The business and our employees. Theyre the reason why we wake up in the morning. Then we have this gravy over here which is our variable Customer Base. Gravy. Lucrative you must wants to get a few more of these big whales on your board. Lets separate whales from gravy metaphors. Customerswe want big and happy customers and customers who have a lot of predictability to how they do business with us. We dont go out of our way to who aree customers going to be large and unpredictable. That is the distinction that we make between the variable customers, wherein their usage of us essentially can vacillate pretty big, pretty large. At customers for whom we have a very large case i consistently grows in my to put business. We focus more on the latter. You did release the enterprise plan earlier this month. You get her does you are going after the bigger enterprises, which is different from your regular model of selling directly to developers. I dont think it is. What we are already seeing in our Customer Base is that focus on developers pays off in april wide variety of companies. Developers are becoming influential in every kind of organization. Has plus where to move to the market. When is the last time you walked into a Bank Retail Branch . Now, the mobile app is the bank to you now. Are more Software Developers than shoe designers. Goldman sachs employees more Software Developers than facebook. Going on where every company is becoming a software company. As they do, developers are so influential in those companies. The fact that we focus on developers a lot is to get into these companies that 15 years ago might have had a waited topdown sales process. Influenced byg developers, bringing in a tool that they used to sell the job. What you still need to clear what hurdles, and that is it does is it make sure the developer in large bank wants to the platform but there is a security or Compliance Team that says that we need these audits abilities and all these Different Things in place. The terprise allows the organization to send have all the things we need so that we can go into production and be successful at scale. Are you increasing your Enterprise Sales force . We have had a sales force for a long time. It has helped customers to adopt. What were seeing is a developer will bring us in and oftentimes you need a salesperson to cause had. What is interesting is this isnt your typical enterprise like heavyweight and a lot of golf and shenanigans. Kind oft that traditional Enterprise Sales process. It is a relatively light touch developer let approach. When a developer builds the prototype without asking anybody on their own credit card and then they show it off internally saying that women play round of ideas and show it. The business is its great puts it in front of customers, now you have some compliance or security conversations to have. And that they just to let me walk in with purely sales collateral, put me up against five other competitors who are all going to do our key responses in that thing. Theyve already shown that it works and heads value. That is the lowest risk approach for the business at our sales team is there just to help the developer in many cases navigate their own organization and how they buy in order to get that prototype turned into a trial, turned into able production rollout. Lets talk about the long tail as well, the other 30,000 users. Growing, how do you get more of those guys onto your platform . We announced back in may that we have over one million developer accounts, which is a metric we are really proud of. You also have to realize there are 20 Million Developers in the world. We have 5 of the world developers, and that number is growing. Byhink lb will be 25 million 2018. You have a very large number of developers in the world, so we are focused on continuing our developer outreach, getting its new communities and Developer Communities arranged geographically. Communities not around geography, but around languages, and getting deeper into the java community, deeper into the microsoft community, deeper into the ways that developers identify and learn from each other while they embedded become part of those communities. Let those developers know about tullio. We obviously have a lot of headroom, because there is a lot of Software Developers in the world and that number is growing as more and more be world is dependent on software. We are there to arm them. What about the chinese market, which is exploding . You dont a lot of business there right now. We dont still a lot of business in china, particularly on the domestic target. That is a really tough decision, because there is a lot of poll, there is a lot of reason to say there is a large market, a lot of money to be made. At the same time, you look at what happens to over going at uber going into china. Amazon retail is not in china. 20 plus years after they have founded the company, and there is reason for that. It is a high market. A lot of thee markets where you can just run your playbook, hire locally and figure out. It will be a huge time and investment think that you may not see any return on. The deliver in your decisions around china is important. Very few Success Stories of Technology Companies going to china that people. 