Michael Saylor - Keynote Address at the National Press Club

Thank you.

Thanks for being here today.

We do these symposiums every quarter and we do about 25 of them.

And I make it a point to end about half.

I'll give it a 13 or 14 of the cities.

And everywhere I go, I meet with probably five or six customers one on one.

I need some partners and we have a lunch with about a half dozen or a dozen customers.

And I ask how we're doing.

I pick up suggestions.

I get feedback that I meet with our local sales and service teams.

You get their feedback.

And if you talk to enough people, certain consensus forms.

And then I bring that back to corporate.

We do our best to upgrade the software, change the programs, upgrade all of our procedures.

And come up with some and take the best ideas that we've heard from everywhere in the world

and package them and productize them so that all of our customer base can take advantage of them.

We're very fortunate to have very intelligent, very sophisticated customers.

And they've got some really wonderful ideas.

And they help us to inform our thinking.

One thing that comes out of this continual road show is a commitment to intelligence everywhere.

Our vision at micro strategy is is applications extracting insight from data sources throughout your enterprise and throughout the world.

And we're taking those applications in order to make better decisions.

So it might be that we want to make better decisions as executives.

And sometimes we want to put that in the hands of store managers, truck drivers, employees, vendors, partners, counter parties, customers.

When we say intelligence everywhere, we mean intelligence on your desktop, intelligence on your laptop, intelligence on your watch, intelligence on your phone, intelligence coming out of the wall as you walk past it.

Sometimes machines beeping at you.

This morning I got up and I talked to Alexa and she turned on my stereo system.

And we're going to the point where intelligence is in the ether.

We're going to find a way to pump it through your speakers.

Now that's a big idea.

It's probably too big to build a company on.

So our mission is a bit more focused.

We want to provide a world-class software platform for enterprises so they can deploy sweets, intelligence applications.

They're unique to them.

Our best customers have 100,000 users.

They have a hundred or hundreds of applications.

Those applications are running on a common security model, a common data model, and a common analytics model.

Can we have a single version of revenue or risk or a single metric for margin?

Can we come up with a set of personalization algorithms that run across all 9,000 salespeople?

Once we've got the algorithms correct, then we can build a dozen different applications that employ the 9,000 salespeople.

I know that they'll all be personalized in the appropriate fashion.

It's no small feat to build a centralized enterprise analytics model.

I just met with some of the largest banks in the world.

And this is exactly what they want.

They either have it or they want it or they're pursuing it.

And the difference between having it and not having it is, do I have 500 analysts creating 10 applications each on a common framework?

Or do I have dozens or hundreds of teams that are working across purposes with one another struggling to coordinate?

That's why we believe in world-class software platform for the enterprise.

What's different about us than other enterprise companies is we're very focused upon providing a single unified platform for analytics and mobility.

We believe that these are anextricably bound, especially in the modern era.

As I cross the world, talk to our customers, I find everybody has traditional applications and intelligence.

Enterprise reporting, data discovery, visualizations and dashboards.

Most everybody is working on or deploying an evolutionary application.

And there are three evolutionary waves crashing over the intelligence world today.

One of them is the mobile wave.

There are three billion smartphones out there.

If they cost $500 each, you're talking about $1.5 trillion of capital in the pockets of your customers

and your employees. That's sitting on a network with about a trillion dollars of investment with LTE and a light.

And so the short of it is you can release an application that will run on trillions of dollars of capital without financing any of that.

And it will spread virally if the application is useful.

That's a great opportunity for our customers.

Three, four, five years ago, many people resisted this or they weren't able to move forward or there were standards against it.

Most of that impedance has fallen away.

Most governments, most large banks, most even conservative enterprises are embracing the mobile wave at this point.

And it's a great opportunity.

The second big opportunity is big data and modern data structures.

All the Hadoop based distributions in Caldera, Matbar and other open source technologies.

They allow you to manage and process 100x as much data.

You can do a 10 times cheaper.

This is a wave crashing on the shore.

When you add in all of the open web based data sources that you can blend and join this crazy, an extraordinary opportunity.

The third opportunity is the Enterprise Cloud.

And the visible manifestation of this is Amazon and AWS.

An organization that's growing 40 to 50% a year that will probably sell 25 billion dollars worth of cloud services in the next 12 to 18 months.

And that's just an extraordinary result.

What does it mean to our customers?

Well, it means that in 2017, we're able to package a data center in a box.

I'm going to show you some breakthrough tools we've put together that we're going to put it to your hands in 2017 that you can use.

It means that if you wanted to deploy 100,000 user implementation in Singapore, instead of 50 people and 20 or 30 million dollars worth of capital and three years of tinkering, you could now do it one analyst in one week.

And if you made a mistake and you wanted to undepoit, you can turn it off in one day, maybe in one hour or one minute.

It's completely elastic, powerful, liquid, deploying in capacity.

And there are so many challenges to deploying technology in the world of the past and in the traditional data center world.

I need the data center.

Now, I need the hardware. I need all the relationships with the vendors. I need the relationships with the table codes, etc.

Everything comes under surveillance, an auxilized scope control, has to be audited, etc.

All of these challenges can be overcome by piggybacking on top of the enterprise cloud.

So these things, these aren't, they're not a surprise.

Relations probably think about one or more of those. Most organizations are, your organization may have deployed some of these things.

