"The key to success at this moment in the technology revolution is having a unique differentiation and being able to make that repeatable."
How difficult of a shift is this going to be for channel partners?
It depends on the partners. A lot of our partners who've been on this journey of transformation, transforming their P&L, transforming the way they think about their business, they've been moving away from generalist to more specialist services and value-added services. That's really been what we've been doing the last five years, and so for those that are under way on that journey, this is just another step. For those that are really behind, this is a pretty big leap and in a lot of cases would take some restructuring of their organization to figure out how to do it.