I have thewonderful opportunity uh tointroduce uh Kathy Kakanis who will be no stranger to the bulk of the audience here. Um Kathy, thank you very much for joining us this morning and foragreeing toopen the um the session with the with your thoughts on theFujitsu and NetApp relationship here in A&Z. >> Thanks, Michael. Um morning everyone great to be here. Uh thanks very much first of all to NetApps for uh running the session today. I really appreciate it. Uh if you look at uh you know the strong partnership that we have with NetApp, it's a 24year partnership which is terrific. Uh revenues just to give everybody size uh because size does matter from time to time. um revenues in the financial year last year of 194 million of which uh proud to say we did 7 million uh in A&Z. I'm talking in US dollars. So that's the highest dollar on the planet at the moment. So uh talking in US dollars. Um our aim today is to uh really give you some tools to help grow um our ability to deliver joint solutions in digital transformation.Uh thanks to those who have joined from Fujitsu. Uh and again special thanks to NetApp recognizing that there are a number of uh senior executives on this call from NetApp. So doesn'tget lost on me. Um, I really think that this meeting willhelp our teams, our combined teams work more closely, uh, by gaining a deeper understanding of some key initiatives. Um, and you know, two of the initiatives that I've been reading about very excitedly are, uh, Keystone and Uscale. So, you know, for those that don't know, and you're going to hear more about it shortly, but Keystone is storage as a service. uh really a sweet spot for us given that the storage as a service or the solution can be on prem in the data center on the public cloud uh really talks to our focus on uh hybrid multi cloud environments um and then uh the secondary product is scale socale is autu product that's powered by net app so again uh giving capability in infrastructure as a serviceboth on prem and it uses a monthly consumptionbased model which for those uh in our sales team on this call uh you know withuh companies getting squeezed more and more on cost and getting squeezed more and more on um assets and investment in those assets. uh monthly consumptionbased services are really uh going to be a leading uh edge in the future. Um the agenda today that Michael just flicked up complements our objective to drive uh to position ourselves higher up the value chain Fujitsu.Um and uh along with uh NetApp that we both are recognized as a leader in digital transformation solutions with our customers. So may I ask of you uh all today from Fujitsu who are here uh listen learn we always talk about the growth mindset. This is a huge opportunity to learn andto apply that growth mindset which is an always learning mindset. Ask questions. seek help. But my biggest ask is get to know uh your NetApp counterparts that are on this call um so that they can help you. Uh so uh thanks Michael. Back to you. >> Thank you Kathy. Um andfolks look toKathy's point um we're going to challenge you I think today um in terms of who NetApp are in the industry. Um but I'm also going to ask you please to challenge us. Um you know thesimple fact is that we are not all things to all people. We honestly believe that we have some significant uh value to your business that transcends just traditional data center storage. So please feeluh encouraged to engage. Um, and like I say, please challenge us for anything thatyou think we might be building the lily on. The these speakers that we've got today are subject matter experts in their field. Uh, and so as a result, you know, that no question should be too difficult for any of them to deal with. So, look, what I'd like to do um at this point ishand over to uh to my good friend Cristiano. Um, Cristiano has been with the business uh for almost >> Hey, Michael. Sorry to interrupt, but we just wanted a few words from Peter Grassi.>> So, my apologies. >> Delivery. >> Delivery. >> Delivery. Yeah. No, that's all right. Just before we skip on to thesession. Yeah. session. Yeah. session. Yeah. >> No. So, sorry Kathy. Uh, Peter, please. >> Yeah. Look, thanks. Look, thanks. Look, thanks.Michael. Apologies for interjecting to the agenda. Ihad done some prep um inpreparation obviously for this conversation. So look, I just wanted to cover off the infrastructure side from a delivery point of view andgive a bit of background from my relationship with um NetApp. So I've had a working relationship with NetApp for over 20 years. Um it was founded in um my days as running uh VMware practice with inside um another organization and we scaled that um scaled that service out using NetApp uh NetApp storage and I've um and I've built a strong relationship back into the US with some of that um that connection. I've always found uh NetApp to be from data center, you know, um operations and through to the storage components um to be extremely proactive in engagement and wanting to develop um those relationships veryfirmly around um the customers that they support within Fujitsu. Um right now we have nine clients that consume services from NetApp today. Um and some are very large deployments. We also have the scale out of our FCMS service using uh Azure cloud um that is underpinned by NetApp services and we'll soon release our AWS service um using FCMS um as the front end um and that will also have that capability um around storage fromNetApp. Um the thing that I wanted to further highlight is that we are very much today working on together between our data center umanother partner in the