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Scotty

 @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).