2. I think linkedin and evan are are the two that can delegate pointed toward. That is it. There are not a lot of Success Stories. Lets switch gears and talk about product. Opinion onhave an bots. Developers wants to use them. What is your take on it . It is best summarized by something we made in our conference back in may which basically meant bots bots theres a lot been said about lots bots. Were not sure what the substances behind a lot of it. You hear this word a lot and it gets peoples attention. The killer apps for messaging are not likely to be bots. Betterve there is a much killer app for messaging, and that is content. The early experience you have with lots is really an ivr like experience, just overtax dess over text. When we talk to customers, we find that is frustrating. Ai is not quite there yet to make it not frustrating. We may get there. At app. An amazing when you say content . Messaging is a great way to consume content. The New York Times coverage of the olympics over sms was really cool. This was an app that was powered by tullio. The New York Times covered the obits over sms. Another example here is purple, a company that is doing a daily news story initially about the election, pushed to you via messaging. One is it is very personal. That the are times coverage wasnt the New York Times, it , givingat the news desk you his experience being in rio. That is a really cool experience, which is different from just a publication telling you stories. Messaging is allowing you to feel like it is texting with a friend who happens to be at the olympics, rather than consuming coverage from a major publication. That intimacy is a cool lateral part of the channel. Another thing purple does a great job of is it is choose your own adventure. They give you the headline of the day what happened to the election today . If you want to learn more, reply with a keyword. You can keep going further and further, or back out and say the story is of no interest to me, so never mind. That choose your own adventure style of content is really very engaging. I think that this coupled with a more corporate emphasis. Msu sign up for a product, and the Company Since your message that says thank you for signing up for a product. If you want to learn more about this, reply with this. If you want to learn more about this feature, reply with that. You can self select to an more about a product or service, that is a that is an engaging form of content. It is an engaging way for brands to indirect with a customer using content, but also in a sort of 20 new venture way where people self select how they want that experience, and that is killer and available today. Were out of time. We next time we sit down, will talk about what tullio did in the last 12 months to make bots better. [applause] [captions Copyright National cable satellite corp. 2016] [captioning performed by the national captioning institute, which is responsible for its caption content and accuracy. Visit ncicap. Org] up on cspan, the white house medal of freedom ceremony. Then, a look at the challenges of running a Technology Firms legal department. Then, a conversation with some of the federal governments Top Technology officers. Journal,s washington live every day with news and policy issues that impact you. Coming up wednesday morning, an analysis of president elect Donald Trumps if a structure proposals, its challenges, and the state of u. S. Infrastructure. Then, Washington ExaminerNational Security and defense reporter Jamie Mcintyre on president elect trumps National Security agenda and his decision to choose Michael Flynn as National Security advisor. Be sure to watch cspans washington journal, live at 7 00 a. M. Eastern wednesday morning. Join the discussion. Wednesday, a discussion on the history of School Segregation with investigative who writes about racial segregation and the united states. That is at 8 00 p. M. Eastern here on cspan. On americanend come history tv on cspan3, saturday evening at seven eastern. From president lincolns cottage in washington, d. C. We will have a conversation about for women who influence the civil war for better and for worse. Have acan see that women means of reinforcing either the best in their husbands, or the worst. That is what this study is. , that 10 00 on real America American frontier. From there to the Central Office in oklahoma. Day and night, our little telephone board was lit up like a christmas tree. Calls from new york, california, houston. It five bit we began to realize how big a thing this was. The film promoted the financial benefits of farmers leasing land for Oil Exploration , and was funded by the American Petroleum to toot. So the life and legacy of jack and how his novel call of the wild influence generations of novelists and writers. He always looked back to the natural brand, to his ranch, to the beautiful scenery and colorado in california and elsewhere in the south western pacific, to center himself and and release on the rigors the depredations of the cities. At 6 00 eastern on american artifacts, we visit the military aviation museum. This airplane and a couple other types basically taught all of the military aviators, Army Air Corps and navy, how to fly. Many never even saw an airplane coming from the farms, and anywhere you can think of. The first airplane they saw was the boeing stearman. For a complete schedule, go to cspan. Org. Next, president obama awards 21 people with the nations highest civilian honor at the medal of freedom ceremony at the 2016 class includes bill and Melinda Gates, Kareem Abduljabbar, Bruce Springsteen, and thence scully. This is just over one hour. Ladies and gentlemen, the recipients of the medal of freedom. Abduljabbar. [applause] Ellen Degeneres. [applause] robert neal. Bill and Melinda Gates. [applause] tom hanks. [applause] lawrence michaels. [applause] [applause] [laughter] Robert Redford. [applause] diana