 And potentially a competitive weapon. We talked a lot at the Kutuban and SiliconANGLE about how we're entering the next wave of cloud, and we all know that Amazon started it off in 2006, and the developers community belonged on to it in 2008 and 2009. Movement to the cloud was accelerated as people wanted to shift cap acts to the very expenses. And then we had their new phase coming out of the economic downturn. In 2010 and 2011, this phenomenon of shadow IT came along, and certainly many people in this audience, companies like EMC, started to focus on the whole notion of private cloud, however that was defined. And then that evolved into this idea of beyond virtualization into orchestration and management. We think now we're entering this third wave of cloud, which is much deeper integration of the business, not just my mess for less, but a true business model enabling. We think this is where your opportunity is. Jim mentioned Amazon's aggressive stance and entrance into the enterprise. Right into your backyard, it's both a threat and an opportunity for you. On the one hand, it's competition from a new player who's not only a gorilla, but they're also the fast mover. On the other hand, it's a huge market. There's tons of white space. No one cloud in size fits all. So we have this massive customer need. We have demand for your services and together the idea is that you all can collaborate with companies like EMC and fill those gaps and help transform companies' information technology operations and ultimately their businesses. So again, welcome to the panel. Can we cooperate to win success with everything as a service? Where are we in cloud, in terms of where customer adoption is? That's a great question. Cloud has, as you said, moved beyond those words to technology that every enterprise is interested in evaluating right now. Two years ago, our public cloud capability was really SMB, very much developer focused. And what we're seeing now is the CIO is making mandates and making their bets on what their cloud infrastructure should be going forward. They're making three to five and beyond decisions on cloud technologies and direction. And part of that is what technologies do I want to embrace. The other part of that is what vendors do I want to be able to play a role in this. So certainly the Amazon is the 800 pound gorilla, as you mentioned earlier, that is challenging in the ways of thinking, historical ways of thinking around delivering computing capabilities. OpenStack has come up as a challenger to that single mentality that everything has to be public. And it's giving CIOs the discretion to choose their deployment models. They now, in the Middle East, you look at the cloud as a public provider, not just a racked space cloud. HP has an open stack cloud. Dell has an open stack cloud. But also look at, do I want to deploy my own cloud in my own? Do I want to use a third market like a racked space or a red hat on HP to manage a cloud in my environment? So the cloud capabilities, I'd say IT has more discretion and more control over the deployment model than they've ever had. And it's creating some unique opportunities for various providers to get in there. You're seeing everything from appliance driven devices to commodity open compute capabilities being able to deliver via commodity software. It's a real gamut. And what we're finding is we're having to spend more time with these buyers to be able to help them really plot that course. Now traditionally, our CIO cycles were relatively short when we come in. We had a solution to an immediate problem. Now we're having more of a long term architecture directional conversation. So very different place than we were previously. So Michael, you've had for a long time been focused on solving back up and recovery problems. How has the cloud transformed your sets of services over the last several years to have the technology? What's changing? In response to that question, I think cloud for me, it's becoming more similar to how IT was purchased before. So for a while there, everybody was thinking maybe cloud would completely change the game, completely change the story and the sense of how IT was procured, how IT was provisioned, how IT was consumed by the enterprise. And I think the pendulum swung back a little bit. Back to more power in the hands of IT. Because now as you see, Amazon isn't the answer to everything. Amazon's the answer for some things, for some of the open open source public clouds, et cetera. And when you look at private cloud, private cloud for me looks very similar to the way services were procured in the past. You're getting the economic benefits of the cloud, the scalability, the cost reduction of the OPEX versus the OPEX. But now they have more control of it. You have more options of all primers. In addition, some of the issues around security, some of the issues around jurisdictional issues, if you're running production in different jurisdictions and you can't move data off the premises, you can't move data across jurisdictions. Now they're looking at different cloud. Now we're looking, especially from disaster recovery purposes, of how do we make our services available in those jurisdictions to solve the specific use cases? So bring the economics of the cloud wherever, whenever in the world they're needed. And so for us, that's really reflected the evolution from cloud that Amazon can do everything to cloud us. Which cloud do you need for which use case? So it's transformed a portion of our disaster recovery services. So of course we're able to, for the specific use cases of Windows and Linux operating systems, we're able to deploy disaster recovery services now anywhere in the world. So before some of our services, you're really restricted to our five principal data centers because that's where we have made our principal investments. Now essentially you can consume a certain layer of a stack anywhere in the world with respect to cloud recovery. So we created an open model to where no matter where you're running your production, we can make that available for you if you're running a virtualized environment. So that was in no way possible prior to the invention of the cloud. And so that just shows one of the evolutions that we've been able to make in summer. All right, so Kevin, in the context of where we are, I'm interested because you have a background in technology and architecture, how the architecture is evolving. Much of the audience here is focusing on hybrid clouds. How is the architectural model changing and evolving to accommodate the cloud? So I think that's a great question because it follows the progression of where people are. And you think about every client I call after less three years of using cloud frequently go to the CIO and they'll know. And so you go back and what they're seeing is their cost and the rears. They're seeing these issues. So when I go out to a client, go to a client in South Africa and they're working with one cloud provider and then they say, I'm working and my infrastructure is 90% VMware virtualized. And then I'm going to work with another cloud provider, say, on the West Coast of the US. And what they'll tell you to play out is either struggling the tidal pieces together to architect an integrated solution. They're struggling to create the management because self-service is great for development tests. But when you get past development tests, there's actual business processes that you want these things done with. And so you find out that huge portions of the state are not being backed up as an example. As you start to find out that they're really not pulling together an integrated solution so they're getting an isolated project potentially driven by a business organization potentially driven within their own IT shop. And then they go to bring it back together and integrate it. It's sort of the role of IT. The pieces don't come together. So it really is changing the approach of A, how do you define your policies? How do you run them through an automated stack so that you can deploy the same policy whether or not I'm putting it into a public cloud which might be perfectly appropriate for some workloads or a private cloud in another environment in which region do I want it in so that I'm protecting my data and country rules in Europe versus my fear of the Patriot Act that we see in Australia. And so how do I define those pieces? So what's changing is the architectural view. And everyone's been working virtualization for the last five years. It's hard stuff. So they're looking for people who can come in and provide the policy and the management across it with the consistent view of how you do that thing. So it opens up the right way to start to drive towards some of that. But in many cases, it's just a percent when we built ours on VMware. So I can take a client and I can say, you know, your work with everyone there can run exactly here because it's built on the same stack. And I have one API that I can reach in every region of the world. And whether or not it's hosted cloud in our late center or private cloud in our late center or public cloud, it's the same API. So I can invest in that automation that actually lets me get my handle around those business policies. And that's what, you know, so changing the architecture. The architecture questions are less of value. What server was that machine doing? And more about how do I interface to it? How do I drive my application to cause the business event knowledge to trigger an IT event in response? And so you start looking at all those pieces and it does change how you have to build it and what skills you need inside your late center. It's not the same guy. It was really interacting and stacking, right? It's somebody who starts the thing through business policy and automation. And so we see a lot of requests that help them get paid policies defined and then get them implemented across the entire state cloud, not cloud across the board.