cloud environment Nvidia and NetApp to scale out new um services. So the importance of that is that when we work together um and look at opportunities more holistically and share openly information around what those opportunities look like, we are able to scale and gain market share um veryeasily. Um so today's conversation around the new capabilities um that are available from NetApp um will align to that piece around partnering. We have to declare and engage um from a Fujitsu perspective, you know, our account plans and our targets for our customers with our partners to then bring the best of our partners um to our customers. And as I said, we have um some very large scale uh customer deployments. We also use our field services organization to do u maintenance and support on NetApp equipment. Um largely that's heavily orientated in our New Zealand market. um and we have you know some very strong customers new customers in that space um that we are consuming those or delivering those services to. So today um Iencourage everybody from our sales and delivery organization to think very broadly about Keystone um and its opportunity for both our customers that have on-prem services as well as helping them transition to cloud-based services. Um and this product set opens up that significant opportunity for us to have very open dialogues with our clients andshare with them a future um together with NetApp and other partners that we should exploit very openly anddrive you know more revenue um and value toour customers. So um thank you. Um I just wanted to also say like look you know some of our we've got some I think Mike Best is on our on the call and he's ex Fujitsu. Um, so we've got people, you know, with inside um, NetApp that understand our Sorry, Chris, sorry, not Mike. Um, that have an understanding of our organization um, and are very willing to work with us um, to bring about that um, that partnership. So, you know, thank you Mike and thank you Cristiano for inviting our team today um, and acknowledging um, the value of Fujitsu to you as well. So, thank you. No, thank you, Peter. Um, so folks, look, I I'm going to hand over to Cristiano like uh like Mr. Best myself, uh he's done half a life sentence at NetApp. Uh between us, we've got we got 30 years just with the three of us you see at the top of your screen uh with NetApp andCristiano for his sins. Uh and you know, his continued success has spent most of that time working with Fujitsu. We've gone from, you know, thebox drop resell to a verydifferent conversation today. So, Cristiano, um before uh before I let you go to sleep, mate, uh do you mind if I hand over to you andgive you an opportunity uh togive us an overview in terms ofwhere our collective business has been and where we're going? >> Absolutely, Michael. Yeah. And um good morning everyone from a Iranian funy London here. So, if you hear some rumbling in the backgrounds, it's uh pretty special show going on outside. Um, thank you. Thanks for the opportunity toyou know, to say a few words and set a bit of context uh to our partnership. Um, I think Kathy and Peter, you've already done a great job there and kind of uh in underlining the importance of it. So, you know, first of all, I just wanted to say, you know, a big thank you to the team here today, uh, for the joint business. Um, the Australian New Zealand region is has always been, you know, a very exciting place to do business, a very innovative region for the partnership andthat continues today. So, a big thank you and a thank you tothe strong representation on the call today as well, which again istestament to the strength in our partnership.Um, you know, from a Netup perspective, you know, myself, Michael, the team are, you know, we're a lucky team to be the stewards of whatI regard asNetApp's most exciting, most diverse, and most long-standing partnership. Uh, we've been partners for going into 25 years. Kathy, you're right. 24 years today, going into our 25th year in November. Um over that time, you know, we'veuh we've built an enviable um install base of joint customers, over 5,000 customers. Um you know, a ton of differentiated solutions. Clearly, you know, the both companies have changed a lot over the years. And as Michael said, you know, our business has changed a lot. If you actually look at the scale of the business, there was a time where we actually did upwards of 300 million. A lot of that was transactional. you know, alot of distribution, a lot of kind of transactional business. Although the business has come down, the quality of that business has gone up a lot. And actually, if you look at the margin profile of the business that we do together, it has improved a lot over the years.Um,clearly, you know, it's uh it's conversations like today thatkeep us on the front foot. So, I'myou know, really excited to see the outcome of today's conversation. Uh it keeps us innovating uh and it keeps us in the best possible position to help more customers, the next 5,000 customers uh achieve their most ambitious potential and ultimately deliver you know profitable growth toboth our companies.If um Michael if you jump to the next slide you don't mind. Um I just wanted to touch onUvance uh briefly you know in terms of kind of looking to the future. You know as we look to the future one message I really want to make sure lands here today is that Uvance plays an absolutely central role in our partnership moving forwards. Uh and if you look at our joint business plan for this fiscal year at a global level um Uvance is already a core component to that plan. Um weactually started