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Lumenate's fast growth stems from fully embracing the idea of cloud differentiation, or offering cloud infrastructure specifically tailored to customer requirements, Lumenate's Shepard said. This is different from cloud enablement, which is just about bringing customers to a cloud.
A technology like ScaleIO ECS allows the ability to build flexible enterprise-clouds by taking advantage of commodity hardware, Shepard said.
"One customer of ours is heavily virtualized and does a lot of number crunching," he said. "That customer will be able to use ScaleIO on commodity hardware with EMC's XtremSF flash storage accelerator card to crunch data in a private cloud without dedicated storage."
Over time, this will impact how the channel sells both storage and the cloud, Shepard said.
"This will be the beginning of a move to embrace cloud differentiation," he said. "Not cloud enablement. It's cloud differentiation. This is key. EMC is helping you differentiate your cloud needs. With AWS [Amazon Web Services], there's no differentiation: here's the cloud, here's the price, here's the penalty. With EMC, you will get that differentiation."