Episode Transcript
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You were listening to be tob revenue
acceleration, a podcast dedicated to helping software
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executives stay on the cutting edge of
sales and marketing in their industry. Let's
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get into the show. Hi,
welcome to be to be a revene acceleration.
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My name is audium hip and I'm
up today with Tim hot, global
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VP. Bought knows and audiences are
drove up. How are you doing today's
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team earlier doing great. Thanks for
taking the time. Well, that's a
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pleasure and again today I keep on
saying that for every single podcast, waste
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part because the team is doing a
great job. will be talking about fantastic
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of fascinating topic, which is the
evolving your channel or business in the cloud.
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Eram but before we go into the
conversation team, would you mind introducing
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yourself, as well as your company, drew? Sure so, my name
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is Tim, point, part of
through the leading the organization and respond for
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our Global Park. So those partners
are made up of solution reselling and integrators
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as well as strategical, I warners, and help us ultimately deliver solutions that
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are morphing customers and their cloud journey. What room it does we provide a
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platform for data protection and management for
the cloud era. So we're one hundred
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percent built on top of a WS
and and deliver. Are Offering as a
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service globally interm scalability, providing great
realmcy and security for a customers data.
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Right, we think that the data
is the number to answer any organization,
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one of the employees posy, followed
by the data. So how customers protect
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that data and ultimately are able to
use that data for information insight? What
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through is providing to customers together with
our sluting channel partners? Well, that
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sounds fantastic and that's kind of a
good link to my first question, because
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you probably because you use it every
day, you know as well as me
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the value that the cloud can bring
is absolutely huge interim of flexibility in term
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of in time of costs, in
time of efficiency, in term of custophoenership
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and and and ultimately we see a
lot of prospect of I've been hearing a
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lot of lots of end user it
kind of being called into moving too much
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short, too quickly to the clouds
due to the security element or the security
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aspect and and potentially the risk of
moving information to the cloud. But we
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also know that from a general perspective, it means you change, and I'm
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in the preparation of this podcast I
did mention to you my personal experience of
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walking with with Microsoft and at the
time one Microsoft was moving from an on
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premises to a cloud or trying to
push cloud solution, and we saw a
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lot of presistance in the channel.
Obvious prison because young premises model is is
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was a model that the used to
the level and and change is difficult to
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operating small business story set all business, but also because of the value of
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the contract and and probably the bottners
making more services on premises or the mystery
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the problems making more profits delivering on
premises services rather than pushing the cloud.
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So could you please show his audience
how you've seen this channel revolution evolving over
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the last few years moving to the
cloud? Yeah, really think it's a
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great kind of rewinding some history there. And mean, ultimately I think the
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most important lend is to look through
is in the of the end user and
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what business outcome are being driven through
the text back and even text backs,
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your may be, that is is
being offered by vendors and opening the channel
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partner community right those the type of
partners that we thrive with the most the
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ones that have the best interests of
their end users in mind, not leading
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with what's the best interest of means
channel, reason or, in my margin,
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my comfort zone. Right. So
the beauty about what happens in our
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industry is that's constantly evolving and there's
always new innovations that allow recently consulting partners
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to help you uminate those new solutions
or technologies for their customers because they know
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those customers business and understand the business
outcomes that the customers trying to drive and
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then they are delivering the best offerings
to help achieve those goals versus being a
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vendor reseller. So that's a very
important I think deliation between the ecosystems out
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there in the small and even large
resign community right cloud is just the next
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step in how customers business is evolving
in the ultimately write the IT operations there
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to support that function and objective.
Absolutely so I guess one of the what
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I'm hearing from your response size is
ready to fight that depart now. Should
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not think about them sin, but
they would think about the guy and use
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put them sid in the shoes of
g and user and then, obviously I
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dubbed the clouded embrace the cloud.
But if you add any use OL advice
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for channel part also, it's basically
at community that you probably meet, must
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be meeting on a daily basis to
drive in the cloud era. What would
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that be? What would they be
sure? I think first and foremost is
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is for that partner is to look
what the core value prop is that they
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offer, and that can be on
the business process, consulting, that can
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be technology experience ants, and then
connect the dots around this cloud era and
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the digital transformation. What youth cases
and what workloads are the most ripe for
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early adaptation and adoption by their customers, because you could be uniquely value lawt
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and and so if reselling communities is
connecting those dots around where their course skill
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set is combined to where there's business
outcomes to the customer, that's where I
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think good things happened. The partner
ultimately is delivering a unique value to that
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customer. For with you the trade
is and it is in profitability for the
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value services. Any any true free
market capitalism story. And so the place
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that drove operates and I think is
interesting for the post years. Your listeners
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and certainly those parts of working with
today is data protection and backup is not
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a new work right has been around
for decades. What is new is the
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modern relation of customers infrastructure, where
data reside, the applications and workflow and
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traditional backup and data protection offerings cannot
scale for the cloud era and that's where
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I think the drewest story is uniquely
valuable to our partners and, ultily,
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customers, because for our partners they
may have decades and dozens of staff experience
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and back up and restore and information
management, but you know, your offer
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is connecting those dots to the Modern
World of clouds and that deployment, and
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so there's a unique bridge we offer
to many resellers that are in the market
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today. That makes perfect sense.
I've got to as a question for your
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on the distribution mode also, as
I'm almost to all agents know, there
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is there is one your model.
Well, ven dog can walk directly with
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resellers and then on angels and users
and there is a Tutia model. What
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you've got distribution. If I was
to do a bit of a Cliche,
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but back in the days, who
I would remember distribution being a big Waw.