Micro strategy supports them all, or enthusiasm about them all.

We're also enthusiastic about some revolutionary ideas because the revolutionary ideas of today will be the evolutionary ideas of tomorrow and they will be the traditional ideas in 10 years.

In our particular case, when we look at mobile, we don't think of a mobile device as just the way to consume data.

We think of a mobile device as a mobile transponder, it will generate the data.

What if the phone in your pocket generated the data, consumed the data, let you transact on the data, let you communicate to people based on the data.

A communicator, a transactor, a transponder, and a consumer. That's interesting.

That's the internet of things. And those digital credentials that can go on that mobile device can enable communication and productivity.

They can generate telemetry. They can change the nature of the hand litigers you do.

I walk into Coca-Cola bottling in Japan. And the customer goes, they go, so, you know, what can you do for us?

And well, tell me about your company. They go, for the 10,000 employees, 2,500 salespeople, 2,500 trucks.

I said, okay, we can analyze your truck data. The guy goes, well, we don't have any truck data.

I said, we can generate your truck data. What do you mean?

We can put a badge on every truck driver's phone on Monday. On Tuesday, I can give you the location of every truck in a number of minutes.

It spends in traffic and the number of stops it makes and what's moving or what's not moving. I'm correlated to the productivity of your sales.

That's interesting. So what can you do for salespeople? They said, well, you do 25 other salespeople. Do you know what sales calls they make?

We don't even know if they show up to work. Put the badge on the salespeople. I can tell you how many minutes they spend with every customer every day of the year immediately the second day.

They don't have to log anything. You can take that data and correlate it to the sales that are declining in your customer base.

And I'll tell you every customer that's buying less from you that hasn't been called upon this month or this quarter. That's interesting.

It's kind of like blowing wind in your own sales, generating your own data so you can analyze it.

But in a world where everybody's got a smartphone and buy like, there's no one you're going to employ that doesn't have one when they started with you.

And there's no customer that can afford to buy from you that doesn't have one.

So at this point, you've got a world of people walking around with super computers in their pockets that can generate data to augment your own internal data sources or to empower you to reform or revolutionize the process works in your organization.

This is why we're very enthusiastic about mobility and weight intertwined with analytics.

We've identified seven opportunities in 2017 that our customers can take advantage of.

And we've been working throughout the year to upgrade our software and upgrade our business to make it easy for you to do this.

In some cases, we built new functionality. I'm going to show you that today. In other cases, we changed our business practice to make it cheap or easy or free to deploy this technology. I want to show you that too.

What are the opportunities to make adoption of your intelligence applications pervasive to reduce cost to overcome your limits to simplify your deployment by providing a tool that does it all.

To take advantage of big data investments, you can embed intelligence right into your customer facing applications.

And you can get a bird's eye view of all your assets, your people, your trucks, your armor cars, your anything, right instantly using modern technology.

Let's talk about pervasive adoption. Most organizations, they underutilize their assets and they underutilize that data. They get it out to analysts that they might go to certain white collar employees, but how do we get to all employees and all the partners and all the customers.

Well, if we want to do that, we need to think differently. We've only made the investment and the information. We made the, if you've got algorithms and you've got metrics that provide insight, the question is, how do I put it into the hands or into the mind of the constituent at the point they needed in the form that they needed.

This requires a bit of thinking. And one case, you need to think about the style of business intelligence you're going to deploy. In some cases, you want to end an application, like an application for inspection or underwriting or sales or service.

In other cases, it needs to be an advanced predictive and lay. This is what you should do. Some people want a dashboard that's interactive and graphical. Other people want classic enterprise reporting, like 100 pages of vanded reports.

Carefully, carefully segmented and some photo in the light. And then sometimes the right approaches and alert.

How do I actually alert any of 100,000 people on that one day of the year when they need to know that thing.

These are different styles and intelligence is equally important that we deploy them to whatever device or whatever interface that constituent wants.

And so sometimes it's PC or Mac OS, sometimes it's web, it might be Microsoft Office. It could be tablets or iPhones or mobile phones, portals.

Could be email. Who knows, could be SMS messages. And the, and as I thought about this morning, it might very well be, you know, Alexa or her quote I'm talking to you from the.

What we've done to help you make intelligence pervasive is to refine our desktop product, microstrategy desktop so that you can run it on a Mac or PC, take an online or offline.

You can deploy it to all of your people. We made this desktop free. So in a standalone configuration, you can deploy it to your customers. You can deploy it to constituents, the vendors or be like.

It's a very low cost thing. And we built into the latest version of our product, the ability to distribute these microstrategy dashboards that run on this desktop product easily.

So here anything you see that you're working on, you can now send out to any, any distribution list or any email list. You can format it in an MSTR form, which is, which is our microstrategy intelligence document style.

When you do that, it's going to pop up in the email of whoever you directed it at. If you have the enterprise platform, it'll personalize and customize against their particular security profile.

If you deploy on a standalone basis, it'll be its own self-contained file. That person can launch it in seconds and then it's editable.

So you can grab that map and you can convert it into a grid and you can edit the grid and you can reformat it, restructure it, you can drill down, slice and dice.

You can inspect the underlying metric model, the underlying data model, and then you can then build your own thing and forward it onto your set of constituents.

