 I'm sure it's going to be fine. Okay, let's then start, I would say. Let's start with Tabie, you know what we need to do when we start. Everybody smiles. Okay, and I think I will not get interrupted, hopefully, this year on. Yeah, she's asleep. With all my kids bashing through the door, I hope they just stay there. Hello and welcome everyone to a new video from our Azure Stack Hub partner solution video series. My name is Thomas Maurer. I'm a Cloud advocate at Microsoft and I'm joined as always by Tiberio Radu from the Azure Stack Hub engineering team. Hey, how are you today? Hey, Thomas. Hello everyone. I'm doing great and I see you've got the right t-shirt on, so that's awesome. Absolutely. I always try to match the kind of like vibe it's going on. Or it was just top of the laundry, I cannot remember. Okay. So we are having another very interesting partner today we're going to talk to. Who am I going to talk to today? Definitely. Today, we're going to talk with Umbrella. They are a partner that's actually focusing on both providing managed services, as well as a platform that their customers can build solutions on top. So as we went through these series, we've met with both partners that provide platforms, partners that build solutions on top, that provide managed services. So it's a range of partners. Umbrella is providing both the IaaS platform if you want, as well as all the way to actually using App Services and PaaS and that sort of thing. Marcelino will go in more details on these and I'm sure you guys will have a great time. Oh, that's awesome. I'm really looking forward to talk to Marcelino. By the way, so welcome Marcelino. Great to have you on our Azure Stack Hub Solution video series. So, Tippi introduced me a little bit to you and your company, but I obviously want to give you the opportunity to explain a little bit more about yourself and also obviously the company you're working for. Yes. No, thank you very much, Thomas and Tippi. It's an honor and a privilege to meet you guys and to be here. So basically, I'm Marcelino. I work for Umbrella. I'm a Cloud Platform Specialist. I look after our 12-node Stack for Umbrella. Umbrella is a cloud-based company focused on empowering our customers and re-sellers in making the most of Microsoft Cloud to digitally transform New Zealand businesses. So that's in a nutshell what Umbrella is and what we do. That's awesome, especially I like the locations or you're based in New Zealand. That sounds like a lovely place. I would love to visit one day. So, you mentioned that again, you're like a service provider for your customers offering Azure Stack Hub to your clients. Can you explain a little bit more about who your clients are and what you're offering to them in that sense? Yes. So, we have a mixture of clients on Stack ranging from small businesses that have a few computing storage to large businesses. Like one of our clients where they're in the health sector. Look, I can't go too much detail about our value clients, but that's just the range of clients who have the mixture ranging from very small compute to a large enterprise of customers on our platform. It's multi-tenanted. We do have good solutions in place for our clients and we do have managed services that we offer through our portal and it makes it really good for our customers because we have our own portal and from there, they can go and purchase anything they want with Azure Stack and services that we offer for them. Okay. That's awesome. That's quite a lot of things you offer there. So, first of all, you mentioned that you have a multi-tenant Azure Stack. So, meaning that you can offer the same Azure Stack infrastructure to multiple different customers and they can use their own Azure AD tenant, right? Yes. That's correct. So, that is fantastic. Then the other thing is you're not just selling, as far as I understood, you're not just selling the Azure Stack and customers can go through your portal and buy Azure Stack and they get access to the Azure Stack infrastructure. You're also adding some additional value by offering managed services. Now, that's great. Again, I love what our customers and partners are doing with that. Going over to ask you a little bit, okay, how you actually the journey begins and why did you decide to go with Azure Stack Hub and how does it fit in your overall hybrid solution you're offering? So, yes. We chose Azure Stack because, as you know, New Zealand is a very small country on the map, just a very small country. So, we don't have Azure public and the decision around it was for us to have our own Azure public in Auckland or New Zealand and this is how Azure Stack came about and this is the journey we pursued and we wanted to become the gateway for our clients to use Azure Stack, not only because everything gets kept in a data center and within the country but then also helps him move to the cloud and start moving some of the resources from on-prem to the cloud. So, Azure Stack for them is effectively the cloud but they know it's in New Zealand, you know? So, that was our journey and to make it a hybrid feeling for them so they know that when they get to the cloud this is how it's gonna look and feel and just to give them that kind of experience. Okay, also again, we had a couple of cases where this is absolutely interesting where on one hand you're building this to give customers the choice to have it in the data in New Zealand, right? And having these offering not just the data but also getting like cloud services like consistent cloud services with Azure in New Zealand where they can have IaaS and PaaS services and so on using Azure Stack up and that. And as far as I understood it's also interesting like you help customers also prepare kind of like modernizing their infrastructure on your Azure Stack Hub like so they can when they go to the like they can also go to public Azure as well for some services. So they already prepared for that, right? That's great, yeah. Okay, so now this is absolutely great reasons to use Azure Stack Hub. What would you say is like how are you providing or how are you using platform to provide value additional value to the customers? Yes, the platform features we are using for our customers is the infrastructure as a service for them platform as a service. We have Azure apps as an offering, Azure functions. We also use the foundational storage and key vaults. We're also waiting to trial AKS. We have a client to potential client that wants to use AKS on there. We do also use ARM templates. We've also automated one of our client deployments using ARM templates with Azure Pipelines where we deployed basically the whole compute infrastructure system, you know, the basics, the networking, the compute, the storage, even key vault. And we did that within a few good, should I say minutes to Azure Stack Azure Pipelines. So it's really good knowing that we could automate some of the stuff for our clients. So we have a variety of different features that we can provide for clients. And not to mention, they able to on-sell as well, you know, so they able to sell these services for us as partners, as valued clients going forward. So they potentially can sell Stack for us as well under their own subs. Okay, that is interesting. So there's like, again, I love the story where you get actually these consistent services. Again, like you get IaaS, like Azure IaaS right on Stack and then like serverless with functions and stuff like that. But then you also mentioned the reseller part. So you basically, if I understand that correctly, you basically offer your Azure Stack Hub services to obviously customers, but you can also offer that to partners basically, which then can go out and resell that on the same Stack, right? Yes, that's correct. Yes, basically. And we have our different, you know, quarters that we offer. So we have the way we've distinguished it to, we've got a pay as you go for our normal clients. They can use that for anything that they want to on the service. And then we also have one that we've labeled as cloud reseller pay as you go. So that distinguishes the difference between it too. So we can actually have a look at see exactly what's happening on our infrastructure. No, that's great. I really love what like the way you describe what the offers are with the hybrid consistency, but then also I really love the story with your like reseller part because I think we haven't really, in this series we haven't really talked about that and it's great to see that this is also a possible way. So with that, I know that obviously some of our viewers will have definitely more questions and they will want to find out more about you and your company. So if they wanna find out more, where should they go? Yeah, I mean for our clients, I mean the easiest is just to go to our site, which is www.Ambrella.com and they'll have everything there. They've got the about the contact and to obviously getting in touch with us, through all the relevant links on the site. Okay, that is perfect. Thank you very much, Marcelino. Thank you very much, TB for introducing me to umbrella. Again, we had a very good talk. Make sure you check out their website. We will put the link in the description of this video so you can easily just go down and click on it and you get the link. If you have any questions, feel free to leave a comment and with that I wanna say thank you for everyone for watching and hopefully see you in the next one.