 Smile. Okay. Ready. Hey, welcome everyone to a new video of our Azure Stack Partner Solution video series. Again, I'm happy to be here with Tibi from the Azure Stack Hub team to talk about different partner solutions. Tibi, first of all, how are you today? Secondly, who I'm going to speak today? Hello, Thomas. Hello, everyone. I'm doing very well. The weather is cooling down, so it's better now. Today, we're going to have a interesting partner with us. CloudAssert is a partner that's working with other partners to enable solutions for the customers. They're spanning multiple workloads and they are looking at the things from a billing side all the way to actually adding RAPs and adding solutions on top of Azure Stack Hub. This is a partner working with partners, in some cases, for other partners. So you mentioned partners and partners and partners. Isn't that somehow confusing for customers at the end? Right. So this is an important distinction. From a customer perspective, a customer would only interact with a service provider. So for them, it would be a bit black box, how the solution is actually provided. In the back, we always have a number of partners that are teaming together to provide that solution for the customer. This is more like a SaaS-like offering. Of course, it depends on the offering, but it's a partnership between multiple partners to offer the end-user, the end-consumer, offer them a flawless experience and offer them a streamlined experience if you want. So even though it's confusing for us, that's one of the points of this video series, to highlight these things and to highlight what goes into these solutions in order to make it seamless for the customer. Okay. That sounds perfect. So for the customer, it is not really like, he doesn't really need to know about all what's going on behind the scenes. It makes it really easy for him. Okay. I'm really looking forward to talking to Cloud Assert and Ravi. So thank you very much for introducing me, and we'll talk with Ravi now. Hey Ravi, how are you doing? Nice to meet you. Can you tell me a little bit more about you and about Cloud Assert? Sure. Thanks Thomas and Tibi for having us, and thanks for doing this series, for highlighting the partners who are working day in and day out on the Azure Stack Hub. So it's a great effort on your part guys. About Cloud Assert, so we are an independent software vendor, product and services company focusing on hybrid and multi-cloud space on cost management. We are a Microsoft Gold partner with a very long-term partnership with Microsoft. We work very closely with Azure Stack Hub team, several other teams to bring comprehensive solutions for the Microsoft partners, and we will talk about various solutions that we have for Azure Stack Hub today as well. That's awesome. I'm really looking forward to that because I remember Cloud Assert was really early involved in developing solutions for Azure Stack, where it was called back then, but now Azure Stack Hub. So I obviously had some very good experience with you as well in the past. I'm really looking forward to that. So TB mentioned to me that you're actually building solutions for partners and customers and so on, and it can be a little bit confusing in the back end. Obviously for the customer, it's very easy to use. But can you explain a little bit more about who your clients are and the customers you're working with? Sure Thomas, that's a great question. So we have broadly three types of customers. So we have customers across the globe. Our solutions have been deployed in all various data centers, both enterprises, service providers, and whatnot. So in that angle, we have three broad categories of customers, enterprises, enterprise IT shops, and service providers, and OEMs. The solutions that we have cater to all these three broad category of customers, and again, today we will give a highlight of how our solutions fit for these three types of customers. That's great. Again, looking forward to that, because I remember I worked with a couple of different service providers in the past, where obviously they worked with Cloud Assert for their Azure Stack Hub solution, but also for the Azure solution and so on. So my first question usually is like a little bit, why Azure Stack Hub and how does it fit in the overall solutions you are building? Sure. Why Azure Stack Hub? So we are like you mentioned early on, so we are a very early promoter of Azure Stack. We worked with Azure Stack Hub team even before it was coined, the name was coined since 2014. So we believed in a strong private Cloud platform that will help enterprises modernize their IT, that will motivate enterprises to kind of adopt the public Cloud, but have a staging area for moving their workload from the traditional virtualized platforms to modern Cloud platform. So Azure Stack Hub was a fantastic, strong answer to that question, right? And who other than Microsoft could deliver that because of the strong partner base and strong footprint in the enterprises? Microsoft was well positioned to have providing this type of service. So we were strongly supported such a platform and we kind of adopted and started adding solutions on top of Azure Stack Hub since 2014. And this we are seeing in the last couple of years, Azure Stack Hub providing that value proposition to enterprises and through service providers again to enterprises and whatnot. So in that aspect, we are very happy that the industry is kind of going