So we want to make it really easy to put this in people's hands. Imagine putting this in the hands of 100,000 various employees or customers just zapping out by the email and then we start to spread the DNA of intelligence throughout the enterprise.

Another way to make intelligence pervasive is create an iPad or a tablet application. This is one for sales people. We've redropped it on top of Salesforce.com and also other enterprise sources.

It looks nothing like Salesforce.com. Salesforce.com is ugly and I use it to be a customer but it's ugly.

It doesn't support any of this interactivity. It's not iOS friendly. You can't do maps. You can't do visualizations. You can't do pension zoom. You certainly can't swipe your way through bubble charts.

You're not going to be able to integrate multimedia or PDF.

So one of our strongest use cases is pharmaceutical companies and the like that have 10,000 sales people running around. They want to have a dynamic brochure in the palm of their hand.

They walk into the office of the customer or the doctor if you will. They can use this to figure out who to call on. They can use it to pull up an intelligent brochure. They can pull up their contracts and their purchase orders.

If you're an insurance company, you give this to your sales person. They walk in. You type in a deductible, the limits and the constraints of the insurance policy. You try to sell a few seconds later. You're generating a model and you show it to the customer.

If they like it, you distribute the briefing book to them right there and find them and you move on to the next.

So this is, it's like it's sexy. It's easy as you pick with us. And especially with the advent of so many cheap tablet computers at the 10 to 12 inch range.

This is becoming a standard best practice for mobile sales or field organizations.

You can put this in the hands of a district manager and the hands of pilots and the hands of any field supervisor and its information at their fingertips on demand.

And that's the power of micro strategy.

What about iPhones and Android phones? Well, we've a lot of customers and they're actually taking the power of the micro strategy app and they convert it into a form factor you can consume on a smartphone.

Anything you build in micro strategy, you can mobilize. So you can mobilize quickly in a matter of days.

In this particular case, I decided I want to empower my sales person. So I give them an advice that they run on their phone that shows them how they're doing versus their quota.

But also it can have at their fingertips, they've got their customers, they've got their items, their products, they've got things to do, they've got service orders, they've got customer case statements.

If you roll the clock back 10 years in order to make intelligence available, you wouldn't go on to 50,000 people and said, I'm going to give you all a PC or computer. That's $1,000 and $2,000 each. So now I'm out $100,000 in bucks.

And now I'm going to give you 100 reports or something. So go sit down at a desk and click away for 15 minutes a day or half an hour a day and not not 25,000 hours a day.

That's an expensive proposition. People don't like that. It doesn't work. It doesn't get deployed that way. Here's a better proposition.

You just came to work for me. Why don't you go to the Apple store or the Google Play Store, download the Starbucks employee app or download them at Donald's associate app and then log in with your active directory credentials and everything you need to know or anything you want to do will be there available to you when you leave the company, the application deactivates as long as you with this is custom to you.

And by the way, what do I do with it? You don't do anything with it. Just put it in your pocket because when there's something important for you to see will buzz you click on a notification it will watch the application. Then you'll be right in the situation you need to be in.

If it's a customer, the walk in the store, if it's a case, somebody just called in the call center to make a big order. If it's a time of the week when you need to go through an inspection cycle, we'll just go ahead and notify you.

What do you talk about your business right deal with the emergency of the day and why do we like that? Well, it's 25,000 hours less per day of overhead and it's like $109 less capital. I got the wider network. That's what we like it.

And that's what your opportunity is. Take advantage of mobile. The great thing about micro strategy is you've got you've already got the analytic model. You've already got the security model.

You've already got the data model. You've already got a version of this running on the desktop or the web. This is just going to be the mobile version when someone says, you know, this is great, but I really wanted to see on an iPad. That's not so hard. I don't get the iPad version.

So we move from classic PC desktop to tablet and your pocket. Now dashboards are another interesting thing. And it's 2017. I would predict this is going to actually.

This is going to spread throughout our install base very rapidly. Now why we enthusiast about this? Well, it used to be we have low quality screens. Now we have super high death screens, but that's not what was super enthusiastic about it. It's because the cost of flat panel displays has gone through the floor and went from flat panel to high death flat panel to super high death flat panel.

And at some point it occurred to us that it's cheaper to put a flat panel screen on the wall, the piece of artwork or poster on the wall.

And so this is actually the wall outside of Mark Campbell's office marks are headed market. And I'm going to pick on him a little bit for five years. That wall had a big map of the of the world on it. It was a printed map. It was very beautiful.

And I walked by it and whenever we had a bad day or a bad quarter, I stared at the map and I daydream about some place in the South Pacific. I could go off to and hide until the problem sold itself.

Now whenever I had a really good day, I daydream about some place in the Indian Ocean where I could go, the mall leaves or something. And I kept doing that and I noticed that none of my problems ever got solved by staring at that map.

And all of the places stayed the same and all the countries in Europe were still the same countries in Europe.

And then it occurred to me one day we should rip that map off the wall and we should put a dashboard on the wall with a list of every country. And then we should write down the leads by country, the opportunities by country that happy customers by country, all the stuff to do.

And it came to life. So this is a marketing dashboard and what's interesting about it? Well, every time a salesperson walks past that they look at it and they look at their region and they go, I didn't know that information was available.

And now is it available? It's available to them. And so the wall markets the availability of the intelligence application.

