The difference now is that when they buy hardware, they only need to install the software they need today and then add more capacity over time. There was limited flexibility whether it accomplished what they needed in the next year or the year after that didn't matter. So once customers purchased capacity for that appliance, they held it for whatever their depreciation time was. Hardware was being sold as a monolithic appliance. Q: On the subject of licensing issues, what were you hearing from customers?Ī: Two things. So, when it comes to disaster recovery, you won’t find licenses sitting idle they can be purchased and spun up on demand. Q: From now on, they won’t need to buy capacity before they need it?Ī: Exactly.
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