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Scott Hopper
Member Posts: 70 Expert 
@Veronique Montreuil I guess my question are there maturity characteristics of customers that are more characteristic of the march to hyper-scalers and what unique value can you provide. I don't know the Google, Azure story as well as AWS. But, if they are anything like AWS some traditional things you might compete on are difficult as they are very anti-friction. You have to dig deep otherwise you become like a step in the educational system and you understand that they eventually will graduate from your school(service).
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