AWS for Software Companies Podcast

Four enterprise AI leaders from Box, Snorkel AI, Sumo Logic, and Talkdesk peel away the hype and share battle-tested strategies for implementing agentic AI at scale.Topics Include:Carol Potts introduces panel featuring AI leaders from Box, Snorkel AI, Sumo Logic, and TalkdeskDiego Dugatkin explains Box serves 120,000 enterprise customers with 1.5 exabytes of secure cloud contentKui Jia shares Sumo Logic processes petabytes daily across 10 AWS regions for intelligent operationsYunjing Ma describes Talkdesk's evolution from contact center to customer experience automation through agentic AIDennis Panos positions Snorkel AI as leader in embedding human knowledge into data-centric applicationsDiego reveals Box uses AI internally for faster development and externally for metadata extraction automationKui explains security teams face overwhelming volumes, sometimes 1,000 signals daily, many AI-generated attacksSumo Logic announces SOC analyst agent in customer beta and query agent in general availabilityYunjing details Talkdesk's multi-agent hierarchy architecture powered by unified TalkDesk Data Cloud platformFour key areas identified: discovery of opportunities, building knowledge-powered agents, optimization, and measurementDennis emphasizes starting with trusted data foundation before adding generative AI capabilities to avoid hallucinationsDiego stresses governance importance: AI guardrails plus traditional data security create comprehensive protection frameworkKui warns POC-to-production gap requires intentional design: different latency, accuracy, and security requirements at scaleYunjing shares customer success: 80,000 daily calls, 11,000 documents, 97% accuracy despite complex compliance rulesKey success factors include prompt engineering optimization and real-time data processing mechanism improvementsDiego advises learning AI tools end-to-end: from ideation through functional demos without traditional prototyping delaysDennis recommends robust evaluation frameworks across system components, similar to software unit testing approachesYunjing reinforces data processing optimization and governance remain essential alongside exciting agentic AI capabilitiesKui urges immediate action: technology evolves rapidly, perfect solutions don't exist, customer focus builds trustFinal advice centers on treating AI as digital teammate, not replacement, enhancing productivity and creativityPlatform partnerships like AWS Bedrock solve heavy lifting, allowing teams to focus on core differentiatorsParticipants:Diego Dugatkin - Chief Product Officer, BoxDennis Panos - Head of Enterprise AI, SnorkelAIKui Jia - VP AI Engineering, Sumo LogicYunjing Ma - VP of Engineering, AI, TalkdeskModerator: Carol Potts - General Manager, ISV Sales Segment, North America, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Rubrik's GM of AI Dev Rishi, explains how 85% of enterprises are building agentic AI but lack frameworks to govern agents with production system access - and how Rubrik solves this gap!Topics Include:Dev Rishi explains Rubrik's evolution from data backup to cyber resilience company.Rubrik shifted focus after 2018 when ransomware became the primary business continuity threat.Recent investments center on AI features and security for enterprise data infrastructure.Rubrik's foundation understands organizational data, metadata, and identity access across all systems.Predabase acquisition brought generative AI and LLM platform capabilities into Rubrik's infrastructure.Rubrik Agent Cloud launched to address enterprise AI security and governance needs.180 enterprise conversations revealed AI risk frameworks block ROI, not technology challenges.Agents enable 10x productivity but create 10x damage potential in shorter timeframes.Most organizations struggle enforcing AI policies across AWS Bedrock, OpenAI, and third-party platforms.Agent Undo feature recovers from destructive AI actions using healthy backup snapshots.Three pillars for AI security: define policies, enforce across platforms, enable recovery.2026 will see enterprises shift from pilot agents to managing dozens in production.Participants:Dev Rishi – General Manager of AI, RubrikConnect with Rubrik and learn more here: https://www.rubrik.com/lp/events-hubSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Matt Yanchyshyn, AWS Marketplace and Partner Services VP, reveals how AI agents are transforming enterprises worldwide while Atlassian and Netskope leaders share strategies for scaling up Agentic AI marketplace deals.Topics Include:Matt Yanchyshyn of AWS opens with massive shift to multi-agent production systemsEnterprise software seeing huge AI adoption: 33% will include AI by year endAutomated agents now handle Matt's daily workflow, prioritizing emails and messages autonomouslyReal business transformation across financial reporting, demand forecasting, and automated incident managementAWS Marketplace team productivity up 