Panther CEO William Lowe explains how integrating Amazon Bedrock AI into their security platform delivered 50% faster alert resolution for enterprise customers while maintaining the trust and control that security practitioners demand.

Topics Include:

• Panther CEO explains how Amazon partnership accelerates security outcomes for customers
• Cloud-native security platform delivers 100% visibility across enterprise environments at scale
• Customers like Dropbox and Coinbase successfully replaced Splunk with Panther's solution
• Platform processes petabytes monthly with impressive 2.3-minute average threat detection time
• Critical gap identified: alert resolution still takes 8 hours despite fast detection
• Security teams overwhelmed by growing attack surfaces and severe talent burnout
• Constant context switching across tools creates inefficiency and organizational collaboration problems
• AI integration with Amazon Bedrock designed to accelerate security team decision-making
• Four trust principles: verifiable actions, secure design, human control, customer data ownership
• Results show 50% faster alert triage; future includes Slack integration and automation

Participants:

· William H Lowe – CEO, Panther

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

AWS executives reveal how generative AI is fundamentally reshaping ISV business models, from pricing strategies to go-to-market approaches, and provide actionable insights for software companies navigating this transformation.

Topics Include:

• Alayna Broaderson and Andy Perkins introduce AWS Infrastructure Partnerships and ISV Sales
• Generative AI profoundly changing how ISVs build, deliver and market software products
• Two ISV categories emerging: established SaaS companies versus pure gen AI startups
• Legacy SaaS firms struggle with infrastructure modernization and potential revenue cannibalization
• Pure gen AI companies face scaling challenges, reliability issues and cost optimization
• Revenue models shifting from subscription-based to consumption-based pricing per token/prompt/task
• Future-proofing architecture critical as technology evolves rapidly like F-35 fighter jets
• Data becoming key differentiator, especially domain-specific datasets in healthcare and legal
• Balancing cost, accuracy, latency and customer experience creates complex optimization challenges
• Multiple specialized models replacing single solutions, with agentic AI accelerating this trend
• Human capital challenges include retraining engineering teams and finding expensive AI talent
• Security, compliance and explainability now mandatory - no more black box solutions
• Enterprise customers struggle with data organization and quantifying clear gen AI ROI
• ISV pricing models evolving with tiered structures and targeted vertical use cases
• Traditional SaaS playbooks failing in generative AI landscape due to ROI uncertainty
• POC-based go-to-market with free trials and case study selling proving most effective
• Pricing strategies include AI gates, credit systems and separate SKUs for services
• Customer trust requires proactive security messaging and auditable, transparent AI solutions
• Modular architecture enables evolution as new technologies emerge in fast-changing market
• AWS positioning as ultimate gen AI toolkit partner with ISV collaboration opportunities

Participants:

• Alayna Broaderson - Sr Manager, Infrastructure Technology Partnership, Amazon Web Services
• Andy Perkins - General Manager, US ISV, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Teleport Co-Founder and CEO Ev Kontsevoy discusses the security vs productivity trade-off that plagues growing companies and how Teleport's trusted computing model protects against the exponential growth of cybersecurity threats.

Topics Include:

• Teleport CEO explains how to make infrastructure "nearly unhackable" through trusted computing
• Traditional security vs productivity trade-off: high security kills team efficiency
• Companies buy every security solution but still get told they're at risk
• Why "crown jewels" thinking fails: computers should protect everything at scale
• Modern infrastructure has too many access paths to enumerate and secure
• Apple's PCC specification shows trusted computing working in real production environments
• AI revolutionizes both offensive and defensive cybersecurity capabilities for everyone
• 80% of companies can't guarantee they've removed all ex-employee access
• Identity fragmentation across systems creates anonymous relationships and security gaps
• Human error probability grows exponentially as companies scale in three dimensions
• Your laptop already demonstrates trusted computing: seamless access without constant logins
• Apple ecosystem shows device trust at scale through secure enclaves
• AI agents need trusted identities just like humans and machines
• AWS marketplace partnership accelerates deals and provides strategic account insights
• Hire someone who understands partnership dynamics before starting with AWS
• Generative AI will make identity attacks cheaper and faster than ever
• Security responsibility shifting from IT teams to platform engineering teams
• Teleport's "steady state invariant": infrastructure locked down except during authorized work
• Temporary access granted through tickets, then automatically revoked after completion
• Legacy systems and IoT devices require extending trust models beyond cloud-native

Participants:

• Ev Kontsevoy – Co-Founder and CEO, Teleport

Further Links:

• Teleport Website
• Teleport AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

Raj Koo, CTO of DTEX Systems, discusses how their enterprise-grade generative AI platform detects and disarms insider threats and enables them to stay ahead of evolving risks.