towards the hybrid model and Azure Stack Hub has been primed to take it forward. Okay, yeah, that's absolutely true. I believe that that is exactly why I think we're very strong there. Obviously, as you said, we're working very early on with customers in providing them obviously services in their data center, but then also our hybrid portfolio which I always like to quote Jason Sanders who brings up that we're basically saying we believe that hybrid is an end state for our customer and not just an in-between state until everything is moved to the cloud, right? And I think that is a very important part. But now let's talk a little bit about more of your solutions and how you are actually providing value to the customers and partners you're working with. In our previous discussions you mentioned, for example, things like multi-stamp management and billing and so on, but there I know there's a lot more to talk about, right? Definitely. So Azure Stack Hub has a strong portfolio of services and more and more services from Azure are being delivered through Azure Stack Hub. But for service providers and as well as enterprises, there are certain practical scenarios that are still required attention. For example, tracking the utilization and monetizing that Azure Stack Hub resources across multiple stamps is an area where Cloud Asset adds value and has an out-of-the-box solution for both enterprises and service providers to track utilization and monetize those resources. Cloud Asset helps the customers to manage multiple Azure Stack Hub stamps through automation, through single pane of glass experience and a consistent experience. Whether you have one stamp or multiple stamps, Cloud Asset can help you manage them from a single pane of glass experience. We bring multi-cloud, the hybrid cloud, inside Azure Stack Hub. So your end users, the customer's end users, they can use Azure Stack Hub portal as a single portal to kind of access all your data center virtualization platforms like VMware, OpenStack, System Center, VMM and whatnot, as well as the public cloud like Azure, AWS and so on. So we bring that multi-cloud hybrid nature into Azure Stack Hub, natively built inside the Azure Stack Hub portal. We also help extend the Azure Stack Hub to the existing services like, it may be a Dell EMC Isilon. So we have solutions that help you extend Azure Stack Hub storage with these industry leading solutions. We have more such solutions for backup, recovery and whatnot. So we will talk a little bit more on some of that today as well. Okay, that's awesome. So one of the solutions you just mentioned, again, we mentioned before, is multi-stamp management. Can you tell me a little bit more about that, how that works and what that actually means? Sure. We are grateful that the Azure Stack Hub has become kind of one of the leading solutions used by most enterprises today. So because of that popularity, we are seeing more enterprises are deploying more than one stamps, right? It may be for the, having a stamp per region or it may be for different departments or different needs like DevTest lab versus production grade stamps and whatnot. So enterprises are seeing themselves managing multiple Azure Stack Hub stamps. So it becomes little complex operation wise to manage multiple stamps today. So what we have added a value added solution is to enable these enterprises to manage whether you have one or 100 stamps, manage them in a very optimal way to reduce the operator cost for managing each stamps from scaling up. We are helping them to bring the efficiency of managing the stamps. You can have a certain small set of operators manage even 100 stamps through our automation for the multi-stamp management. We bring in consistency across the stamps. So with few clicks, you can make all these 100 stamps have the same marketplace experience, same VM images, same updates and whatnot. So today, if you have to do that, you have to log into each of these Azure Stack Hub portals or log into the PowerShell to manage each of these stamps independently, right? Individually. So we kind of solved the problem of having a single consistent way of doing things through automation and whatnot. This improves our customers, Microsoft partners to bring in the customer satisfaction and engage the customers in a much more consistent way. If you log into a one stamp or another stamp, your end users are going to have the same experience, same set of marketplace images and whatnot. And we have dedicated team working on delivering value-added services on top of this. So we have monthly releases. So we enable the enterprises and the service providers get to market faster and manage multiple stamps super easily. So the return of investment is realized by the cost savings your team have to do. The enterprise and the IT operations team have to do to manage these stamps. So this is, again, this is great. I love the multi-stamp management. We have a lot of customers asking for multi-stamp management because they're running multiple stamps. And so this is a fantastic solution. I know you also do a billing solution. Does this also span across multiple stamps or how does that work? Great. So that's a great question, Thomas. Basically, the multi-stamp management solution includes billing. So we collect the data across the stamps and provide a single view of all the utilization that's going across multiple stamps. And if you are a service provider, you can put pricing profile rate