And it's so much. I mean, the idea wouldn't it be nice to know everything going on everywhere in the world in real time. It's a lot more interesting than knowing the name of Scotland is scholar.

So we started putting them everywhere. So we put them up outside of our programming bowl cans. We put them in our tech support area. We put them in our sales areas.

And we started monitoring all the cases coming from customers, all the opportunities. We monitor all the all the workflow and the stories we're programming into our next product release.

All of our all of our bugs, all of our quality issues. And it's dynamic. It's changing every day on your way to the coffee machine. You stop and you stare and you learn something. Maybe maybe you have like a list of people in the company and there's always some of the top.

You know, everybody wants to be the top of the leader board. So if you have a leader board and you're not the top leader board, you stop and you stare and you think, how do I get there?

Which is a lot more constructive thing than how do I get to them all devs?

We even moved them into the executive offices. So this is my office and this is me in a meeting and those are all my happy employees. They love me.

I am the most popular CEO in the enterprise, BI business. And you know, they're very interested in what I'm saying here. What I'm doing is pointing at a dashboard running on micro strategy of customer satisfaction.

Now, we declare a death to drywall in our company. We don't really like it anymore. But we also kind of declare a death to powerpoint. And that is when we have a meeting, we don't tell you create a powerpoint presentation and come show me a slideshow.

What we do is we sit down, knows everybody out there laptops, we sit down and we've got a portal. We go to the area of the portal like sales analysis or our product development.

We click. There's a dashboard. We pull it up and it runs an analytic in real time against the systems and record.

And we don't spend the time trying to figure out the data is we already know what the data is before the need started.

We discuss how we make the results better. Why are they not what we wanted? Why are they better than we expected? How do we amplify good things? How do we attenuate bad things?

Throughout the entire meeting, we're either solving a problem, we're either sculpting a strategy or we're redesigning the dashboard so that the next meeting will have a new metric or a new KPI or a new information fee that we didn't have before.

And when people leave the meeting, they have access to that dashboard. So I'm actually at that point engaging them in conversation, but we may be teaching each other how to solve a problem.

That dashboard will be used 2,000 times in the next four weeks to solve the problem because it's available everybody in the company.

And you can see everybody's got their laptops because anybody can push up on the screen. We have an air share.

And so you walk in, you go to dashboard, we project, we engage. And the general rule is you have to use system of record live analytics.

Because if you walk in with your static spreadsheet and you typed in the number 37, then the question is where the number come from and how come your numbers different than the other number and how come you're using a different KPI this week and two weeks ago.

And we just spend all our time bickering back and forth over the bias and the prejudices that are underlying and the data that we statically put together.

So the dashboard to change the culture at our company and not only are they on our desktop and on our walls that they're all around us.

And that's just a great way to be pervasive.

Sometimes you want to distribute intelligence and not just walk through it, but you want to reach out and grab somebody.

We've upgraded our product with a new class of alerts so that anybody can build an alert and they can set it up to deploy to anybody throughout the organization.

So whenever you're looking at any kind of report, you can pick any particular metric or any area of the report and you can use that to drive your alerting.

And then go ahead and choose the distribution group that you want to send it to and the conditions that you're going to use.

Again, with the platform that becomes even personalized the learning so it may be different alerts for different people depending upon their situation.

And this is just a really powerful thing because instead of giving somebody a stack of reports and time they go through them every day, I can just give them an application that they can ignore for weeks at a time until it's a taxable shoulder.

And what does alert generate? Well, we can actually generate MSTR file, but we can also generate now PDF briefing books.

And we're very proud of this. Lots of our customers have asked us to come up with a better way to export and print the dashboards that they're able to build in the desktop product or visual insight.

And we didn't have a great printing solution for a while. What we've done is we completely rebuilt our export and our print engine around PDF so that now you can actually print out not just the entire document,

but you can print out an entire briefing book of documents. So for example, here's the dashboard. I've got lots of different charts and graphs on it.

I've got grid reports that have tons of columns. I've got to require some complicated pagination. I've got a custom D3 visualization with a sanki diagram and spark lines.

I've got some maps with multiple layers overlying them. Right. Those little bits sophisticated. Now, how do I actually deploy that to a customer or to a casual user?

So I hit the export option beside export all sheets. Our system generates a completely paginated bookmarked PDF briefing book.

So you can see we've got the entire table of contents here, nicely labeled, and you can flip through it and you'll see all the different aspects of your analysis.

So imagine if you're an insurance company, you generate the entire briefing book for the customer based upon their insurance policy.

Or if you're a field inspector or you're about to go out to a customer, so you pick the customer and generates 22 page briefing before you go to see them.

Now what's great about this is not always it's slick and you can you can quickly move through it. It's instant. You can import it into iBooks.

And so you just write through it like a book. You can print it out on a color printer. You can email it or SMS or I message it to anybody fairly quickly and distribute it.

Any other PDF reader will also read it.

And of course you could generate 100,000 of these. You've got 100,000 customers and that becomes your monthly or your weekly account statement and everybody knows how to consume this.

So it brings the power of a micro strategy dashboards to the ease of use of traditional PDF readers.

And why is that cool? Well, because the dashboards can be built 10 times faster than a traditional report document. They're very fast and they're incredible features and then like these custom visualizations.