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So we'd have pullets of potentary salvos
and and fire walls and CD ROMS
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into boxes and all that sort of
things. But obviously all that is gone
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now with the cloud. So what
well do you see the the role of
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the distributor I evolving in the cloud
era? So you have really interesting topic
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that is being shape literally as we
speakers. Is A DISPU in the staff
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getting cloudier and you what we find
is some of the core principles that have
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made discucingiable of vendors like through verse
still remain intact. Right. It may
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not be the warehouse in the supply
artistics, as you mentioned, a traditional
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and premi hardware, but the axis
in the bailability, the trusted network,
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a distitution has weird re selling partners
and consulting partners that are vendor in the
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cloud here says may not have Y
is one of the greatest, I think,
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assets and intellectual property, if you
will, that distribution has off okay,
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and from an end use of standpoints, I'm just like a going a
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little bit of wrong from the reason
I know that these free, but from
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an end use or standpoint, you
see anything else that is brooking and us
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off from really moving to the clouds
because, again, we know the benefits,
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the benefits of messive. You don't
need to have a self room.
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You don't have the Eddech of running
over that and and that's fantastic. If
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you can also sway the blue us
or use a platform of the nature,
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it benef if it's a great now
we still see people, we still see
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the move is progressing, it's growing, but you see, or do you
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about anything? Stills not stopping but
refraining and use of from fully embracing the
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kind of actually putting or dine future
trying the cloud. I think a lot
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of it is oriented around things in
it's even things, things often uncomfortable for
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us, are right and maybe you
know less than right reasons. So I
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think operational we has play one of
the biggest thought process you that any users
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are going how they transform and leverage
clouds, what workloads make sense and why
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right. And then you know,
there's the people's side of as well,
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the operators one right, but then
the management and executive team is if there's
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a way to dramatically lower costs right, increase the experience and the value of
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the service and maybe reprovision the human
capital onto more value knowledge worker efforts in
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the IP organization versus maybe running some
more month in tasks. That's brilliant.
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So I think modern modernization like the
cloud is providing for certain workloads and data
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protection being examples. And so it's
really, I think, organizations standing their
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own business, their own operating procedures, their own people in talents and skills,
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and that's a you know, certainly
an area that a lot of our
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reselling consulting corners are highly engaged with
being those consultants and helping and users see
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the force, the trees and that
in that metaphor that says Christ thanks for
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showing that. That's what shot.
That good for you. is been coming
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back to shut no businesses evolving in
the cloud era. Could you pre show
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his Algin some six stories that you've
seen for your carrier where you waitness that
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shift walking out very successfully? So
I think you know, there's been a
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number of I think major and in
my time in the IT market right at
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a moving from main family client server, moving from physical servers the virtualized servers,
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moving spinning disc arrays into off last
rays, and I think cloud is
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another major market movement and I'll go
back to where I began. I think
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you know, the major successes from
the channel community come when its partners are
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constantly innovating themselves and the same the
core DNA of what they bring from a
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business value and with their technical competence. You and Johns are, and then
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looking around where there's places them to
help modernize for their customers but also their
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own operation. And so you're being
being thoughtful and adaptive. Is Super Important
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to all of this, because just
because it's the what we've done for the
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past years doesn't mean it's the right
same. Now, you think about the
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move physical service to virtualized service,
or that was there was a great fear
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and paranoia on many way of the
reseller community that hey, this is going
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to greatly reduce my possibility, my
revenue flow, because allows the customers to
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do more with the same asset,
which ultimately and actually was quite different,
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and freed up the ton of new
capital investment from T to go drive this
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virtualization and virtual bastion and spun off
number of other ant Hilaria, you text
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acts and services off that these channel
consulting partners ultimately had sustained long term profitability
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as a result of that so looking
at cloud as another one of these tectonic
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plates kind of shifting. And then
where are the spots for the partners to
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work with? Is is how we
see the most innovative and, ultimately,
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I think, the most successful partners
in our community showcasing that kind of behavior.
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I that's on. saw that well. Thanks for that. Tim At
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this age of the poodcast, what
was as the seven question and we have
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lots of all adience who get in
touch with geest, who post to the
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conversation. Is Up to have a
chat with you, an ast you of
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Smal question or potentially to speak about
your company, drew. Now, drew,
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I could day them to accelerate or
seq the journey to the clouds.
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So what's the best way to get
in touch with your team? If any
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of our listener wants to, wants
to to carry on the conversation with you,
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I appreciate that. It has certainly
something we would would love to entertain.
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I mean the space for in here's
a fifty billion dollars orus one market.
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Over, the pundits, the analysts
and, most importantly, the customers
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are telling us that amount of third
of that market is ripe and ready by
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two thousand and twenty to be point
cloud made of the protection and management operation.
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That's right our sweet spot. So
we are actively seeking the right type
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of partners to, I think,
display and demonstrate some of the attitude side
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mentioned around, you know, thinking
for the customer first, being consultative,
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which we'd love to engage there.
The best way to them, for them
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to reach out, is probably just
through an alias that will get to myself
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my team globally, who can then
respond pretty quickly. That email is simply
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partners thertn rs, truecom, druv
A, partners of Ducom, is the
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best way for somebody that shows interest
and follow up promptly from there. What
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team? Many things. Once again, eat was up, soucy Fundesta Tros,
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00:14:18.919 --> 00:14:20.879
you on the show today. Thank
you. Mail people, Clu.
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00:14:22.080 --> 00:14:28.990
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