cards on top of that and generate a single invoice across the stamp resources for your end users. So for that, Arvin will be able to give more information on the billing. Oh, hi, Arvin. Nice to meet you too. I hope you're doing great. You're also working for Cloud Asserts. So can you tell me a little bit more and explain to our customers who you are and what are you working on at Cloud Assert? Yeah, thanks, Thomas. So yeah, I've been with Cloud Assert as part of this journey over five years now and I'm part of the leadership team at Cloud Assert based in the Seattle region. So talking about the Cloud Assert solution for Azure Stack Hub focusing on usage and billing, as you would imagine, managing Cloud spend or having visibility into what exactly are my ongoing usage and costs and being able to control it within my budgets or being able to take timely actions to optimize it, remains a top priority, whether you're investing in public clouds like Azure, AWS or wherever, or even within your private clouds like Azure Stack Hub. And particularly, when it comes to Azure Stack Hub, there are two perspectives. There is the operator and service provider or enterprise perspective that operates the environment. And then there's also the consumers of the service itself, right? So as a consumer, I want to be always wanting to know or have visibility into what exactly are my resources. Am I really utilizing them, not utilizing them? How much am I, what are the ongoing costs that are related to it? And then being able to account for it and take timely actions as necessary to optimize, right? And then from an operator standpoint, from Azure Stack Hub, they need to be able to decide which services they want to offer to the tenants. And depending on who the tenants are and what kind of workloads they're going to be making available for the tenants, they need to be able to set custom pricing to determine how they want to charge for those services depending on the context and depending on what scenarios and those going to be and depending on the size of the instances, what not. And there are various factors that influence how you want to price a particular service. So as an operator or a administrator of the Azure Stack instance, I need to be able to model my services and be able to set custom pricing and say from a service provider scenario when they have multi-tenanted Azure Stack Hub instances, I know like in a CSP scenario, they need to be able to set custom pricing by customer, right? So you need all the flexibility to be able to identify an optimal way to charge back for your services and then be able to also have visibility from an operator standpoint, what your end customers are consuming, what their costs are and how does it align with, say, what you are spending as infrastructure costs for running Azure Stack Hub? Was this, what is it that you're recouping as revenue from your end customers as well, right? That's for an enterprise scenario, it could be not necessarily charged back. It depends on whether it's a large enterprise or a small enterprise, right? So they may just want it to track the consumption for showback purposes or they might want to make their independent business units responsible and accountable and they might want to have their respective units track their own budgets and then they spend against those budgets. So whichever the case may be tracking ongoing costs and spend becomes a top priority for enterprises and service providers, I like. So from that standpoint, the cloud-set billing solution has been architected. Now, in fact, this is something that we've been working with service providers and enterprises for over six years, right? Now, we have the same solution available when Windows Azure Pack, the earlier, take of Azure in your data center story, we have customers across the globe using the solution which has brought all the goodness and the learnings and every single nuanced configuration that a service provider would need in different parts of the world, built into our solution in form of various flexible pricing configurations like pay-as-you-go model or fixed fee model or targeted pricing for customers or running promotions based on seasonal offers, so on and so forth. So just simply mirroring Azure public cloud pricing for a given market, you know, when you offer the same service by Azure Stack Hub, right? Just to make it easy for customers to understand the pricing. So, you know, all the belts and whistles to make our solution really robust when it comes to price. One thing, the usage from Azure Stack Hub for all the services that are being provisioned and then being able to aggregate it on a daily monthly, you know, grains and then being able to provide visibility to their customers or end users on what the ongoing costs are and then generate bills at the end of the month and send notifications if you're crossing a budget threshold or usage threshold and so on and so forth. So this way, you know, as an end customer and operator, I have ongoing visibility and I have ability to view bills, generate bills, approve bills at the end of the month or even, you know, integrate with downstream, you know, centralized billing systems if you want, right? You know, there are enterprises and service providers that have centralized billing systems. So we do have ability to, you know, push the billing data out to those systems so that they can have it done in a centralized manner. And for certain service