 We have Tony Parkinson, he is for the, for SMB actually, he's the director of SMB. So we're going to get some good information here. He can, he can, Tony come on in, slide behind Callie there. All right, live on TV, okay. You are live. Tony, welcome. Thank you very much. So how are you enjoying the conference? Fantastic. Yeah? It's awesome. I'm saying, you know, we've got the customers here, which is, which is awesome. We have our partners here and we have our, our own people here. So best of all three worlds. And we've also got our, you know, partners here in terms of our channel partners as well as our key sponsors that we work with. Of course. So, you know, it's really that synergy that we have across and the way we do our business. Okay. So, you know, our focus here is, is to really listen to what our customers want. It is, you know, our mantra is to be the trusted advisor for our customers. It's really important that any way you can do that is to, to meet your customers and listen to them. Do you have your S customers here? Do you have some of their smaller customers here? We have some of the smaller, absolutely some of the smaller customers here. And if you look at, you know, our ecologic platforms, you know, a lot of those smaller customers. And I think we're categorizing them as smaller growing customers. Okay. You know, the entrepreneurial guys who want to, who want to start off small and grow with Dell. So they're very aligned to, you know, to what Dell does best is being entrepreneurial, help those small guys become the next, the next, the next, you know, hostess or the next twitters or the next Facebooks. Because, you know, they also characterize a lot of, you know, storage usage, which is really critical for those customers as, you know, these mobile devices drive a lot of content. So, you know, we have our smaller customers there. We have our medium customers here as well. And our partners who address those customers are also with us today as well. So talk a little bit about what your job entails. And obviously, you've kind of gotten into that just a little bit in terms of your customers. But what drives your daily to-do list, if you will? I got a great job at Dell. I'll be honest. I've been here with Dell for almost two years. My charter is really to continue to build the infrastructure to sell our solutions to our customers globally. So the great thing is I'm 24 time zone. So, you know, we have, you know, a lot of activities globally. So what practices can we share from the different countries globally? Also, our customer needs are different around the world. Of course. So, you know, it's certainly not one size fits all model. And certainly, you know, the customer pain points are slightly different across the globe. You know, the great thing I have is I have a conduit of information coming in from different touch points in the countries. And we can assimilate that. And I think that one of the hallmarks of Dell is, you know, at the time it takes for a customer in Germany to say, hey, you know, I've got this challenge to get that back to the right people who can help solve that solution set is very short. So we're pretty flat organization, which is always nice. So not a whole lot of bureaucracy to wade through. And, you know, I think that's also being one of the great things about working here is, and as you've seen, we're very, I speak to the partners, we're very transparent. We're not hiding any hidden agendas. And we do have a strong strategy of taking a lot of the poor assets that we've acquired. So my job entails really, I'm a, I see myself as a facilitator. Okay. Right. So I facilitate best practice sharing, information, but also feedback. So it's a two way street, you know, we launch our products. And then after we launch them, then it's a continuous learning process on what do we need to do for the next generation of platforms and solutions? Yeah. What are the, what are the new trends that we're seeing? You know, cloud is obviously a, is a huge discussion point for our customers. You know, the customers say, well, what are the, what are the, it's a journey. Right. For a lot of our customers be they small customers going to large customers as a journey. Customers moving from, you know, how do I, how do I leverage the best elements of the cloud? So they're coming to doubt. And that's that trusted advisor that we're really, you know, working on across services, across the platforms themselves, but also, you know, you know, to shoot the breeze with our customers. Some of the suppliers are trying to deliver cloud in the box. Right. So they've got a, okay, here's your, here's your thousand seat cloud. Here's your 5000 cleats seat cloud. And what's Dell's response to that? Yeah, I think that's a, that's a, that's a great question. I think cloud is still evolving. And what we see it as, you know, it's this journey. It's a journey across, I think the first step for a lot of the smaller customers is a lot of them haven't virtualized yet. So realistically, to get to a cloud infrastructure, be it on-premise, off-premise or hybrid, really the first step is to virtualize your server platforms and server applications and then