Topics Include:

• Raj Koo, CTO of DTEX Systems, joins from Adelaide to discuss insider threat detection
• DTEX evolved from Adelaide startup to Bay Area headquarters, serving Fortune 500 companies
• Company specializes in understanding human behavior and intention behind insider threats
• Market shifting beyond cyber indicators to focus on behavioral analysis and detection
• Recent case: US citizen sold identity to North Korean DPRK IT workers
• Foreign entities used stolen credentials to infiltrate American companies undetected
• DTEX's behavioral detection systems helped identify this sophisticated identity theft operation
• Generative AI becomes double-edged sword - used by both threat actors and defenders
• Bad actors use AI for fake resumes and deepfake interviews
• DTEX uses traditional machine learning for risk modeling, GenAI for analyst interpretation
• Goal is empowering security analysts to work faster, not replacing human expertise
• AWS GenAI Innovation Center helped develop guardrails and usage boundaries for enterprise
• Challenge: enterprises must follow rules while hackers operate without ethical constraints
• DTEX gains advantage through proprietary datasets unavailable to public AI models
• AWS Bedrock partnership enables private, co-located language models for data security
• Private preview launched February 2024 with AWS Innovation Center acceleration support
• Software leaders should prioritize privacy-by-design from day one of GenAI adoption
• Future threat: information sharing shifts from files to AI-powered data queries
• Monitoring who asks what questions of AI systems becomes critical security concern
• DTEX contributes to OpenSearch development while building vector databases for analysis

Participants:

• Rajan Koo – Chief Technology Officer, DTEX Systems

Further Links:

• DTEX Systems Website
• DTEX Systems AWS Marketplace

See 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 Automation Anywhere and AWS discuss how modern customer data collection has evolved, and practical strategies for implementing enterprise automation at scale.

Topics Include:

• Automation Anywhere and AWS experts discuss modern enterprise automation strategies
• Traditional profiting strategies may not work with today's changing business models
• Customer data collection methods have evolved across multiple platforms significantly
• Modern verification processes include automated validation systems and streamlined timelines
• Background check automation is increasingly handled by AI-powered models and systems
• Stanford's "Wonder Bread" research paper introduced revolutionary enterprise process observation technology
• Wonder Bread demonstrated AI systems watching and automatically learning hospital workflows
• The technology can author workflows by observing real enterprise processes
• Enterprise Process Management built around observed behaviors shows promising results
• Verification challenges exist since Wonder Bread research isn't widely publicized yet
• Process observation technology could transform how enterprises handle workflow creation
• Salesforce Wizard Interface dominates many current automation implementations in enterprises
• Salesforce Agent Codes offer alternative approaches to traditional automation methods
• AWS platform selection involves careful consideration of enterprise integration needs
• Demo implementations showcase real-world timeline expectations and deployment maturity levels
• Current automation solutions have reached significant scale across various industries
• Workflow automation differs fundamentally from true agentic intelligence systems capabilities
• Agentic AI demonstrates autonomous decision-making beyond simple rule-based automation processes
• Understanding this distinction helps organizations choose appropriate technology approaches effectively
• Session concludes with clarity on modern automation landscape and implementation strategies

Participants:

• Pratyush Garikapati – Director of Products, Automation Anywhere
• Sreenath Gotur – Snr Generative AI Specialist, Amazon Web Services

Further Links:

• Automation Anywhere website
• Automation Anywhere – AWS Marketplace

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/

AWS's Mark Relph draws fascinating parallels between today's AI revolution and the 1900s agricultural mechanization that delivered 2,000% productivity gains, while exploring how agentic AI will fundamentally reshape every aspect of software business models.

Topics Include:

• Mark Relph directs AWS's data and AI partner go-to-market strategy team
• His role focuses on making ISV partners a force multiplier for customer success
• Previously ran go-to-market for Amazon Bedrock, AWS's fastest growing service ever
• Current AI adoption pace exceeds even the early cloud computing boom years
• Historical parallel: 1900s agricultural mechanization delivered 2,000% productivity gains and 95% resource reduction
• First commercial self-propelled farming equipment revolutionized entire economies and never looked back
• 500 machines formed the "Harvest Brigade" during WWII, harvesting from Texas to Canada
• Mark has spoken to 600+ AWS customers about GenAI over two years
• Organizations range from AI pioneers to those still "fending off pirates" internally
• GenAI has become a phenomenal assistant within organizations for content and automation
• AWS's AI stack has three layers: infrastructure, Bedrock, and applications
• Bottom layer provides complete control over training, inference, and custom applications
• Middle layer Bedrock serves as the "operating system" for generative AI applications
• Top layer offers ready-to-use AI through Q assistants and productivity tools
• AI systems are rapidly becoming more complex with multiple model chains
• Many current "agents" are just really, really long prompts (Mark's hot take)
• Task-specific models are emerging as one size won't fit all use cases
• Evolution moves from human-driven AI to agent-assisted to fully autonomous agents
• Agent readiness requires APIs that allow software to interact autonomously
• Traditional UIs become unnecessary when agents interface directly with systems
• Core competencies shift when AI handles the actual "doing" of tasks
• Sales and marketing must adapt to agents delivering outcomes autonomously
• Go-to-market strategies need complete rethinking for an agentic world
• The agentic age is upon us and AWS partners should shape the future

Participants:

• Mark Relph – Director – Data & AI Partner Go-To-Market, Amazon Web Services

See how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/