 sure and you know so we're working the case team is working hard that's where that's going yeah so one of the one of the areas that we're really interested in is being the best provider across your client device you are so we don't care whether it's a it's obviously we'd love it to be a Dell laptop we understand that or a Dell desktop or a Dell tablet whether the streak five or seven inch right a mobile phone but really you know the case appliance over time will be able to manage you know that other brand that starts with you know Michael actually started out with his first computer was was an Apple computer right he tore it apart and I'll do the same one of the things yeah one of the things I you know I'm not a prophesy but it's highly unlikely that that they will ever bring out a management of us that would manage one of these correct correct yeah they were very close oh yeah I don't think so yeah that's not happening for sure so you're building a range of consulting based services that client agnostic right obviously works better with the Dell platform we'll put our secret source in into that platform but clearly our customers there's a couple of dynamics the newer generation coming through and I can say that because I'm an oldie but the newer generation is saying to a lot of employees and we're hearing this from some of our customers hey I want to buy my own XYZ laptop yeah all right I know you've got a corporate standard to maybe latitude but right I don't want to use that I want to use an inspirant right or one of your new you know brand new laptops that you launched last week you know I want to use that so then the IT staff says okay well that's that's gonna be very challenging they scramble they scramble right so what we want to offer is the services to help those IT you know professionals who are managing these client devices make their lives easier not only from a client management with the case type solutions but also the amount of storage that these things generators enormous you heard that this morning that you know the amount of information you can generate on one of these devices in a year is probably going to exceed what you know in a month or so could exceed what you did in a year well Cali can I can't generate I certainly can but it's got two cameras and broadcasting and you know yourselves you have multiple devices absolutely you know people have a laptop they have a smart phone that they may have a tablet as well and there's a blurring between what's a consumer device and what's a what's that the truth it's a commercial device obviously we have specific devices so we have our Vostro line which is our small-medium business notebook and desktop line but then you know there's a lot of customers say hey look I've got this consumer what we'd say is a consumer notebook I've got one of these things that I want to do for my graphics design which is you know it's good app I don't care I want access to the corporate network or the corporate email system and yeah yeah and I think that's one of your pet themes is convergence or or just or or proliferation so what's gonna happen you think it's proliferation there's no convergence to a single device or I I can't see I'm say there's compromises you know I have a tablet and you know typing on that thing is just you know it's just not productive I'm so I've probably never give up my laptop because I need a screen and a keep a physical keyboard but a lot of people can be very productive on a seven inch or a 10 inch tablet yeah it's the thumbs for me how I do it but you know I mean that having everything go through that one device it just seems impossible at this point well I think there's always trade-offs is either too heavy you get great functionality yeah is that portability I know myself my smartphone and I have right and sometimes I'm traveling I'll travel I'll bring a tablet along as well so I'm trying to juggle three devices yeah it seems to my observation it's probably three devices have a some sort of smartphone a laptop a traditional laptop and a tablet or they may trade off the tablet right right but so then are we gonna see man purses come into fashion I don't think convergence we might see convergence at the back end but I think you know once again restricting you know what people want to work with yeah it's gonna happen so these these smartphones will get smart I think we're all in agreement here yeah I think I well you know three of us came down together from Boston right to Orlando right we brought I was just doing the quick math so we brought nine devices yeah and I'm sure they all had different charges and different that's only because I told him he couldn't bring his Mac so I think you know I think the reality is that people will buy you know whatever they think is the next best thing and our job is to help our customers especially the IT guys manage those devices make them secure right yeah Citrix has got a big play there as well Citrix has VMware has a play on VDI and so VDI has a lot of a lot of potential elements but it's it's it's interesting is it when is that what's the crossover when that physical device matches the virtual device because it's always cost on top of the physical device yeah we're seeing interesting move recently VMware bought a company called Covisa and what Covisa was focusing on was a very cost-effective virtual device for for client platforms below what Citrix is doing so that'll change some of the dynamics in the industry okay so it's never constant in this no even even with the endpoints yeah you've got a people virtualizing that so I think we're running Apple and Windows on couple of the and I think the other myth is that you know people are quite thin client with VDI it works equally well for that client as well and it really depends on what customers and the mission if you're a trader your laptop fails right you don't want to say well I can't trade for the next couple of hours because I've got to go and reload my application and you have to go to another device and you just give him a new laptop and he's back basically where that trade was and he can complete the trade okay on the other side we're seeing a lot of virtual device implementation in the education and schooling market yeah because people come and go so quickly well they come to us quickly and they can hack anything and students give these these devices a pretty hard time so they do I think we're in we're in you know I think we're cutting through a lot of the hype on on VDI and I think we're now gonna put boys to see a lot more rapid you think you're gonna see it started to take off because I'm still still hearing a lot of POC I think there's still a lot of PSC but I think you know as the cost come down I think security once again we'll continue to put pressure on and it's tough for you if you're the IT person for a small-medium business you've got everything to manage right right I got a tough job I tell you they got one of the hardest jobs in the industry right because you know you got to change the luck of community and you speak to the IT guy let me get the storage guy okay let's talk storage yeah I've got a server problem hang on I'll get this it's the same guy it's the same guy I was talking I was I was talking to Wolfgang Gerlich if I don't know if you know him but but he's with Munder Capital Munder Capital is manages I think don't quote me quote me on this like you're live you know I know so I don't know 40 billion dollars or something like