So to be able to take that application content and export it like this makes it a lot easier to be pervasive and to embed this into your business process.

So those are all different upgrades of the product we put in place over the past few quarters in order to make it easier to distribute to your constituencies.

We've also been hard at work on refining the platform and putting in place new capabilities to dramatically reduce your cost.

And we did this because as I was saying before enterprise systems are generally complicated and difficult to deploy and there's a lot of baggage you got to carry around.

What we've done is taken micro strategy 10 and we have created a whole set of administration and deployment and management and monitoring tools.

So you can install that platform directly into the AWS environment yourself. You don't need a specialist. If you're a qualified analyst, if you know how to use spreadsheets or not use the micro strategy basic full set, you would be able to do this.

And so now you have the choice you're installing windows and installing Linux in your data center you install AWS cloud.

And the thing what the reason we're excited about this is because when we started it took us two to six weeks to set up a stable customer configuration in the cloud.

And we've reduced the time from weeks now to minutes. And you know we spent about a year to build 100 custom configurations.

We released this tool set internally and we created 18,000 in two weeks.

So as you can imagine, Amazon is excited about this. I expected in the next two years will generate 100,000 or hundreds of thousands of AWS configurations out there in the cloud.

Why is this exciting? Well, you can you can choose from any of 60 different virtual machine options in AWS.

If you want 10 user test system, you can have that. If you want 100,000 users accessing 100 exabytes, you go for that. You want big, you want small, you know, you want to turn this on and track real time telemetry of of 5,000 buses.

Maybe you want a bit more bandwidth. What if the buses are in Singapore? We want bandwidth in Singapore.

In our case, we can put it in 38 availability zones, 14 geographic regions, you can scale it up, you can scale it down.

We can automatically upgrade the platform, the feature releases for you, you can schedule them or you can do them at the same time.

We've got this great console for 24, 7, 365 scheduling where you can start and stop your instances. You can resize them, scale them up, scale them down on a schedule.

We've got a quick start so you can spin up a team environment or department enterprise environment just with one click.

This is sort of how it looks. I decide that I want to go ahead and create a configuration. Here's my team configuration. I pick the CPUs, I pick the region, I pick the version of the software, I create the environment.

There's about 30 or 40 Amazon's microservices and custom APIs that we had to exploit. There's a thousand steps going on in the background that you don't have to master.

If we didn't do this, you'd be looking at two or three specialists spending two or three weeks to get it right and they might make a mistake.

This is a code generator. We're generating dynamically a data center in a box. After we generated, it's not enough to generate it because what I realized by the way is generating a data center in a box and giving the tools to all your employees is giving an unlimited credit card to all your employees.

You better come up with a management or a governing step here. We actually make it possible for you to govern when this thing spins up and when it spins down.

If you wanted to run on Monday, Wednesday and Friday from 9 in the morning till noon, you can do that.

We spun down a bunch of instances over the holidays. We say $55,000 just with a few clicks.

Why is this important? If you wanted to deploy first, you wanted to test, then you wanted to deploy big time and then you realized you overestimated so you can scale it back by 75%.

And then you realized that you really needed it to be in a different region so you move it.

These are all things that are really expensive and time consuming in the traditional data center world.

In a new world of cloud, they all happen over the course of a couple of weeks.

Without stress, no one has to go ask for a 10 million dollar account for a budget.

You don't get a 50 people on IT to divert what they're doing. Right? Everybody's happy.

It's full micro strategy. It is not a toy. By the way, it is not a shared environment.

You're not sharing with anybody. In fact, it's a single tenant dedicated environment.

You own the encryption keys. Amazon can't get this information. Micro strategy can't get this information.

It's a double blind system. If your choice was to deploy your instance on your own data center or out of this cloud, it's probably more security to play out of the cloud because only one or two analysts have the encryption keys.

Whereas on your data center, you have all sorts of 50, 60, 70 people involved to actually run that.

The amount of complexity in order to ensure data security goes up as you start to do more of these things yourself.

We're really excited about the power of the cloud. We think 2017 is going to be the year when hundreds of our customers start deploying thousands of applications out of the AWS cloud.

We're also excited about eliminating limits and data discovery.

There are a lot of good products in the market, but they always have limits. You can't reuse the metadata. You can't integrate advanced analytics.

They don't have the SDKs you need to build custom applications.

Our focus is enterprise platform. We want to make sure that you can do whatever you need without running into a wall.

To do that, we have to provide you with the personalization necessary to scale out the tens of thousands of users.

We also focused on in-memory performance. We've got a very high performance and let it engine that allows you to put huge amounts of information in memory so you get some second response time.

We're committed to supporting all the various enterprise data sources that you're likely to use.

We take pride in the fact that we support more than anybody in the market.

Not only do we support them, but we focus upon creating optimized drivers.

Our claim to fame is ask a sophisticated question. We generate 100 pages of SQL that crosses 50 tables in Oracle and puts together the answer.

When you ask a question and SQL server, we generate 100 different pages of SQL that's optimized.

When the question has to skip between Oracle and SQL server and RedShift and Cloudera and something in memory and put it all together, we can do that too.

The ability to support heterogeneous data models and do very sophisticated code generation to exploit these assets is what we're all about.

We've shipped new drivers for products like Cloudera where we're supporting all their native analytics functions and pushing the workload back into the data source to the place it should be.

