Ben Nye

We do enable people to purchase on a term basis.

So a lot of the alignment with business practices would be, or business models would be, for service providers and others, a term-based approach.

But many people, early on in particular, requested and wanted to buy it on a perpetual basis.

So we've actually...

And accommodated the customer's request in terms of how to acquire the software in whatever fashion they liked.

No, it would be, we'd size the environment based on the sockets and core count.

And then, yes, you would buy it to cover as much of that environment as you want.

No, I think we're, look, 91% of our customers have a three month full payback.

So by definition, we've, you know, even with the price increases of the last four years, we certainly feel that we've offered a huge consumer surplus to our customers.

It really comes from modernizing how they run their environment.

So maybe I should just spend a second on that, if that's OK.

So think about this.

The world of IT management for five decades has always been about an allocation based model.

All right.

So you tell me you're going to build a new application.

How are you going to size it?

And they guess.

And they might say they're talking a line of business, but ultimately it comes down to an allocation or otherwise known as a guess.

Well, if you can't size it, then how do we know where to place it?

Same thing.