On hybrid IT buying models and the importance of partners selling on-premise and consumption-based IT
If [the customers] start today, they’re going to have a hybrid model for five years or more. If they committed 100 percent to move to everything [to] as-a-service, it will take 5-10 years to get there, so I think because of just the technology architectural transition timelines, [partners] need to have a foot in both. That mitigates that short-term issue relative to the revenue recognition timeframe. Because when we moved into it, it was an element of our portfolio that we began to get there faster.
If you look at the components that are making up some aspects of what we announced -- particularly our SD-WAN technology is largely subscription-based today, our cloud security stuff is largely subscription-based today – So, bringing them together and creating a more robust service offering doesn’t take a huge revenue stream and convert it completely. If customers are moving from [integrated service routers] ISRs, branch routing technology, it will to some extent, but they’re going to do it anyway with SD-WAN. It’s going to be a subscription either way. So, I think that it is important for our partners to be able to continue to provide that flexibility to the customers.