That is instrumental in providing kind of scalability and need.

We pair that with a very powerful desktop workstation product that allows you to build visualizations and geospatial actions.

Activities as well as all the traditional BI.

We're making sure that the tools that we generate work together to cost the entire range of functionality from extract and load to process the display to analyze to collaborate.

A lot of enterprises have all these different tools. You have a Hodgepodge of them.

The problem is if you have a dozen different tools, you have a dozen different teams and a dozen different techniques.

You end up with a dozen different definitions of an analytic or a dozen different data models.

At some point all the teams spend all their time just meeting with each other to agree on what they did or did not do to get it all taken form.

At that point it's like you're in a 16-legged race and everybody's tripping over everybody or holding each other back.

That's why a single comprehensive platform makes sense.

If we can deploy a single set of virtual cubes, you've got 20 areas of the business.

We create 20 data sets of micro-strategy.

Those data sets have sophisticated attributes, sophisticated metric definitions.

You can set on top of two, three, four dozen data sources.

You can have one center of excellence maintain those.

You can deploy those out to 500 analysts.

The analysts can create 10 applications each.

You have 5,000 applications running.

When you have to redefine margin, the application is all update.

When you have to change out a data source, the application is update.

The analysts don't have to understand or master that.

It makes the platform comprehensive.

That's where let's us scale from the desktop all the way out to the enterprise.

It's the reusable object model and a single metadata that makes a difference here.

Our technical approach has been tools.

Let's come up with a set of tools that work together for analysis, for data modeling, for administration, for automating, for testing.

The tools build applications on a common application model, which you can either distribute via an MSTR file, or you can store in a common metadata server.

The application clients run against those objects.

You can build applications deployed across the PC, web, iOS, Android, etc.

The gateways that we build allow you to integrate your other enterprise platforms into our application.

Of course, our servers provide you with critical capabilities like analytics, in-memory, data generation, distribution, alerting, telemetry, security, and a like.

By focusing upon that picture, we're working to future proof your big data investments.

Because when you build the application, if we can slide in another driver, we can let you run it on top of a redshift or move over to a cloud era or a map bar if you need to.

This is a chart of all the different big data sources that have come along over the past few years.

In 2003, Larry Ellison declared that the database business was mature and there was no new innovation left and he started just acquiring things.

When the CEO decides that the business is mature, it's a failure complaint.

You put a negative halo over it and you stop innovating.

I guess a lot of other people didn't get the memo because it doesn't seem that we have stabilized on just one choice.

In fact, there's more vibrance now than ever.

I think it's very important to allow organizations to move between all of these because you don't know which one's going to work for you.

You know, maybe there's an opportunity to get an order of magnitude improvement.

If we provide you with the tools to cleanse data and the tools to transition from one data source to the other or to blend together, we can minimize the impact on your head users and your analyst and allow you to focus on building fraud detection applications or marketing or merchandising or sales applications.

That's what makes your enterprise more productive.

Second, the last area for 2017 is embedding intelligence inside customer facing applications.

MicroStrategy is not just a tool. It's actually a platform service.

So you can build this set of virtual data sets, plug them into all your assets and deploy them via our clients, if you wish.

But you can also access them via other third party tools like Tableau or Clipview.

We have something called a JSON API and JSON is a pretty universal standard.

So anything that supports JSON can go right after a micro strategy virtual cube or data set.

And when you're running that query, we're serving you up to clean data, but it's pursuant to your security model, your enterprise data model.

You get the benefit of all of our query optimization, you get the benefit of all of our sophisticated analytics that are embedded.

And so that's a way to allow third parties to work with micro strategy.

Also, we've got a very powerful set of SDKs. We're committed to that.

We don't just have one SDK. We have a full REST API so you can build RESTful applications on the web.

We've got a visualization SDK. You can build your own visualizations.

You can integrate natural language processing and custom apps with our visualizations.

We've got mobile SDKs for iOS and Android. So you can, if you want to build the McDonald's application or the Starbucks application branded with your brand, you can do that.

We've got an office SDK and then we've got an integration with enterprise mobility managers like Airwatch or mobile iron.

We wanted to integrate tightly with those you could.

The JSON API is a new thing we brought out in 2016. We're really excited about.

Means that your developers can inspect that data set of that virtual cube.

They can fetch the entire thing back. They can filter it and fetch a subset of it back.

And then they can embed it in their application to look however they want.

So here's an example of a custom web application looks nothing like normal micro strategy put in ticker.

We've got all sorts of interesting form factors here. Maybe I want to this is an application to focus upon sales person performance.

I can integrate these applications into other systems.

All seamlessly using the JSON interface. I can build them. What if analysis I can build all sorts of business process or transactional capabilities.

If you want to reorder something. If you wanted to submit a help desk request or a case statement or if you wanted to update a transaction in a general ledger.

You could do any of those things using micro strategy as the core data source.

So you can see right here. This guy's the limit with what you can do.

And how you can customize the application using our API.

So the last thing I'll touch on before I see the Florida customers.

Who will probably be more interesting than me. Is how you can take advantage of digital credentials in order to lock down your enterprise.

You know, there's a phrase, you know, technology fails until it succeeds.

You know, there are all these good ideas. The guys at Uber, they say, well, it wasn't until the iOS operating system got to like version seven or so that the multi tasking in the background was efficient enough to not burn the battery out.

