Billing and Cost Management

CF: What are the implications of this to partners in terms of billing and cost management, given that a key emphasis of this is letting organizations use their Azure or AWS commitments or credits?

CC: I think it gives them flexibility, because we’ve got a lot of customers and partners right now that say, “I have these credits I can’t use.” So, we can give them the means with which we’re simplifying the complexity that they now have on having to manage and orchestrate multiple environments by giving them a consistent platform. And it enables them to draw down against some of those credits inside one of those — that’s a win-win for them. And that’s a part of the business relationship between us and the hyperscalers. And it’s a win-win for Dell because we can deploy our software there. It’s ultimately what the customers want.