providers that even want here and customers to be able to pay for those bills at the end of the month, right? With the Azure Stack Hub portal, they could, you know, go and, you know, pay by using a simple credit card or use Stripe or PayPal to, you know, complete payment of those bills at the end of the month. So all of these, you know, end-to-end experience in terms of being able to have visibility, being able to view your bills, drill it down into a specific resource level and then be able to pay your bills, everything can be done right within the Azure Stack Hub portal. That's a key value prop of our solution in that you don't have to go to yet another portal to go and, you know, find, you know, what your ongoing costs are. It's all, you know, integrated with the Azure Stack Hub portlets. Yeah, so I know from working with service providers that obviously everyone has different requirements when it comes to billing and obviously making, creating offers and so on, but also that in enterprises, right? And obviously there needs to be some control when it comes to, for example, deploying new services. You want to allow customers to keep that control and also integrate some approval steps. And I know you have some solutions there as well. Can you talk a little bit about that? Yeah, absolutely. So when we're talking about optimizing cloud spend, there needs to be also, you know, god rails and checks and balances along the way to ensure that, you know, you're not staring off your path, right? So from that standpoint, we provide, you know, a few ways to enable that, you know, at different points in this lifecycle, starting from the provisioning process of a resource, you know, our weaker resource provider enables seamless, end-tier approval workflow. So when you initiate provisioning of a resource and it can go to a, say in the enterprise scenario, a developer or an employee provisions resource, it can go to the business units heads approval from a group specific budget approval, right? And then they approve it. And then it could go to probably a second level of approval to the IT admin who makes sure that there's enough quota, enough capacity available in the system to accommodate that provisioning request. And then they approve that after which the automated process kicks in to go about provisioning the resource itself. That's one level of, you know, control that we can enable through the provisioning, during the provisioning process. Now post the provisioning process, you know, you want to, you know, see the ongoing costs and then you want to generate bills, right? Particularly for service providers, you know, when you generate the bills automatically, service providers always want to be able to review the automatically generated invoice and then be able to add any custom items that they see fit, right? That's unique or they want to add a custom discount for whatever reasons they can do all of that and then explicitly approve the invoice at that point in time so that it is then made available for the tenants or the end users to be able to view it. But it all for that matter, upon approval, it could be automatically sent to a downstream centralized billing system, which then can then generate the unified invoice, right? And beyond this, when it comes to invoice and bill generation itself, there's a lot of customizability that we enable in our solution, you know, be it supporting multiple currencies or for, you know, multiple languages, you know, kind of, you know, localizing the invoice itself into language that the end customer would prefer, right? We enable all of that. And then you also can define what is the layout of the invoice, what specific information you want to provide there and what not. And again, all of this can be customized at a customer level if you want, right? So because there's always going to be different needs for different markets in different countries and different customers. So there's a lot of, you know, customizability and configurability that's enabled when it comes to generating invoices as well. No, that sounds pretty cool. Again, it's like, again, a lot of companies and service providers, they need a lot of control when it comes to these things. And obviously this is a great solution to do that. So I want to make a switch back to Ravi to talk a little bit about the actual like implementations like all of these great solutions happening. Sure. Thanks, Thomas. So the solution that we have as you stack are very unique enough in a way that they are built as a native resource provider with integrated UI experience within the Azure Stack Hub portal. So outside of Microsoft, we are one of the couple of Microsoft partners who are able to do that because it's really, it takes a lot of time to implement that. We took the time to do that because it brings tremendous value to the customers by being natively integrated within the Azure Stack platform, right? So how this helps customers is by having a single portal and a consistent experience for their end users to go for leveraging the awesome services in Azure Stack Hub, as well as look at their ongoing cost from within the Azure Stack portal through Cloud Assets building solution to do other operations across multiple clouds and the data center visualization platforms from a single portal. So we are able to do that because of the way we implemented the solution within Azure Stack Hub. Like I said, it took quite a bit of time for us to work with the