Knorr: How does a startup like yours break into the enterprise market? Do you think the time is right for this? Is it your reputation from Infomatica?
Dhillon: Having a resume does help. CIOs are very dismissive of small companies. But look, we cracked the code with Informatica, too, right? Ultimately you come back to the disruption. If you actually get to look at the architecture and you get to use the product, you realize this is a real platform for integration built in the age of the Internet. It is designed to work across relational data and semi-structured data; it is designed to work in the local area network and an Internet network across you and your providers of platform and storage or software that are being accessed as a service or the public Web. That is very important to the enterprise.
Ultimately I think the prior success does help. I do believe, though, that to win you need a disruptive architecture, a disruptive solution -- and we have that.
And I think the SnapStore really rounds it off nicely. Everybody knows the iPhone app store concept, and us being able to open up our platform in much the same way that the iPhone was opened up to really compete and dominate that category, we think sets us apart in a very interesting way.
Enterprises love it because they can build private Snaps. Enterprises have, in addition to performance requirements, a desire to extend a repeatable, reusable integration choice. And it's very straightforward to use the same API, the same SDK, that was used to build one of the Snaps in our SnapStore -- whether we did it or somebody else did it -- for an enterprise.
A pharmaceuticals company may want to build a repeatable integration for proprietary applications that manage clinical drug trials for them. And also to intersperse in that information management to assert certain numbers of regulatory compliance rules. So that information is gathered and at the same time they're complying with the regulatory body that they have to comply with in the geography in which they operate to perform those drug trials.
So the private Snap concept is the killer Snap.
Knorr: So you can create a private app store for your enterprise?
Dhillon: That's exactly right. So you get the n-squared network effect of all the Snaps in the public SnapStore -- and you can enhance that with your own. Same development environment -- Eclipse or NetBeans or whatever -- same Java or Python programming libraries to create 15, 20, 60 lines of code to write a Snap by using our prebuilt platform. But now you can choose not to publish it and reuse it inside the company.
Knorr: Are we talking mainly about data integration rather than process integration?