And until that point, we were in trouble. But after that point, the Uber application started working on all of our drivers cars because the mobile app worked well.

Today, we're on iOS 10. The operating systems are pretty good. Bluetooth were on four dot oh, Bluetooth. Bluetooth one and two and three didn't work so well. Bluetooth four works pretty well.

We're getting the point where a Bluetooth and mobile operating systems and chipsets and LTE. All of these things are working well enough to do some real magical things with micro strategy.

You can deploy an entire enterprise mobility network.

And a week if you wanted to, you could spin up the platform, either install it locally or install it in the cloud. You can plug it into let's say your university, you have 45,000 students.

You plug the platform on Monday at nine a.m. By noon, you can plug into the active directory with 45,000 students at 1 p.m. 45,000 emails go out and we distribute digital badges by that afternoon. Everybody spends 30 seconds. They download their badge. You just activated an enterprise mobility network.

You can then on Tuesday distribute mobile applications for communications and safety and you can also start to turn on dashboard applications for logistics and tracking and the light. All of it integrated the badge.

The badge is property driven so we've got them for Android. We got them for iOS. You can set the security. So if you want to create a badge that you would require a fingerprint for like touch ID or the fingerprint on Android, you turn that on. You can create. You can create a badge that only works on Monday morning in the White House with the fingerprints in the presence of a Bluetooth beacon.

You can also turn on the telemetry. I can have a badge. It doesn't track itself. I can have a badge that tells you where it is when you do a transaction. Whenever you log into SAP, I give you a geographical location. Whenever you do a million dollar stock trade, I tell you where the badge was. I can have the badge log the Bluetooth beacon coordinates. I can tell you what office the badge was in when we did the million dollar transaction or I get about more intense.

I can tell you every time the badge passes a Bluetooth beacon or I can tell you every time the badge moves. So if I want to turn on a full transponder that generating Bluetooth beacon telemetry GPS telemetry and transactional telemetry, I can do that.

And that fuels analytics. Real-time analytics, personalized analytics, geographic analytics.

Now why is someone going to download the badge? Well, we didn't just make the badge a transponder. We also made the badge a functional key. So we've actually got a fast badge. The badge will open a door as you walk toward it. If I had my phone in my pocket and I walked toward a door, we've integrated with a HID Bluetooth reader.

So you put an HID Bluetooth reader on the door. The phone bounces the Bluetooth signal off the reader. The reader texts with the controller unlocks the door I go right through. It's a rock star experience. Well, if the badge is on my phone and my phone is on my pocket and I come up to my MacBook, it unlocks.

I can do that with PC too. So we have PC unlock, a Mac unlock, a door unlock, an elevator unlock, a parking garage unlock. When I log into Salesforce or SAP, I can unlock that application. I can unlock the VPN of my corporation.

So this is a multi-factor tool to unlock any enterprise asset. By the way, it helps you with HIPAA compliance. There's also the data security laws. There's a bunch of PCI regulations to say you have to be multi-factor.

So if you're looking for multi-factor authentication, the badge does that. But it doesn't hold up more than that because it's fueling the mobility and the analytics applications that you might have.

I'll show you a quick demo. My last thing I'm going to do, I've got this iPad right here. And on the iPad, I've installed, well, I have this badge. How many people have this symposium badge?

Okay, we sent it out. So we said, why don't you try to download that? So if you download that symposium badge, you got the green badge. And the green badge is a token 5,290. I could call on the phone to American Express and say, hey, it's customer 5,290. It's an encrypted, authenticated, out of band identification, the security code. It would give you an authorization code for a stock trader, a wire transfer or whatever.

That's interesting. But what's more interesting is that badge turns on. And now I can actually scan my entire network everywhere in the world. So these are actually people that are coming to symposiums in Europe.

This is activity in the Middle East. This is what's going on in India. Southeast Asia. Back to America. Let's zoom in here to DC.

Okay, so I'm going to go ahead and narrow this focus down to have a show me.

Let's see.

Everybody nearby. And I've got 66 people to look like they're the National Press Club.

Okay, who are they? Okay, well, now I actually start to see people from artifacts,

Maryott, Kara first, right, Katie, energy. Wouldn't it be great if you walk into a room, a store, a school,

or whatever, you instantly knew your customer or instantly knew your employee,

and our instantly knew your constituent?

So now, of course, I'm just printing your title. I could actually print what to say to you.

Right, what's more interesting is how about I know who you are, I know what you want, and I know it in less than one second.

Right, this isn't the point at which mobile apps start to work. If I have to walk up to you and type in your name and run a query and click, you know, then it takes too long.

It would take me hours to type in every name, but I scan this and I know instantly.

So what am I going to do with this? Well, one thing I can do with this is communicate.

So for example, if I wanted to, I could send an encrypted authenticated message.

So I just click on the group, I guess, 66. Oh, there's my friend, Robert, Robert, number one.

Okay, I'm going to send you a message. I'm going to actually, I'm going to pull a message I already had. What's your favorite music and, you know, I just zap that off.

And, you know, the thing goes out and what you're going to see is this on your phone.

We just send a notification by the notification channel and you can respond by telling me you like rock and roll.

If you like and the system is real time polling.

So we got 10 people, 11 people, 12 people, like rock and roll, two late country, one like 14 people, like rock and roll.