your storage applications, because there's a lot of similarities in a cloud environment compared to, you know, to a virtualized environment. Putting it in a box by definition, that's, that's a constraint. That's not part of our DNA. Yeah. Constraining customers and putting them all- You are sort of built-to-order, right? Yeah, I think it's built-to-order, configured-to-order. But, but I think, you know, by definition that, that really does constrain customers. Okay. And we've got customers on, once again, this continuum. I met customers who only have clients in their premises. They have no servers, no storage. You go to the next guy and say, well, there's no way that I'm going to let my data off my premise. Right. All right. You know, clearly security is always an ongoing concern with our customers. But, you know, on the security side, I'm curious. Yeah, we were talking about this before. Securities come up a lot in the context of public cloud, using public clouds. Right. What, do you have some strong partnerships in the security area? We just acquired a company called SecureWorks. Okay, so talk about that. So SecureWorks really is an assessment. So what SecureWorks will do is they'll go and do an assessment of that customer's infrastructure to see, you know, how robust their security infrastructure is. Okay. So SecureWorks does assessment services? It's a services organization. How big was the company? I don't remember the specifics, but, you know, how much did you pay for it exactly? Yeah. Sorry, I discussed that. They signed the deal. It's interesting, talking to the customers, you know, they're saying, wow, we're starting to see a lot of the acquisitions you've made over the last 18 months kind of gelling together. There really is a lot of thought process behind why are we acquiring? One of the companies we recently acquired called Boomin. Yes, yes. All right. So you talk about cloud. So talk about Boomin. So Boomin, what Boomin does, one of the challenges for our customers when you move from a traditional on-premise application environment, when you move to cloud, your applications actually have to move to the cloud. And a lot of applications have to talk to each other. What Boomin does is sets up a wizard type environment. So if you have salesforce.com, and you've got a legacy database, and you want to populate that, so there's a linkage obviously between salesforce.com and that database. So you write to the APIs and... Yeah, so what Boomin does is they've done all that for the most popular applications. So it reduces that time to move to the cloud. So once again, we have a specific cloud strategy and Boomin will play a key part. They're the leader, they're the top of the quadrant, whatever dynamic you want to say in terms of innovation and... That would be the Gartner Magic Quadrant thing. The thought leadership piece. But Boomin, once again, helps facilitate customers moving to the cloud. And they can do it also for legacy applications. And they can help for both public cloud and private cloud? Yes, private cloud is still a cloud, but it's internally. So you still have the same challenges as you move your applications from traditional applications to... So I'm on SAP and I want to go to Salesforce because I want that in the cloud. It does the integration for that. Boomin can help you do that integration. Okay, I've got my email on exchange and I want to move to... Where do I want to go? You might want to go to a cloud-based Office 365 when that comes out. Okay, so... There are no applications for you. What was that? That's public, so they're more probably... But it's really more for the legacy applications. So the older applications that are... Even proprietary applications, we can help those customers accelerate that deployment into these new applications. But how does that really take away the security risk? It doesn't take away the security risk per se, because obviously you have to do that in conjunction with the SecureWorks team. So security is... There's many facets. There's the physical security, there's the firewall, how you do your client management, which also ties into what we do at Case. So the case acquisition helps with the client management. So making sure that the portable devices are secure, have the right patches, firmware releases. So the case is a device that sits inside the environment. It's a physical device? It's a physical device, it's also a virtual version. But that's really a client deployment. So if you want to deploy a whole bunch of laptops with a consistent image, that will help facilitate that. I see, okay. Now, the great thing about this IP that we have, we can scale that down. So you'll see over time, a smaller case device. So if you peel back the onion on a lot of our acquisitions, a lot of it's software. Case is basically a software acquisition, boomie software. If you peel back the onion on the other acquisitions, SecureWorks is a service. So that we're building a lot of skills in core software capabilities that we've never had before. What other plays do you see on the services side? On the services side, we have a very strong, what we call, attached business to our physical. So if you