Sramana Mitra: Which customers are you solving this problem for? Are you selling to the enterprise?
Constantin Delivanis: Yes, Fortune 5000.
SM: Take us through some use cases on how this trend and this technology are playing out.
CD: Let me give the example of a Fortune 20 telecom company. They are using our data as a service platform to absorb from about 30 different sources they have. We grab the data, structure and categorize it, and then we add context, which is license information, compliance information, and audit. They use this data because they are driving their entire financial management on these three components – we tell them what is or is not licensable, for example. They have to comply with regulations, so they can’t have end-of-life software running in their environment. This is the context.
Let me give you another example, a Fortune 20 healthcare company. What we do for them is we support their entire IT service management, which in this particular case happens to be “Service Now.” We take the data and we grab about four or five different sources they have spread out over their enterprise, identify and add context. Then we populate “Service Now” so they can drive their IT processes. “Service Now” is a fantastic platform, and we are very close with them, but they need this data to drive all kinds of processes.
SM: So, all your work is in the context of IT device management. You are acting as an interface among various devices sitting at various nodes in these large corporations. You are collecting data that is being generated by these different devices. You are bringing in that data, managing, storing, contextualizing, and processing that data and then passing the information derived from that data on to “Service Now,” which can then act upon it.
CD: Yes, that is an excellent definition, but I would like to add one clarification. You said we are collecting data from these devices. This is one way. But frankly, all these corporations have silos, where all these devices store billions and billions of data. There is the IBM Tivoli silo, the Ariba procurement silo, the SAP financial silos, the Microsoft SCCM silos, etc. So we grab the data from these silos, because there is a massive amount of data in these silos from these corporations. What we do is grab data from all these different silos, organize it, and create a single identity. The Ariba representation can be Adobe Acrobat 5.0, as an example, and the representation from the SCCM silo is also Acrobat Adobe 5.0. They now all have the same terminology. You know not only what you have bought, but also what you have deployed. The ability to grab data from silos that have no communication among themselves, and create a common language [for them] is the biggest value right now.