What’s your message to VMware channel partners?

It’s really the same to our customer base. There’s not a unique message to our channel partners, in that, they will continue to position and sell our solutions as they would today. I do spend a lot of time with our partners and occasionally they will run into challenges around different use cases. We do have specific VMware editions that are tailored more toward specific environments be it remote office/branch office or the SMB space, so we’ll change functionality and things like that.

Moving forward though, this is a flexibility play. We want to empower our channel to independently transact without coming back to us for special terms or incremental discounts or things like that. This really sets the stage for us to provide systematically pricing flexibility so they can have a pricing structure that’s appropriate to the environment that they’re selling to. This is a simplifying function for our channel partners.