that right it's got an IT staff of seven three to an infrastructure and four managing 700 custom apps yeah 700 custom apps or I think that's right I think that's right could be 400 I'm not sure but it I mean is this were really big numbers with really small stuff it's amazing it is it is amazing what the small organizations do with with such a small IT star and yet at the same time they're expected their management is expecting to keep up with all of the trends and technologies right that's where Dell I think can play a very key role is that they're coming to us saying help you know how do I get to the cloud right what are the dodges jump dive in off the off the diving board into the into the empty swimming pool or you know what are the steps what are the logical steps for me to get to them and I think that's you know the acquisition once again the acquisitions we're making is really putting us in a very strong position to be able to be that trusted advisor and once again back to your original question is we're not locking you in right if you want to deploy a Citrix environment we'll support that okay Microsoft has solutions and so does VMware so you know so we're not you know we'll have an opinion on something I thought of you right of course to a degree to a degree I'm say but you know we're not ignoring what the customer has in existence and a lot of the a lot of the solutions we have don't mean now chucking out what they've got it's working with their existing infrastructure and making that more efficient so from a from just an employee's perspective someone who doesn't have all that much contact with the IT department and everything it sounds like you are saying that the IT department is trying to move forward in it you know every time that somebody within an employee with an employee within an organization tries to do something else with a different device or something like that they they always say I'm hitting roadblock after roadblock after roadblock yes so within the IT department how many years out do you think it is before like you know a medium-sized business will be able to say yes use your own device we'll be able to support that I don't think it's used out I think it's now I don't think they're gonna have a choice I'm say with the next generation of and I'm my daughter my both my daughters and say they're moving into the into the workforce now they want to carry all these they want to but you know I mean there's turning off the company's turn off Facebook and they turn we don't we have access to Facebook but Twitter right you know so we have we have access to the social media tools because they're I got Twitter on my phone and I got Facebook on my phone but a lot of companies a lot of companies do turn it off yeah I think a lot of it is for security reasons right right I think I think then that that's our work is to go help them because you know there's a finite tool out there as well one of the biggest challenges we have even as Dell is hiring hiring key talent you know especially in the IT industry you asked most of our customers he asked them what's one of the biggest problems they have is getting skilled IT resources and they think oh but you know that's that's that's that's not true in the US absolutely it's true in every country in the world I go to every customer I meet is you know one of their biggest challenges and if they're going to artificially restrict potential talent coming out of the top colleges yeah then I think resistance is futile as that is the word but within bounce yeah with bounce but with secure work so that's an assessment service yes so then you come out with set of recommendations but you're going to need some tools some applications to solve that we have those tools as well as part of the implementation so when we do the after with the assessment then we can go and implement a lot of those security aspects and either working with partners we have our own IP there as well in terms of how to secure their environments you know within within the cost balance is always a cost right now for free but you know I think trying to artificially say well no you can't we don't support this brand or this this platform in our environment I think that's kind of very difficult for those companies to do because social media for example that's a way of life for these for the younger younger generation coming through and to say them well sorry you don't have access you know so then you say if somebody with your laptop doing well here's your business laptop are you one of the personal stuff or you do it on your right yeah so the productivity goes out the door as well yeah I mean that's that's what I always try to encourage businesses to realize is that even if they're not using it on the company computer they are using it during work you know see yeah we can help those customers because guess what we're facing the same changes exactly all executives are not all exactly a lot of a lot of the the belt team have these devices right so the IT guys are you know putting in processes to to make sure like if you type the password in this thing I think five times it wipes it yeah all right so that's a process so we're sharing those best practices with our customers and that doesn't have to be a company with 60,000 employees or a hundred thousand employees that could be applicable to a smaller meaning business as well I hope you've got the provisioning capabilities to re re-image the device because password that's the case as well so you know but we're really having it as best as possible a real end-to-end approach to solving these IT business problems so that's the only way to do it because you can't just if you do point solutions that's nice but you've also got to sit back and look at the holistic view be that's from a secure perspective security perspective be that from a storage perspective you know okay it's still one of the questions they get what's the most common challenge for our customers around storage and it's boring it's I want to back up my staff I want to make sure it's backed up and if I have a problem how long is it take to retrieve it yeah so we're seeing DR now exploding so disaster recovery you know five or ten years ago you had them you had to mirror what you had it was very very expensive now with the virtualization capabilities these customers are wanting to put DR sites in and they can put them in very cost-effectively and is clouded the site potentially are you gonna are you building out we're building our services for our larger customers but not for your smaller ones we're still investigating yeah you know I think that's I think there's still you know there's still a lot of understanding of how that evolves at the time for our smaller customers but you know certainly you know good old backup recovery there's still the biggest challenges for our customers that we're seeing in the storage you know obviously managing the data growth as Darren said today if you want expert advice of storage we can do that for you but but actually managing you know the backup where that data sits the cost effectiveness of that data is one of the one of the really exciting pieces we've got with these acquisitions well thank you Tony no that's it we know you have a busy schedule we want to let you get back to it and enjoy the conference I will thanks very much good information on the end device absolutely yeah no that's really important cuz there's a lot of miscellaneous there's a lot of perception