How are customers buying SD-WAN solutions? Is it different from a few years ago?
In the early adopters of SD-WAN, people wanted to do it themselves. They would precure the SD-WAN equipment, then install it themselves, get it configured themselves and up and running and managing themselves. What we've seen as the market matures is that customers have a variety of different appetites to do it themselves. Some people want that because it gives them the maximum control, and with SD-WAN simplified orchestration, it's something achievable relative to building and managing your traditional WAN. On the other end of the spectrum, there are people who want a fully managed service. They want everything handled for them, from the initial deployment to the ongoing break-fix, to management reporting and so on. Then between those two extremes – do it yourself and managed solutions – there are a lot of customers that pretty much want to run the network themselves once it's up and running, but they want some help with deployment or help with deployment and break-fix, but they want to manage it themselves.