You said during the earnings call that you're helping to reduce channel conflict. Is that just because you're no longer selling hardware?

That's one piece of it. … Now it's not an either/or, you can take Nutanix software and put it on their other partner hardware and then go and sell it as a solution and get professional services on top of it.

The other piece of it is that when they go in there, especially with large customers, the large customers might have already tried the software. So there's less friction because now the customer was able to kick the tires by downloading our software and they were able to play with it on a random server. So there's less friction even in the overall sales motion because when they talk to customers they have a warm lead as opposed to a cold lead.