31%, deploying software 27% faster with agentsNew agent mode for Marketplace uses autonomous data collection improving customer experiencesSuccess requires proper data governance with fine-grained access controls for safe operationsQ Developer and Qiro CLI integrate seamlessly into developer workflows without disruptionAWS maintains 400+ MCP servers, shared spec farms enabling teams to collaborate effectivelyEmbedded experts and principal engineers spread agent knowledge and measure productivity closelyAndy Horwitz notes security leads Marketplace growth, primarily through private offer expansionNetskope's new DSPM product addresses AI data security, driving strong customer adoption momentumEnterprise customers now ask if vendors are AWS badged, deals 41-58% largerAndy advises ISVs: prepare sales teams thoroughly, focus co-sell, secure executive buy-inBill Hustad emphasizes distinct marketplace strategy, seller training, and ruthless operational tracking for successParticipants:Bill Hustad - Global Head of Channel and GTM Ecosystems, AtlassianAndy Horwitz – SVP, Global Partner Ecosystems, NetskopeMatt Yanchyshyn – VP, AWS Marketplace & Partner Services, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Raviteja Yelamanchili, Head of Solutions Engineering at Scale AI, discusses the evolution of Scale from data annotations to enterprise AI solutions. He reveals how real-time banking insights have replaced year-long cycles, and how healthcare systems use reinforcement learning for valuable patient transcriptions. Raviteja debunks the myth that AI will replace jobs, emphasizing enhancements in productivity instead. He highlights the importance of making enterprise data consumable and capturing tribal knowledge through agent-based learning for better decision-making.

Lareina Yee, Director of Technology Research at McKinsey & Company, shares groundbreaking insights into AI's transformative impact on businesses. Over 80% of companies have dived into AI, yet only 7% achieve full-scale adoption. She discusses the staggering $4.4 trillion potential of AI beyond mere cost savings and highlights how high performers see AI as a total enterprise transformation rather than just tech deployment. Yee emphasizes the urgent need for AI fluency in the workforce and calls for ethical leadership in navigating this AI-driven future.

AWS Principal Solutions Architect Wallace Printz explains how agents are reshaping SaaS business models, pricing strategies, and technical architectures.Topics Include:Wallace Printz discusses agentic workloads transforming SaaS with largest AWS customersNew interaction models include generative UI, voice agents, and proactive workAgents extending SaaS products to interact with external systems and businessesVirtual teammates enabling cross-department collaboration and upskilling non-expert users effectivelyMonetization strategies evolving as predictable costs become variable with agentsThree patterns: dedicated agents, shared agents, and multi-tenant personalized agentsMulti-tenant agents enable hyper-personalized experiences using individual tenant context enrichmentAgent-centric business strategy requires real assessment beyond AI hype cycleAgent orchestration complexity grows with multiple specialized agents interacting togetherTenant isolation requires JWT tokens and AWS Bedrock Agent Core identityCost-per-tenant management needs LLM throttling, tiering, and unified control planeMulti-tenancy creates sticky personalized experiences; AWS white paper releasing soonParticipants:Wallace Printz - Principal Solution Architect, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Industry leaders from Boomi, Demandbase and Smarsh share hard-won lessons on balancing AI creativity with guardrails, why data quality trumps frameworks, and deploying AI at scale.Topics Include:Three industry leaders share experiences building AI solutions at Boomi, Demandbase, and Smarsh.Smarsh manages trillion communications for financial services, detecting bad actors across multiple channels.Boomi built agent studio, garden, and control tower while spawning 33,000 internal agents.Chris Timmerman used vibe coding to build embeddable Boomi in five months solo.Companies balance creativity with guardrails, starting with IT policies before unleashing innovation.Internal adoption driven by empowering teams to build their own solutions versus top-down.Demandbase saw 70% adoption within six months through grassroots approach and local champions.Measuring success proves challenging, comparable to tracking Excel usage rather than specific KPIs.Companies focus on outcomes like touch-free bug fixes and support metrics versus raw usage.Biggest lesson: Data quality and context determine success more than agentic frameworks.Need scaling framework from low-risk UX improvements to high-risk automation with appropriate guardrails.Industry created fatigue by overpromising; should have started smaller with realistic expectations.Participants:Chris