ross. [applause] Bruce Springsteen. [applause] ladies and gentlemen, the Vice President of the united states. [applause] ladies and gentlemen, president of the united and mrs. Michelle obama. [applause] weve got some work to do here. It is not all fun and games. Welcome to the white house. Extraordinaryrate americans who have lifted our spirits, strengthened our unions, pushed us. I have always loved doing this event. This is a particularly impressive bunch. We have innovators and artists. Rabblerousers, athletes, or mound character actors like the guy from space jam. [laughter] we pay tribute to those distinguished individuals when our nations highest civilian honor, the president ial medal of freedom. Let me tell you about each of them. First we came close to missing out on a bill and Melinda Gates incredible partnership because apparently bills opening line was do you want to go out two weeks from this coming saturday . [laughter] he is good with computers but. Ortunately melinda believes in Second Chances and the world is better for it. The Gates Foundation has worked to provide lifesaving medical care to millions, boosting water educationimproving for children, and riling effort on climate change. Cutting childhood mortality in half. The list could go on. These two have donated more money to charitable causes that anyone ever. Many years ago melindas mother told her to know that even one because breathed easier you lived, that his success. By this and just about any other method, few in Human History have been more successful than these two impatient optimists. Frank gehry has never let reversed his refers t optimism. For better or worse, i thrived on it. Poor jewish of anagrams he group in los angeles and embrace the spirit of the city defined by an open horizon. He spent his life rethinking shapes and mediums, the force of gravity itself, the idea of what architecture could beam. , repurposeto upend thing every material available. He is inspiring our next generation through his advocacy of Arts Education in our schools. His helmet in santa monica caused some consternation among his neighbors. Franks building show they can lift our spirits and broaden our horizons. When an undergraduate from appalachia was put on the national mall, she was trying to figure out a way to show war is not just a victory or a loss about individual lives. She considered how the landscape might shape that message rather than the other way around. The project earned her a. B. Plus. And a permanent place in american history. So. All of you be plus students out there. The Vietnam Veterans memorial has changed the way we think about monuments, and about sacrifice, and patriotism, and ourselves. She has given us more than just pace places for memories. Places for us to make new memories. Each reminding is the most important element of art architecture is human emotion. Three minutes before armstrong and aldrin touched down on the moon apollo 11 lunar alarms triggered. A rationalist and not have much time. Thankfully they had margaret hamilton, a young m. I. T. Scientist and working mom in the 1960s. She led the team that created the Flight Software that allowed the eagle to land safely. At this Time Software engineering wasnt even a field yet. There were no textbooks to follow. To bewas no choice but pioneers. Luckily for us she never stopped pioneering. She symbolizes that generation of unsung women who helped send humankind into space. It echoes and countless technologies today. Her example speaks of the american spirit of discovery that exists in every girl and boy who knows that somehow they can look beyond the heavens to look deep within ourselves and figure out what is possible. , then hopperlight more in 1906. She followed her mother into. Athematics and earned her phd , 15 poundsears old below military guidelines, grace joined the navy and was sent to work on one of the first computers. Harvards mark one. She saw beyond the boundaries of thepossible and invented first Percentage Award for young computer scientists now bears her name. From cell phones to cyber command, we can think grace hopper for opening programming to usher in the Information Age and profoundly shaping our digital world. Speaking of really smart people, in the summer of 1960, a a young physicist found himself at loss almost laboratory. Chicago paid its faculty for nine months but his family eight for 12 months. [laughter] he had helped create the hydrogen bomb. For the rest of his life he dedicated himself to reducing the threat of nuclear war. He is not only an architect of the atomic age. Ever since he was a cleveland kid tinkering with movie projectors he has never met a problem he didnt want to solve. Reconnaissance satellites. Gps technology. The touchscreen all bear his fingerprints. Washertented a muscle for shellfish. That i have not used. [laughter] the other stuff i have. Where is he . Ok. He has advised nearly every president since eisenhower, often bluntly. Called dixie have the only true genius he had ever met. I do want to see the muscle washer. , weg with these scientists honor those who have shaped our culture from the stage and screen. In her long and extraordinary career, cecily tyson has succeeded as an actor and shaped the course of history. She was never the likeliest of hollywood stars. The daughter of immigrants from the west indies, she was raised by a religious mother who cleaned houses and forbade her children to attend the movies. Once she got her education and broke into the business she made a conscious decision to speak out. I would not accept roles unless they project