Isn't this a lot more efficient than the voting process in America?

16 people like rock and roll, the three late country, oh, three late class, four late class, it's a race between class going country.

It's a race. It's a race. It's a race is on. Six people, seven people, oh, the race is being won by classic on.

Those are the three people that look country, by the way.

And what of a Mr. Steve Parrot? And I can talk to Mr. Parrot and say, why?

Right? I could call him FaceTime and my message him. By the way, I got a list of 38 people that don't have an opinion on music.

I mean, I tell you a more interesting question, right? Like there's a fire in the building. You need help.

Right? Schools out. Are you coming to class? Right?

If you want to have encyclopedic awareness of what all your guests, all your visitors on a military base, right?

I grew up on Air Force bases, by the way. I grew up on Air Force bases. I remember all that very well, commissioned officer and Air Force reserve.

So I had a sense of that. What I want to know, everybody, everywhere. Right? You have armored cars. You want to know where they are? You have school buses.

Uber actually has a system to keep track of every driver and connected with every wants to ride.

The way they get there is they spend a billion dollars on software and they have hundreds and hundreds, maybe thousands of engineers.

One of your school bus or your municipal bus system also want to know where the buses were and where the riders were, but you wanted to spend less than a billion dollars and you did not have hundreds of engineers.

Well, you could do the same thing with micro strategy in one week with one person. Right? That's the power of a unified platform.

Not only do I actually get my app running so I can actually see people and integrate with them.

But I also fire up the dashboard. So the dashboard comes alive and that's where I start to tell you,

or here's every bus stuck in traffic in the number of minutes stuck in traffic on every route, everywhere, instantly.

Now I can start to do something interesting. You know, you tell me what you want to do.

A lot of the people reacted this with, oh, but I want their privacy concerns.

Yeah, I mean, their privacy concerns if you track it, some of that doesn't want to be tracked.

But if you have armored cars full of gold going on and the driver wants his privacy, you know, maybe you don't want that driver.

Right? That might not be a good one. Right? There's some get other ambulances with people with them. Right?

There are mission critical assets in motion out there where you really do want to know.

And they wouldn't mind knowing where any internet of things, the most valuable things in person is probably your customer, your employee, your students, your guests, someone you're supposed to be protecting.

So we can turn every single phone into a transponder and a communicator on the internet of things.

And we can do it fairly quickly and turbocharge your analytics.

We can revolutionize the way your business processes work. We can put in place modern multi factor biometric security.

We can overlay on any legacy system. You're a bank. You have 40,000 customers. You have 10,000 salespeople.

You're doing one to a hundred million dollar trades every day. Wouldn't it be nice to have transparency to every trade everywhere in the world in real time?

Right? You might have systems that took 30 years to build. If you take the microstrategy platform, you can spin up a version in the cloud.

You can issue the 50,000 badges. Then you can plug it into the transactional system.

And a matter of a day or two days. And from that point, you would have a real time stream of every single million dollar trade.

What device where it took place? What office it was in? The party, the counter party. And it's even cooler than that.

It's what I'm doing this. You know, I scanned it here and I see that well, there's a trade going on right there.

And I literally one. Whoops. You need to see what I see.

As I scan around the world, if I want a bird's eye view of everything going on, imagine on the compliance officer or the risk officer of the bank, I can see something take place.

I can drill into exactly what it is. And my third click, I'm going to be on the phone. And if I don't trust the phone, I'll click on the out of icon, face timing, looking at the face.

I'm literally free clicks from being face to face with a person on my network. The person that just put in place to 10 million dollar order or transaction.

You know, this strange, whatever, something to place in your network.

There. Right. That immediately. Right. So we're blending physical and logical security and analytics and mobility all into a single platform in order to revolutionize the value.

Proposition of the enterprise. And so with that, I am off my soap box.

I'll end with a few offers. We have a free jumpstart program. We teach it in every city all around the world. You have people that want to learn how to use micro strategy and their any of these places.

We'll teach you in their language. There's time zone on day one. I'll master the dashboard day three teaches you mobility day four teaches you identity. You don't have to take all five days. You can take the first day or a couple of days.

But we're very enthusiastic about spreading the word. All you got to do is go to our website to sign up. We've had 10,000 plus people come into these over the past 12 weeks or so.

We expect we'll train many, many tens of thousands in 2017. So spread the word there. The desktop is free. You go to our website. You can grab it and download it. It doesn't do everything that you can do with micro strategy.

But you can just start it on dashboards and and pulls you into the ecosystem. And from there, you can build to the enterprise platform.

We include how to videos. We include community forum and free support. And your dashboard. You can download dashboards from micro strategy.com that might get your turbo charge or jump started.

It's fairly easy to search for them and grab some interesting ones. You can also upload them. So if you have a dashboard and you want to make a name for yourself and get famous everyone in the world is the best fraud detection dashboard or the best risk management.

Then you create it and upload it and everybody will see it. And I'll echo Mark's comments. Micro strategy world's coming up. It'll be the biggest convocation of micro strategy solution experts of the year. They'll all be right here.

At the Gaylord. We would love to see you there. And with that, I want to thank you for your time here attention this morning. Thanks for coming to our symposium for those of your customers. Thanks for your support.

Because all the stuff we're doing, we couldn't do without you.