring all of that with them to AWS so they don't have to relearn, retool, retrain, everything just works for them. So again, that's what's wonderful and that was the design goal of FSx for NetApp on tap was working with NetApp to make sure that we brought a fully featured version of ONTAP to the cloud. And one of the things that's so attractive to customers about this service is that very fact I mentioned earlier is they can bring all of their tooling, all of their learning, all of their automation, all of their knowledge that they may have used on prem with them to fsx for NetApp on tap, and also utilize all of the features whichdrive data reduction and which drive efficient ways to make data copies. Great. And then check. I know that NetApp has other cloud data services that can help optimize costs. Can you talk about some of those specific areas as well? Oh, I'd love to. So we're working with AWS. As you heard, not only to bring on tap into the cloud, but as I mentioned before, to also work with our customers to optimize data center workloads by leveraging the power of AWS in a number of ways. You'll hear me refer to something called Blue XP, which is a common control plane across all NetApp systems and technologies for storage and data management. So we're using that to help customers reduce costs while also enhancing their sustainability posture. For example, the built in ability for our systems, as I mentioned, tap into limitless capacity of AWS storage by tiering older, infrequently accessed data to S3 object stores using the blue, the Blue XP tiering capability. That means you don't have any more capacity management problems and you can take advantage of much lower cost cloud storage. Blue XP also has an edge caching service that allows the consolidation of hundreds, even thousands of distributed file servers around the world into a single fsx for NetApp ONTAP footprint that can be used by any location in the world as if they had a local file server without changing user experience, workflow or applications. We're also working with AWS to drive smarter and safer cloud migrations. So we have an offering called Cloud Insights that not only identifies workloads thatare ripe for migration, but the resources that need to be moved when you move that workload and mapping them to analogous resources in AWS such as FSx for ONTAP, but also virtual machines, other storage volumes, et cetera. It gives you a flexible query mechanism. You can search for assets at a granular level based upon a wide range of criteria and use flexible filters. And if you want your migration to be as a cost effective as possible, you know, you need to rightsize thoseresources once you go in the cloud. So Cloud Insights gives recommendations for the right cloud resource for compute and storage for each workload, memory throughput requirements. Once you're in the cloud, we're giving the ability to monitor and analyze those resources real time, not only to optimize cloud spend, but to give you tighter meantime to resolution of any potential issues up to 90% with Blue XP observe the observability service provided by Cloud Insights. Further, we can use Ametek technologies with our Spot offerings to optimize infrastructure cost, getting containers and virtual machines to proactively scale compute resources and maximize utilization of those saving up to 90% through the Spot, Ocean and Elastigroup offerings. We're excited about what we're doing. Wonderful. Thank you for sharing that. Those are some very compelling numbers. There's another area, and this is another topic that I actually cover atForrester as well. It's just the skills shortage that's happening right now with so many different organizations. You know, you see this, you saw this with it, but now you're seeing this with cloud as well. There is so much demand and need for cloud services that there's also the similar need and demand for cloud skills or hybrid cloud skills that can help support these specific environments out there. So I know this is an area that both and NetApp are looking at. And so, Jim, do you mind kicking us off with providing some thoughts on this specific area? Yeah, I'd love to. The skill shortage is a real thing, and so customers have to work through how they train theiremployees, how they keep them up to date. And obviously that can be a challenge given all the other things that they have to do. One of the things we find is that customers choose to modernize for multiple reasons, though, including to reduce costs, to respond more quickly to market dynamics and to improve their overall business performance. And what they've found is that really they need to remove what we here call undifferentiated heavy lifting, which refers to all of the tasks that they might do that don't add value to the core mission of the company. And there could be a myriad of those tasks, of course, done in the data center. Those tasks could include things like upgrading storage system software, replacing failed components, staying ahead of hardware upgrades. All of those things take time and effort and really they don't add a ton of value to the mission of the business. One of the very cool things about FSx for NetApp on tap is because it's a fully managed service. Administrators time is freed up to focus on higher value tasks, which is of course what their leadership wants them to be doing. Things like faster time to provision resources, streamlining of operational efforts, automating deployments, using infrastructure as code. Automation is big now. AML is big now. To the extent those capabilities can be used to move faster. If I'm a manufacturing company, I want to put my widgets on a shelf faster. If I'm a services company, I want to be able to develop and deliver those services more quickly. All of those things involve