 Welcome to JSA TV, the newsroom for tech and telecom professionals. I'm Jamie Scato-Cotaia of JSA here at ITW 2019 with my good friend Mr. A.J. Mattel, Senior Vice President of Sales for Server Farm. A.J., welcome to JSA TV. Thanks so much. Thanks for having me. We are honored. You are, of course, a thought leader in our field. Long history of telecom expertise with CenturyLink, VExchange, and now, most recently, Server Farm. What drew you to Server Farm? A few things. One is, first off, Server Farm is an established company and they've been around for a long time. They're also thought leaders and very well respected in their business, but if I kind of summarize things, I'd probably use the letter C, maybe three things. First off, competency, right? From a provider standpoint, they're very, very competent people delivering a real good product to our customers and that makes a difference in today. The second part would probably be a commitment and that's a commitment to the space. There's a lot of companies out there that right now are just trying to push sales or revenue, in other words, to look to get acquired. I think Server Farm not only has a commitment to its customers, but there's a commitment to continue to develop in the space. And then third, I'd say, the last C to round it out would probably be confidence and that's confidence not only in the leadership team that exists at Server Farm, but confidence in the operational folks, confidence in the sales folks, and confidence from our customers that we're doing the right things for. I love that, the three C's of Server Farm. And you know, I've also heard Server Farm described as a service provider, service provider. Can you tell us what are the benefits there? Yeah, there's a few. First off, Server Farm got its, you know, star at speaking in the real estate business and they've been, you know, doing real estate for quite a while, very well known over in Europe and stuff through the Red Sea Group, which is the parent company, but over here at Domestika, when you look at data centers, we've kind of been a data center's provider for data center providers. So a lot of the companies here that are at ITW have maybe today in a Server Farm own data center, they may have lease facilities from us. So we have a lot of expertise where we're not only just offering the property, but we're also offering them the facilities management, the data center build, the operations, and even right down to all the first line customer support to operate their environments. And that level of expertise, knowing the server providers needs and in a data center environment, I just love that knowledge you bring to the table. And talking about data centers, how is Server Farm different from other data center providers? Well, I think Server Farm, if you were to look at the company as well as two distinct business units, and let me explain. If you were to pull the senior leadership team for most of the vendors and companies up here, there's a couple of common themes that keep reoccurring. One is that they're looking to remove costs from the business or cost avoidance. And the second is they're trying to enable applications to work better. And one of the things that Server Farm does to help with this is really we've got the data center itself. So a lot of companies are no longer thinking that I have to build and operate my own data center. So they're tire of spending top dollars to operate or to build excuse me, to build a data center that's single tenant. So they're going, is it better for me to potentially look at a third party data center? So when they do that, then they say, if I look at a third party data center, do I need to potentially have my own facilities management group to operate within those third party data centers? And what we're kind of seeing is that the answer to both of those is no. And then if you take it one level beyond that, one of the other things that customers are really struggling with is the physical aspects of what resides maybe in their cabinets or in their cage or in their suite, what happens on the physical side of the business? Meaning that how is my data center and the gear that's in there actually operating? And one of the things that Server Farm will do is we will give them through a software program called In Command the Transparency to actually see how whether data center environments are operating. Not only will they get good statistics on the operational execution of it, but then we'll work with them on stuff like asset management and change management. So they make sure that what they report that they have in their environment is actually really there in performing as advertised. So when I think about Server Farm, I also think about my conversation with Avner where he compared the CEO of Server Farm, where he compared the facilities and engineering to really the laser focus a pilot has when prepping a plane before takeoff, making sure that the checklist is gone over twice, three times, making sure everything is just really perfect. And I love that analogy when it comes to Server Farm and your operations. So with this, how do you see Server Farm growing in the next year or two? So a couple things. One is I think if you look at the history of Server Farm, right, we've been an engineering company over the years that's probably been in search a little bit of sales expertise. A lot of companies that I see here at the show have a lot of sales expertise, they're probably looking for a solution for their users. One of the things that we're talking to customers about is how they can take a look at their environment and improve upon their environment. So from the next year to Server Farm will continue to invest in multiple markets. We'll continue to grow our portfolio for data center and data center assets. And then we'll also go ahead and continue to help customers experience a better quality of service when it comes to what's happening inside their data center environments. And we do that again with our in-command product. So then command customers will now get the transparency to actually see how well their environments are behaving, how well they're working, and be able to implement the necessary change to improve upon those environments on a real-time basis. And for sure your appointment as Senior Vice President of Sales is a commitment and testament to that growth and in sales as well as within your customer's optimization of their environment. So love that you are part of the management team now. It's amazing. Obviously Server Farm, a logo to watch. Thank you AJ for joining us. Thanks Junior, I appreciate it. And thank you viewers for tuning in to JSA TV here at ITW. Happy networking.