Glenn Sizemore

Yeah, that aligns up with what I've seen in the service provider market for sure.

It's funny, from the outside looking in, we evaluate almost everything based on raw cost alone.

And cost is super important.

You always have to keep it in the back of your mind.

But you nailed it, man.

It's the value adds.

It's the exceptions above what's available in those more generic vendor providers that differentiate service providers and customers.

Those differentiations exist because customers need them.

It's not a matter of, oh, I think this is nice.

It's a matter of, no, you don't have this feature, so I can't use your service.

I'm going to stick with this local guy who built a custom service for me.

Yeah, another way—let me throw this by you, Jeff, and see how this sits with you.

Another way that I've been trying to state that, because I'm working through the same problem, right, is I look at SolidFire as more of a growth vehicle, because you're right.

Like, total cost, like when you're all said and done and you're doing dollars per gigabyte, which is stupid math, but yet we do it anyways—

Yeah.

You can't beat VAS.

ONTAP is the king.

It does what it does better than anything out there.

But the stack increment of going from one A700S to two A700Ss compared to going from four SF nodes to five SF nodes, that granularity and scalability can make a huge difference from a business model perspective with new ventures.

So we won't get into details for obvious reasons, but how excited are you for, uh, for our future offering in that space?