buy a Dell laptop or a Dell server or Dell storage, we have very strong pro support capabilities, even beyond what our competition has. So we'll expand our support beyond just the physical device to the software and the applications. Clearly, consulting is also a huge opportunity for us with Perot. We want another large opportunity. So talk about Perot. Yeah, we'd love to hear a little bit about that. So I'm not an expert on Perot, but Perot. That makes two of us. But clearly, Perot, the very strong, the historically has been very strong in medical environment. So we have a huge medical practice globally and tied that to very capable platforms. So Perot also has a lot of consulting capabilities beyond just the medical. So we're looking at SAP, we're looking at exchange, we have a very strong exchange practice, same as the SharePoint. And what we're doing with Perot is leveraging a lot of those core, repeatable skills outside of the US. So making investments in Asia Pacific and also Namia. Oh really, okay. Perot is still fairly US-centric, but we're spreading that. And a huge investment from Delta make that service. It was a big investment. It's been a very successful investment for us in terms of just enhancing reputation. That's one of the things that can't underestimate the importance of acquisitions like compelling. It just gives us that credibility. So many customers I've met hadn't really considered us. Even though we were reselling EMC, they didn't really see us as a true storage vendor, the true storage partner. It's all around the enterprise credibility, and we've got it. I'm saying we're winning every day of the week against the best in the industry. Did you actually stop reselling EMC today? No, no, we still do some. Yeah, we still still some. That's more. If a customer begs. If a customer begs. Well, not begs. No, I understand. I understand. Here's a list of things you have to do in order to get it. But migration from one platform to another is difficult. Well, it certainly is difficult if you're an EMC customer. And that's a forklift. Get the forklift upgrade out. And that's one of the hallmarks we have across the ecological platforms and the compelling platforms is, in fact, one of the challenges we have with the compelling team, going back to our financing organization, is how do you do a 10-year lease on our key equipment? Because potentially, there's no reason to say that that platform couldn't still be in 10 years time, still be upgradable and changeable. But now, on the EMC piece, clearly, if the customer has made that investment in EMC and wants to buy that platform from Dell, we'll have that discussion with them. But at the same time, we'll say, hey, let's also work out a migration strategy to get you off that platform onto another Dell Store. So have you been building out a set of migration services? Or your partner's doing that? How's that working? Well, compelling has inherent in the platform a very simple data migration service. But there's more to it than just a simple data migration service. It really depends on what you're migrating to and from. But we know Dell offers a service for data migration. I offer the same for Ecologic as those customers move off older legacy data storage systems. You roll a lot of software into the bundle. Do you roll services into the bundle, too? Or is that an add-on service? So the data migration service is typically an add-on, depending on how much data they want to migrate, and also looking at the assessment. Most of the services are your traditional breakfix type services that are standard on the platform. And then we had mission critical services to complement that, depending on, once again, whether the customer needs two hour response time, depending on the mission criticality of his environment. So across the spectrum, we have services from simple breakfix right through to complete outsourcing. And we want to expand all of those capabilities and also working with our partners to make sure that they can extend their services to the customers as well. So let's switch gears here a little bit, unless you want to keep on that track. Let's talk about mobile. How is that affecting your customers? This one that keeps going off. No, this is one of the Dell... Oh, oh, oh, oh! Then you probe. Oh, they're giving away a Dell streak here at the conference. They are. To everyone? No. To you though, John, no. This is a Windows 7. This is the Dell Venue Pro. And we also have the Dell Venue, which is an Android version. Okay, you have an Android and a Windows. So it's your choice. No question. These things are really changing the whole, a lot of the dynamics in the way people run their business. It's a challenge for our customers. Oh, and your wife is calling you nice. I won't answer that. She doesn't want to be on TV. No, there's no question. These mobile devices be they smartphones, tablets, laptops, still a very significant business for us. It causes a lot of headaches for our customers as well, because they have to manage these disparate devices and trying to get making sure that that discipline there is to make sure you patch these things. Because these things now you start to see.