removing that undifferentiated heavy lifting and getting to the end game as quickly as possible. I want to talk just for a second about a recent customer win we had with FSx for ONTAP. This was for an enterprise software company. It's a highly dynamic Kubernetes environment. My understanding is it generates millions of files a day. Thesetend to be pretty small files on the order of 1 to 2kB in size. So it's a difficult problem to solve. All of these files are being written continually at 24 hours a day and it causes some potential strain on an application, has to be architected properly. What they've done in this case was they went with the elastic Kubernetes service from AWS. They paired that with FSx for NetApp ONTAP, and we got some really good feedback from them, including comments like their principal solutions architect said, Hey, we set this up in a single day. We were able to integrate with FSx for NetApp ONTAP, kind of glue them together, create that test environment and we were testing by that same afternoon. So that's agility that speaks to not having to retrain people, that speaks to people being able to really figure things out quickly because of the simplicity of services and integration of those services. One other thing we heard from this customer was,one of their IT leaders said, Hey, it's our job todeliver enterprise class services to the business and we want to do them with consumer like ease. In other words, we want to make it really,simple for our customers to consume the services that we provide. And his conclusion was that the combination of X and FSx for NetApp on tap reduced both cost and risk for them. Very simple to deploy, very quick to deploy, and in his words, it just works. That's great. Chuck, do you have any thoughts on this that you'd like to add as well? Yeah, the skills gap is one of the primary challenges our customers put in front of us over the last few years and asked us to address, especially because they a lot of our customers are moving from data center paradigms to cloud paradigms, and they didn't have a lot of that experience and knowledge base. So we targeted the skills gap with the introduction of Blue XP last November, that single control plane. So they now have a cloud based control point for all of their on premise and the cloud services from NetApp they want to use. And AWS has worked with us to make sure we can integrate with AWS services. That gives them a real common environment that today they're operating their on prem environments and they can do things as simple as if they have on prem systems. They can spin up an instance of fsx for NetApp on tap and drag and drop from an existing on premise system to fsx for NetApp ONTAP. If they have volumes they want tobackup or protect or replicate or use for DevOps or things like that. This can make taking advantage of the AWS cloud services even simpler, especially for those mission critical workloads like VMware migrations, SAP deployments, or those highly dynamic Kubernetes workloads that Jim talked about. By giving them a single point of control, it lets their IT ops teams more easily tap into the power of the cloud resources in a way that's very familiar to them. They're using it every day and their on prem systems, but they get experience, familiarity and interaction between these cloud service and that speeds their overall cloud journey. Yeah, and that's something that customers will be very thankful for because migration is very difficult and very timely and very costly, but yet a very necessary part ofanyone going through digital transformation efforts there. So now I'm going to turn it over to Steven to see if there's any questions out there for Chuck and Jim specifically. Yes. So we've had some great questions coming in through the Q&A and just a couple of the ones that are top,of my page at the moment. The first one comes from Beth. And the question is, do you need to have NetApp systems on premises to use the FSx for ONTAP service? And if so, how do I get started with FSx for ONTAP? I'll grab that one. So agreed. FSx For NetApp, ONTAP has really broad appeal to customers of all kinds of sizes across all kinds of segments because it brings the power of the world's leading storage to the world's largest cloud. So while existing NetApp customers love this, they're not alone. FSx For ONTAP, customers include many who had no prior ONTAP or NetApp experience and many that don't even have on premise data center. That's the benefits of having a fully managed storage service in AWS. It takes I think it takes three easy steps to get started with FSx For ONTAP, you set up your account. If you don't have one, you create an FSx for ONTAP file system. It'sdone literally in minutes and you connect your app to the file system either over block or file protocols. All that's done literally within a handful of clicks. And as I noted earlier, that the abilities of NetApp Cloud Insights can make it really easy Once you have that setup to determine workloads that you might want to move or what resources might be needed. And for customers that are new to this whole process. NetApp also has professional services. We've got decades in moving workloads from point A to point B and almost a decade in working with AWS to make those happen. And for customers that are extending or migrating those workloads that built in SnapMirror technology Jim talked about, it's a full on tap in the cloud, so that makes these migrations to fsx for NetApp ONTAP really simple and straightforward. If you're not coming from a NetApp system and you've got other vendor storage and you want to move to FSx for NetApp ONTAP, Blue XP has got a really simple but fast and secure copy and sync capability. It's literally any to any you can move from virtually any storage system or service to