theconversation with Fujitsu around Uvance back inJuly last year. Uh whilst Uvance was still in kind of um in conception mode. uh and the discussion was mainly around sustainability and really help how do we Fujitsu and Netup together help customers drive a more sustainable outcome and clearly that is um that is front and center toUvance right and if you forward uh the conversation to today and you speak to your colleagues across the Uvance KFAS Netup is more and more being perceived as a key enabling partner uh across those key focus areas in particular when we look at hybrid When we look at things like business apps and we look at things like digital shifts, the timing of Uvance has also been spoton from a NetUP perspective. This year, NetApp has been doubling down on our global partners. And as more and more teams in NetApp look to our global partners, Uvance really acts as a great shop window um in terms of how to engage um and work with Fujitsu from that perspective. And so therefore, you know, one of our big missions moving forwards is to make sure that from a NetUP perspective, we're building a very strong and differentiated value proposition into your uh your global portfolios under theUvance brand. And if you jump to the next slide, um, Michael,you when you double click into that, um, that portfolio and that shop window, we can already start to see, you know, a rich set of offerings that we've built over the years that are transitioning into the Uvance KFAS. Uh, a rich set of solutions, a rich set of goto markets, some already well and truly ready for prime time. If you look at something like SAP for example within the Fujitsu business apps KFA you know we already have a very successful mature $20 million a year business that we've built together both in the data center and now around things like SAP on Azure um but when we look at hybrid you know we think that the opportunity for collaboration isvast and um our respective portfolios clearly have evolved and are evolved at pace. Uh and actually when you look at you know today's agenda thepredominant focus of that will be around this hybrid um this hybrid space uh picking out key topics that we believe can be important in uh as acting like paving stones on this journey as Michael said to35. So um with that Michael I you know I want to say a big thanks to the team. I've kept it brief to keep us on time. Uh and um I'll take any questions and if not hand back to you todrive this forward. Thank you. >> Uh thanks mate. andum so folks thebig one we've got today ismoving on from you know thatsingle point uh margin to you know what we believe is an honest target of 35 points blended margin a lot of that is based around the fact that we're moving outside that traditional space and to Cristiano's point you know we're really starting to underpin your broader cloud ecosystem and really bring hybrid cloud to the reality for your customers. There's a bunch oftopics thatCristiano had outlined among thesekey focus areas that are on today's agenda and we'll be specifically um addressing those continuous cloud optimization. I'll be handing over to Chris in just a few moments. We've got cloud economics with FOPS. We've got VMware hybrid multicloud and cloud agnostic data services. So really uh establishing NetApp as part of that muchbroader ecosystem and giving you valid reasons togo into your customers and re-engage where they may have decided for whatever reasons to move some of their workloads out to the cloud and disassociate it from Fujitsu as the managed services provider to really bring that back inhouse. So a lot of what we're doing here is talking about building uh you know um an ecosystem so that we've got solutions sets that speak to a large part of the market. For a lot of that it is around standardization. As you all know, working in managed services, one of thebiggest pains you'll ever have in terms of being able toget to a consistent high margin output is where you've got the need to run a bunch of specialized uh services, specifically around operations. If you've got eight storage platforms out there that require eight different skill sets, that can be a challenge. NetApp, as you'll see as we go through this morning, has the ability to offer a common look and feel regardless of whether or not we market infrastructure, physical infrastructure and Gavin's data center or you start to embrace some of thecloud-based uh offerings from the likes of uhMicrosoft, AWS and GCP. So, we are cloud agnostic. That does initself introduce that operational efficiency. You follow that down the line and what does that provide you? Well, that provides you with significant flexibility so that you can build a you know athat common 8020 model that gives you a solid balance between the standardization the cost efficiencies there and the opportunity and ability to adapt to the customer's specific requirements given whether it's security based whether it's workload based whether it's um governed by a particular SLA. So, as you go through today, please keep these things in mind. Ultimately, you know, asChris will remind me that Iforgot tolet you know, wewe're working on not just a path to35 points in blended margin, but we'd also uh like toexpect that, you know, at the on the cusp of 25 years that we've got, you know, a solid plan to build out towards thatengagement for 35. So there'stwo I think valid metrics that we can measure ourselves against on that 35. And probably the best way for me to uh to really start toramp this up to get you uh thinking about NetApp in a non-traditional sense isto hand over toChris Bestie.