Hi, I'm Matt Collins, (upbeat music) vice president of Partner Management and Strategic Alliances at Insight. At Insight, we're a solutions integrator, and we accelerate transformation by unlocking the power of people and technology. If I were to give an analogy of the NetApp and Insight partnership, I'd say it's peanut butter and jelly. Our customers today are looking for simplicity, they're looking for flexibility in their purchases, and they're looking for security. I don't think there's a conversation that we have today that doesn't include security. Now, on top of that, and we've seen this over the past couple years, they're also looking for sustainable solutions as well, too. Customers are also looking at the economic climate that we're in and trying to understand, you know, how much of a purchase or solution am I gonna go with right now. With NetApp and Insight, one of the things we look at is we look at NetApp's full portfolio of solutions when you look at data fabric and allowing our customers to be able to access and store data wherever, whenever, and however they want. So it's simple, it's flexible. NetApp has a full portfolio of solutions that's integrated with security as well too. And so you don't have to kind of piecemeal the solution together. You can get it all from one single partner. And then, on top of that, where our customers wanna purchase, so it's not just in what they're gonna purchase, but in keystone. And so being able to meet customers how they want to purchase it, so instead of a full CapEx solution that they would typically buy a few years ago, now they can buy OpEx as well too. And they can buy OpEx not just for the NetApp but for an integrated solution with NetApp and Cisco. It just makes perfect sense. And they have the full portfolio of simple, flexible, secure, sustainable, and then it's where customers wanna purchase as well too. And at Insight, one of the things we look for, that's really our slogan, you know, we accelerate transformation by unlocking the power of people and technology. And when you look at a partner like NetApp, who has the solutions and has the ways to meet our clients where they wanna be met, it's a perfect partnership. So when you think about the strength of the partnership, first off, look at the history. So when you look at our NetApp partnership, 25 plus years of a strong partnership with NetApp and you look at our Cisco partnership, the same thing, 25 plus years of being a top-tier provider. So the first part is, do you have experience, and do you have history? You know, when you kind of look at that triangle from NetApp, Cisco to Insight, we definitely have that experience and that history. Then, when you look at FlexPod as a solution and how that solves business outcomes for our clients, a lot of our clients don't wanna have to piecemeal something, buying a secure solution from here, a storage solution from here, data protection, network. When you have compute, when you have storage, when you have network interfaces, all combined into one single solution for FlexPod, it makes it that much easier for us to be able to deliver for our clients. And when you think about it, you think about this partnership, we've delivered over a billion dollars worth of FlexPod solutions, and we've been doing it for a decade. We feel we're a premier partner when it comes to delivering FlexPod. And so that experience of us being able to manage, deliver, and deploy it, really allows NetApp and Cisco to have that trust that we are their partner or their go-to partner of choice when it comes to delivering FlexPod. And when our customers have those business outcomes, we have the history, we have the relationships, we have the alignment to be able to address those. When we look at use cases, we deploy across the board with NetApp's full portfolio of solutions. So whether it be VDI, Epic, HANA, Oracle, all those solutions are solutions that we build upon. So we address all of those. When we look at use cases from a industry standpoint, whether it be healthcare, retail, hospitality, public sector, and we've been doing this for 10 years with a billion dollars within deployments, we have use cases across the board. And when we start to look at how those use cases evolve, especially with the challenges we've been through the past few years, it's not just the innovations in the FlexPod and NetApp solution, which is key, it's also in how they're meeting customers. So when we look at these companies that were coming through COVID and coming through the pandemic, some of 'em weren't quite sure what their business model was gonna look like one or two or three years from now. And in some cases, these were customers that were severely impacted. And in point in case, one of 'em was basically a travel agent-type company. And so when we looked at their needs for, you know, they had a refresh coming up, they needed a storage solution, they needed a network solution, they needed a compute solution, and they needed it secure. We looked at, "Hey, is there an opportunity for us to be able to deliver FlexPod as a service for them instead of, say, a traditional CapEx purchase?" And we worked very closely with our NetApp team, we worked very closely with our Cisco team, and we designed a solution that met their needs so they can pay as they go and pay as they grow. And that pay as you grow is important because what we've seen is we delivered that solution, it's about two years ago, and since then, they have continued to come through it, obviously with the help of this solution as well too. And they're continuing to expand their footprint with the FlexPod solution. So for us, when I talk about innovations, it's not so much on the technical side, it's more about how NetApp is meeting their customers where they need to be met, especially considering all the circumstances we've been through the past few years. I'll leave the innovation enhancements, as far as the technical side, to our subject matter experts. I think it's important to call out though that NetApp always listens to partners, whether it be through advisory boards, listening sessions, hear the partner to understand our concerns, what we think should be integrated into the solution, as well as our client's concerns. And so they hear that. They hear we have feet on the street, they're getting that feedback, they're integrating that into the solution, whether it be in security throughout, having data fabric so that you can access your storage wherever and whenever you want it. Or even getting into sustainability options because that continues to be a bigger and bigger issue for our clients in needing to solve their challenges for their clients as well too. When we look at fiscal year '24, I mean, one of the biggest things for us is there's a huge refresh coming for all of our clients. If you look at the Cisco M4 servers, a big opportunity for both us, Cisco and NetApp, to go and attack those customers on a solution like FlexPod as a service that can achieve obviously their needs, both secure, both sustainable, and then to meet them how they wanna be met, whether it be CapEx or OpEx. I'm proudest of the trust that's between, it's like a three-legged stool. When you look at that three-legged stool with Cisco, NetApp, and ourselves, there's trust in the relationship. Like I said, we've done a billion of these FlexPod deployments over the past decade. There's trust in our experience being able to be able to allow us to do the services. I think it's important to call out that both Cisco and NetApp, extremely channel-friendly companies, and that is built on trust. But because of that experience, that history of us being able to do successful deployments, they really trust us to be able to meet the needs of our clients. (upbeat music fades)