fsx for ONTAP using a simple GUI interface or customers can choose to use datasync if they're familiar with that and many of our customers to round it out, they take advantage of the incredible array of free education offerings that you get from AWS that they can not only learn more, but get their cloud practitioner certification and their file storage badges, and they like showing that on their LinkedIn profiles. That's great. Thanks so much. And we have time for one more question. And this one comes from William. The question is, in the past, our organizations tried lifting and shifting apps to AWS and it was too costly and complex. What has changed since then? I'll take that one. I would say, first of all, we strongly encourage customers that previously looked at us to take another look as some things may have changed on either end of the equation. I'll tell you a couple of things that are really interesting that have occurred more recently, one being certification of FSx for NetApp on tap for SAP, Hana second being certification of FSx for ONTAP with VMware Cloud on AWS, also known as VMC. We are seeing customers come in droves literally to bring SAP workloads, to bring VMC workloads to FSx for to AWS with FSx for NetApp on tap because it really does create a compelling TCO story for them. In addition to the features we talked about earlier, where I can easily make snapshots, I can easily make copies, I can easily replicate my data from my SAP databases or my VMC deployment to another AWS region or from on prem to AWS. All of those things are very simplistic with ONTAP and with FSx for NetApp on tap. But when you think about the compelling capabilities that they bring to customers to move faster tobring things to market faster, to make more backups, to have more recovery points, all of these things, particularly in these enterprise application environments, are really,compelling for them. So I would encourage people that may have looked at, as I said before and found it, I don't know, somehow too complex or too expensive to take another look because there's some interesting things going on right now which can really help customers drive down their total cost of ownership. As we've talked about earlier on this webcast, Forrester found that fsx for NetApp on tap in and of itself, aside from all the other capabilities and features within AWS FSx for NetApp on tap in and of itself can offer payback in less than six months, roughly a 31% technology cost savings compared to on prem and a 45% increase in labor efficiency. All of those things drive cost down. All of those things make us a compelling look for customers. And really all of these things speak to the fact that can offer a simpler environment for them and an environment they can simply move faster in than they could otherwise on premise. I would just add that for customers that need assistance, both and NetApp have professional services organizations, we can bring those to bear to help customers with their assessments, with their planning, with their migration. And lastly, we've talked about this a couple of times, but there's a number of features on board ONTAP, which are really,helpful, really,compelling to drive efficiencies and drive cost down things like snapshots, SnapMirror for replication flex clones for creating those virtual copies. FlexCache a caching capability to make data that is far away from a given customer appear closer to them by caching a copy locally. Storage efficiency technologies and the fact that ONTAP is a multi protocol engine as well. So on premise customers can use both San or Block technologies as well as Nas or file technologies. They can do those same things with FSx for NetApp on tap through using multiple protocols and choosing the right protocol for their workload. Lastly, I would just say, and Chuck,touched on this earlier, this notion that support with NetApp Blue XP provides a unified control plane, particularly for those customers who are running multiple implementations of ONTAP, perhaps in the cloud and on prem together Blue XP that single control plane to help them do things like assess, discover, migrate and protect their ONTAP deployments, whether they be on prem or whether they be in FSx for NetApp ONTAP. That's great. Let me wrap up what we've heard. So the key points from the last roughly 45 minutes is that optimizing cloud costs is a top challenge for everybody, especially those that are chasing a leadership position in their industry. And FinOps has become a thing that every company is putting into practice and is looking to get really good at as you look to get good at that. FSx for ONTAP is a key tool in that process. As Jim said, 61% ROI, six month payback, 45% increased labor efficiency and 40% reduction time to move workloads to the cloud that cuts both cost and risk NetApp and complement that service with a ways to exploit not only their environment, but on premise resources that where you're where you may have been living for a long time to truly put cloud into this hybrid cloud model. And the top ten best practices are number one, select the right cloud resources from the start. FSx for ONTAP has a fit there. Make sure you can monitor and optimize by deleting idle resources, scheduling your services, tearing cold data to lower cost storage, either your cloud data or your on prem data. Leverage the ONTAP storage efficiencies and space efficient data protection such as compression, dedupe compaction and snapshot technology and monitor and optimize your usage over time. So with that, I'd really like to thank Jim so much for the time you spent with us. Tracy Thank you for that incredible array of insights. And to the audience, thank you so much for spending some time with us. We hope it's been helpful and we stand ready to give you more.