Microsoft team, but it is helping our customers. So in way to fulfill the promise of Azure Stack Hub being the consistent experience across Azure and Azure Stack. So we kind of extrapolated that to bring the same experience for building, monetization, as well as to manage the enterprises, other data center resources like VMware OpenStack System Center and public clouds like AWS Azure and whatnot. That's pretty cool. Again, I like that. There's such an integrated part. Now, we briefly talked about your different customers and partners you have, like service providers, enterprises and OEMs. Can you talk a little bit about like the differences and explain a little bit more how you work with them and how you help them and how you build your solutions with and for them? Sure, definitely Thomas. Let me first start with the enterprises, how our solutions help enterprises to leverage and maximize the Azure Stack. So like I said just before, we bring in that consistency, right? Across one stamp or multiple stamps and across multiple clouds and data center through Azure Stack. So for the enterprises, it becomes very easy to have the centralized governance and control through Azure Stack for all their assets across the clouds. So that's a very big value prop for the enterprise IT to be able to have one place to control and govern and at the same time provide the flexibility of modern cloud services for their end users. We bring in tracking the usage and cost out of the box for Azure Stack so that the enterprises can track utilization of their resources by business units, by departments, teams and so on through Azure Stack Hub with the cloud asset building solution. We bring in the ability to generate invoices to do the show back or charge back for the down-level business units or down-level customers if you are a reseller and service provider and whatnot. We bring in this automation and self-service nature through the cloud asset building solution. So the tasks that would have been taking a lot of time through the existing support ticketing system. We through reconnect, we enable that to be automated. We enable the admins to automate any of the support tasks through a wizard-driven experience so that they can extend the functionality if they have a partial script, they can automate and get the inputs from the end users to the UI and all the support tasks can be automated. And in fact, we have seen this happening with one of our major almost top five healthcare provider. So they kind of did this in a mega scale. So they took our weekend solution and then they kind of automated all their support tasks through this automation flexibility and accessibility that we have. And that has helped them tremendously reduce the time for doing some of these tasks as well as bringing that customer end user satisfaction for their customers. And all the solutions that we have, billing, v-correct for the Azure Stack Hub resource providers are built with the enterprise business critical needs in mind with built-in BCDR, business continuity, backups, as well as each of the solutions can scale independently to meet the business demands. So we bring in all of this out of the box so the enterprises don't have to worry about this and maximize the Azure Stack Hub value prop for their end users. For the service providers and OEM, I would like Aravind to talk about that. Talking about service providers OEMs, you know, from a service provider standpoint, majority of the service providers that start offering Azure Stack Hub as a service, one of the first things that they worry about in terms of taking the solution to the market is figuring out a way to offer Azure Stack Hub services on a consumption basis, because it's a lack of a built-in solution to track usage and billing within Azure Stack Hub out of the box. And that's where, you know, cloud as it comes in, in that we provide an integrated solution within the Azure Stack Hub portals, just like Azure Public Cloud, you can go click on billing menu and then be able to see the ongoing costs and, you know, buy subscription and be able to drill it down to the specific resource level in terms of what the consumption is for the given billing period and the associated costs and see unified bills at the end of the month and be able to pay for it and so on and so forth. So in fact, like for one of our customers in Europe, you know, who has been a service provider for three decades, you know, when they started offering Azure Stack Hub as a service and they also became a CSP partner of Microsoft, you know, they have the challenge of, you know, finding a way to offer Azure Stack Hub as a consumption-based service for their end customers. Also, you know, they wanted an integrated experience where they could make the CSP offerings available on a self-service basis as well. So the cloud as a billing solution for Azure Stack Hub also has a CSP self-service add-on wherein you can not only track ongoing, you know, usage and costs for Azure Stack Hub services, but also provide a marketplace catalog experience for the CSP offerings where somebody can go and look at, you know, search for Office 365 or Azure or any of the offers that Microsoft offers via CSP program and be able to purchase them on a single click and then manage the related licenses and assign it to their users within their organization and so on and so forth. So instead of having to hop onto different portals to consume different services and then be