 Winston Edmonton here with Studio B, IBM Edge 2013. I've got Norbert Dallalibi from Glasshouse Systems. I understand that you were recognized by IBM today. Tell me about that. OK, Winston, we won the award for our performance in storage. And that is something that's very important for us because it is a big strategy that we have. What we realize when we look at the environment today is that data has become the most critical asset for enterprises. And that's what we're focused on. We are focused on large enterprise customers. And when we look at what they're doing right now with data, like there's been an explosion in the last few years in terms of the amount of data and the type of data that our customers need to deal with. And the approach that we've been taking is to work with those customers as consultants to look at what are their business requirements, understand the technical aspects of what they're trying to do, and come up with a solution that really meets the requirements for exactly what they need to do in terms of their business. Gotcha. And that has become very successful for us with our customers because they do appreciate it. Well, tell me, because I hear this a lot, and just for the folks that maybe are very interested in everything that's happening here at IBM Edge, tell me about this explosion in data. What is the root source? Why all of a sudden are these companies just now dealing with too much data that's more than they can handle? Where is this coming from? Well, it's coming from everywhere these days because there's been an explosion in the type of equipment that customers and users and consumers are using. So everybody today has smartphones, tablets. Everything has been digitized. So whereas before it used to be only the typical corporate financial transactions and so on, now you have an explosion of data in terms of pictures, videos, text from Twitter to social. And all of that data is coming together. And enterprises now are realizing there's a tremendous amount of information that they can action, that they can take advantage of if they understand their customer. What is he thinking? What is he doing? And taking advantage of that huge amount of data becomes very critical for them. So as consumers gain more tools and they're accessing their information in more ways, it's just creating this kind of build up of data. And that's only going to increase. I mean, you've got smart thermostats and smart refrigerators and you're going to, I mean, just the data is going to exponentially increase. So you offer solutions that can help manage that. But rather than just have kind of this junk drawer full of just stuff, you can actually manage it and like you said, use it actionable, interesting. And that's what we do. Like we take advantage of all the development and the R&D that IBM has done. They've created fantastic products. They do understand the enterprise. It's one thing to collect the data, store it, but also how do you manage it? How do you protect it? How do you secure it? How do you use it in a way that actually you can take advantage of? And from that perspective, we have a tremendous relationship with IBM and we leverage all the products that they've developed. And that is our expertise. We have people who have a long experience in the enterprise who really understand this environment and we work very closely with our customers in this consultative fashion to really come up with a solution for what they need. I like that. Let's talk to some potential customers that maybe they're in a situation where they're just realizing that, you know what, we do have a lot of data that we're not using effectively. Walk us through what a consultation or what that process might look like if they give you a call and you come out to help. Absolutely. The first thing we would do is to ask them about their business requirements. What are they trying to do? Who are they trying to find? Who are they trying to target? What kind of data they're collecting today? What kind of data they would like to collect? And then translate that into what we call a data infrastructure and really understand how you should put it together because not all data is the same. Some of it is very critical in terms of being absolutely correct. Some of it is making sure that you can collect it all and analyze it maybe not in real time or in real time. So we really spend the time to understand what are the business requirements and taking the time from there to build the technical data infrastructure for them and show them how they can migrate from where they are to this new environment where they can actually explore that data. It's like a strategic kind of data map that just shows them where they are, where they want to be and then you've got to help navigate. Yes. Interesting. Very good. Walk us through what may be a case study, maybe a business that you've helped, not a specific business, but a type of business. What were you able to extrapolate and how were you able to create some additional business opportunities? Okay, so one example was that where a customer already had a number of data, how would I say, containers, lots of different places within the enterprise and they were trying to see how they could put it all together and manage it in a way that was unified. So we sat down with them, we went through all the different requirements, all the different things that they already had installed and what they were looking for in the future and we came up with a solution that actually took advantage of what they already had but being able to manage it in much easier way, much better way and control it and build from there in terms of the future. Okay. And a very satisfied customer from there. Very good. Now, I would imagine the first hurdle that you might encounter are folks that are dragging their feet. They don't want to change, change is difficult but let's say you overcome that hurdle and then another hurdle sometimes is financial aspect. Sometimes organizations feel like they can't afford to make this happen. I noticed that you actually offer some financing opportunities that can help organizations that know it's time to get this done to somehow get it done. Tell me a little bit about that. Absolutely. There again, what we do is we leverage the IBM financing, IBM global financing offerings. So we do understand the environment and what customers need to do in terms of cash flows and how critical cash is. So we do leverage again some of the offerings that IBM has and we bring them to the table to the customers so we can show them quite often solutions where they end up spending less per month than what they were spending before and at the same time taking advantage of the new technology and building from there. Pretty exciting. For folks that are sold now, they've heard what we have to say and they're ready to move forward. What's the best way to get in touch with you and learn more? Oh, easiest ways to find us on the web at glasshousesystems.com and we would be delighted to meet with you and like I said, spend the time to understand the business and help you out in terms of a big data infrastructure for you. And there's no risk in at least having a chat and kind of seeing what it looks like so you might as well get that done. Absolutely. Fantastic, thank you. Norbert, thanks for joining us. Winston Edmonton Studio B, shining out.