Timmerman – Vice President, Global Services Delivery, BoomiHarshal Dedhia – Vice President of AI, DemandbaseBrandon Carl - Executive Vice President of AI and Product Strategy, SmarshAllison Johnson - AMER Technology Partnerships Leader, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Phill Robinson of Boardwave joins Miguel Alava and Massimo Ghislandi of AWS to share research and actionable strategies for European software companies using cloud infrastructure, AI features, and marketplace leverage to drive unprecedented growth.Topics Include:Boardwave and AWS reveal research on European software companies becoming global innovators.Cloud-first businesses exceed customer expectations at 60% versus 46% for laggards.Boardwave's 2,500 CEO members validate findings: AI companies growing 45% annually.Leaders excel at gathering customer feedback for innovation and implementing AI.Top performers leverage marketplaces and deliver continuous customer experience updates consistently.Cloud adoption is foundational for generative AI and agentic AI to scale.Companies face different challenges depending on their cloud maturity stage currently.Cloud serves as table stakes before companies can capture AI growth opportunities.Benchmarking tool helps identify current position and plan strategic next steps forward.Startups should solve universal problems globally, building painkillers not vitamin products.Intercom scales customer service; Wix transforms efficiency through cultural and engineering mindset.Future requires cloud foundation with AI features; AWS offers comprehensive support programs.Participants:Phill Robinson – Chair & Co-Founder, BoardwaveMiguel Alava – EMEA ISV General Manager, Amazon Web ServicesMassimo Ghislandi -  Head of EMEA Marketing for Software Companies, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Industry leaders from Kore AI, SS&C Blue Prism and AWS reveal what actually works in agentic AI deployment, from contact center automation to employee productivity, with proven strategies for regulated industries.Topics Include:Kore AI and SS&C Blue Prism leaders discuss achievable agentic AI actionsThree deployment areas show real ROI: customer service, employee automation, and process workflowsKore AI handles billions of annual interactions, with 85% focused on contact center operationsSS&C Blue Prism achieved $200 million annual savings using agentic AI across 120 internal use casesThe company processes 6 million transactions monthly consuming 10-12 billion tokens in productionRegulated industries like financial services and healthcare successfully deploy agentic AI with proper guardrailseBay case study demonstrates measurable productivity gains tied directly to AI agent implementationTwo identical pilot programs yielded different results: one tied to business outcomes, one didn'tISVs should stop chasing shiny objects and focus on solving customers' stickiest problems insteadDesign for scale from day one and accept no single vendor solves everything aloneEmployee-facing use cases carry less risk than customer-facing applications for initial AI deploymentsCombining deterministic automation with AI plus governance creates more viable and trustworthy solutionsParticipants:Erik Walton - EVP of WW Sales/Partner Sales, Kore AISatish Shenoy - VP, Global Technology Alliances & AI GTM, SS&C Blue PrismArym Diamond – Head of North America Data & AI Sales, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

CEO Scott Stephenson explains how Deepgram's voice AI technology powers everything from pharmacies to drive-thru ordering and why, after so many years, Voice AI is now ready for prime time.Topics Include:Scott Stephenson introduces Deepgram as an audio AI company building speech productsMajor brands like CVS and Anthropic use Deepgram to power voice agentsCVS handles prescription status calls where 25-40% ask if prescriptions are readyVoice technology now accurately understands diverse accents and speech patterns from callersAutomated systems free pharmacists to focus on their actual jobs insteadJack in the Box uses Deepgram for drive-thru ordering with natural conversationsPrevious McDonald's and Wendy's failures happened because the technology wasn't ready yetVoice AI can handle any task with text input like CRM notesHealthcare companies adopted voice AI faster than expected despite compliance hurdlesStaffing shortages drove hospitals to push through HIPAA and regulatory red tapeFirst misconception: AI will never match human performance in customer interactionsSecond misconception: one product should solve all voice-related business problemsCompanies must strategically decide what to build, partner on, or buyDeepgram's research team controls speech speed and outputs conversational data like timestampsAdoption will feel slow initially but suddenly be everywhere within three yearsParticipants:Scott Stephenson – Co-Founder & CEO, DeepgramSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/