able to track the, you know, consumption of those resources and charge back the customers for those respective services and respective portals, you're bringing all of this in a single pane of glass that makes it easier for operators and then customers alike to, you know, have a central place to track everything that they want and manage all the resources that they are, you know, transacting with this particular service partner and then be able to get a unified bill including Azure Stack services as well as, you know, CSP services at the end of the month. Right? So that was a key, you know, win for one of our customers that we enabled in Europe. And to add to that, they also had these, like I mentioned earlier, they also had these unique requirements because then being part of Europe, they had local regional needs in terms of customizing invoices in a certain way, having regional configurations in the way that invoices and feels the language in which it has to be customized. So we enabled all of that, right? So, and that was, you know, basically all that enabled us from a service product standpoint, it reduces the time to market their Azure Stack up as a service because they don't have to go and worry about, hey, do I have to write something on my own to monitor Azure Stack up, right? They just install a resource provider and they can just start offering Azure Stack up as a service on a consumption basis. And secondly, they're also able to easily, you know, measure the return on investment when it comes to CSP services, right? Because Microsoft is going to charge them for the CSP program, you know, in terms of what they're purchasing on behalf of their customers. And the service providers are in turn able to set custom pricing for their customers, be it for Azure Stack up services or, you know, CSP services, and then they're able to compare what their ongoing costs are in terms of, you know, offering these services. And then what is the ongoing revenue that they're able to, you know, gain from their customers by offering these services and then measure that and, you know, calculate their margins and return on investment, right? Those are key wins. And from end customer standpoint, obviously, as I said, managing cloud spend is a key priority for them. So we providing that visibility to ongoing costs and enables, you know, end customer trust and satisfaction as well as, you know, controlling it within their budgets. So this is kind of the story from a service provider standpoint. When we talk about, you know, OEMs, you know, with OEMs basically we're trying to, you know, help them in a strike partnerships with them to help them, you know, offer an integrated solution, because when you take, say, Dell, for example, they have, you know, they are an up-to-date vendor for offering Azure Stack Hub as an appliance. Now as an hardware partner, right? At the same time, you know, Azure Stack Hub itself, you know, has certain limitations in terms of offering extended storage beyond what is available out of the box. You know, for example, FileShare is not available as a service or FileService is not available within Azure Stack Hub today, like it is available in Azure Public Cloud. Whereas OEMs like Dell offer, you know, scale out NAS solutions like Isilon, which can easily be used as an external storage to scale out the available storage within Azure Stack Hub. And similarly, you know, there's no native backup and disaster recovery solution for tenant workloads in Azure Stack Hub. Of course, you could look at Azure Backup as a service, but for sovereignty reasons, and customers do not want to, you know, even backup their resources to Azure Public Cloud, they need a solution that can, you know, back it up to a backup target within the data center, right? And that's where, again, Dell's solution like data domain as an example is a great choice for using as a backup target. Now, how do you offer these solutions like Isilon, data domain, as an integrated service or solution within Azure Stack Hub? There isn't a way to do that today, and that's where we come in. You know, with our weak net resource provider, you know, which is built for extensibility and, you know, integrability with all these third-party services, we're able to easily light up integrations with solutions like data domain or, you know, Isilon, et cetera, and offer it as a native service within the Azure Stack Hub portal, you know, in a matter of weeks, not months. And that thereby, when OEMs go and sell Azure Stack Hub to their customers, they don't have to sell, you know, Azure Stack Hub separately and sell data domain separately or Isilon separately. They can, you know, package it all as a single offering as a value-added offering and then send it to their customers. And that's something that we're enabling for, you know, OEMs. And as an extension to that, you also, you know, are able to offer private labeled solutions when they want to offer this as an integrated solution. Obviously, they don't want to have, you know, different names in different places. So they want to offer it all, say, as a, you know, my own OEM brand, right? And we enable doing that as well, you know, with a weak net resource provider. And along the way, you know, we're also able to share with the OEMs our Azure Stack Hub expertise, as well as we work with various vendors, various customers around the globe. We're always able to share our expertise in terms of how we can materialize integration of all these, you know, excellent services into Azure Stack Hub and provide a seamless, you know, user experience. So when we build these experiences for the OEMs, we work jointly with them in, you know, understanding these scenarios and then saying, you know, hey, these would be the kind of scenarios that you would want to materialize in the Azure Stack Adverse Stated Portal. And these are the scenarios you want to materialize on the tenant portal. And then we come up with the, you know, solution that we then go on and build out, right? So, I mean, the solutions that we currently have in the market for, you know, that we work with OEMs are, for example, Isilon integration, right? Where in, as a tenant, if I want to be able to, you know, store, I know, increase the storage for a given Azure Stack VM and I want to store it, say, in an external NAS storage like Isilon, I don't want to go into a different portal and create a share in Isilon and manually mount it to an Azure Stack VM as a drive. Rather, right within the Azure Stack portal, I'm able to go and create a share in Isilon and then be able to easily mount it as an additional storage for the VMs. So that's something that we enabled for Dell EMC Isilon. And similarly, we enabled an integration with Data Domain as well for Dell, wherein you could easily, you know, configure shares in our storage units in Data Domain to act as the backup target so that then you can use a backup solution to easily point to the backup target and then backup your resources in Azure Stack Hub. So these are, you know, some of the things that we're working with OEMs and we're always looking for new opportunities with various OEMs. So other OEMs that have similar such needs and similar such services and they're looking for, you know, integrating with Azure Stack Hub as a native solution, you know, you should look at Cloud as it as the go-to partner to enable that. No, that's really good. I really like the solutions you offer to service provider, enterprises, OEMs, all the way to actually the end users right of the product. Now that's fantastic. So obviously we talked and I want to ask now if like the viewers want to know more, if they want to know more, where should they go? Where can they find more about Cloud Assert? Yeah. So thanks for asking that question Thomas. You know, there are several other news available for customers, you know, to get to know about Cloud Assert solutions, right? So clouds.com website is a great starting point. It has information about all those solutions and products and then there's, you know, links to go about requesting a demo or requesting price code and so on and so forth. So that's a great way to start. And then there are also, you know, regional partners that we work with, you know, sometimes, you know, large enterprises or even small, you know, enterprises in certain regions, they have a local SI partner that they trust and they want to work with them to, you know, determine which solutions are best for them and then purchase them. So we have such regional partners as well in various regions that represent our solutions in those markets. So talking to a regional partner is also a great way to getting to know about the solutions and see how it could be of help for your specific scenarios, right? And then we also work pretty closely with the Microsoft GBB team, the field team at Microsoft who pretty much advocates of Microsoft Azure Stack Hub and helping customers understand the value of what Azure Stack is and how it is relevant to their needs. And they are also made aware of Cloud Assert solutions and the scenarios we can enable as a partner. So whenever they come across as a scenario, you know, that Azure Stack Hub may not fulfill out of the box, but it's a gap that we can come in and address as a custom solution or can be addressed with our existing product. They always loop us in and then bring us to the table for such conversations with the customer. So that's another great way to engage with us. And we also work closely with, you know, MVPs and influences like, you know, Thomas Simsell for MVPs and across the globe, you know, getting to familiarize our solutions so that when they come across, you know, needs for end customers that have to be addressed, they can, you know, bring us in. Beyond this, we also have, you know, as we talked about OEMs, we also share good relationships with OEMs. So the OEMs are also made aware of about our solutions. So when they go and sell Azure Stack Hub, they again have an opportunity to see, you know, if our solutions could be a fit to address some of the needs and gaps of the customer's app. So there are several channels as a result. And, you know, you could contact, you know, who is the appropriate person for a given context and then reach out to us, right? So that's pretty easy. Just hop or two away in the worst case to get through and, you know, help you out. Perfect. Now, thank you very much. Again, we will put all the links. You can connect to Cloud Assert down in the description of this video. If you have more questions, just reach out to us or to Cloud Assert directly. I want to really thank you, Ravi and Arvin for being in this video. Really great solutions we see here. And also thank you to Tibbi for being here and connecting me with Cloud Assert. So thank you very much. And for the viewers, thank you for watching. Hopefully see you in the next one. Thanks. Thank you, everyone. Thanks for having us.