Name: Hardware Chaos: A Partner Playbook for Shortages, Price Hikes & Vanishing Quotes
Uploaded: 2026-03-26T19:16:06.287Z
Duration: 39 min 4 s
Description: Hardware Chaos: A Partner Playbook for Shortages, Price Hikes & Vanishing Quotes

Transcript for "Hardware Chaos: A Partner Playbook for Shortages, Price Hikes & Vanishing Quotes": Alright. Welcome, everyone. Thank you for joining and taking the time today. We'll give a few minutes for some folks to filter in, but appreciate everyone taking the time, especially on this beautiful day here in Boston. Not sure where you all are joining in from, but please feel free to drop it in the chat. We'd love to kinda see the the demographic and who we have joining us today. But first day, I think above 60 in six months, so some much needed nice weather. I'm out of Chicago, and we it's 70 little, very, very thunderstorm, and then tomorrow's 40. So The full spectrum. yeah. Oh, LA. That sounds nice. Yeah. That does sound nice. Cannot relate. Alright. Think we'll and about minute past here. Might as well dive in. Wanna make sure we have time to cover all the content. So let's go ahead and get started. Thank you to everyone for joining us today. We appreciate you taking the time amid everything going on. You know, we have end of quarter deals closing, q two prep work, and especially amid everything happening across the storage and infrastructure market, which is what today's session is about. How do partners not only continue to move business forward but actually accelerate it for their customers in a market that feels increasingly unpredictable? Today, we're gonna talk about this hardware chaos. But more importantly, we're gonna deliver a playbook around how in the face of this disruption challenge that there is also an opportunity for partners to not only advise their customers through this market disruption, but also how you can position their infrastructure into a longer term strategic advantage. My name is Matthew Anania. I'm a senior product marketing manager here at Nasuni, and I'm joined today alongside Andrew LeGalley, partner sales manager here at Nasuni, who's gonna be able to give us sort of a firsthand perspective into the conversations that he's had in the field and some of those core pain points that, our partners are dealing with. Katie Popowski is really gonna drive home. She's a director of North America partner sales, and she's gonna drive home that, better together value that Nasuni can deliver for our partners. And, of course, no webinar is complete without our technical friend. We have Eric Toczek joining, field technical director here, and he's gonna give some really good insight into the, tech side of the Nasuni platform as well as some exciting new partnerships and, acquisitions that we will touch on. But before I forget, we do have a slot, time slotted at the end for q and a, and we would love to hear your perspectives and questions. So I encourage you to please drop them in the q and a panel, and we will be sure to get to them at the end. So let's dive in. First, we're gonna level set on what's actually happening in the market and why this moment is truly different. Then we'll dive into the partner reality with Andrew and what this means to sell in a market that's constantly shifting. And finally, we'll walk through a practical playbook, how to reposition the conversation, where to engage, and how to actually accelerate deals in this environment. So why this matters now? Across the board, we are seeing hardware supply constraints drive some crazy market headwinds that are impacting our end customers and the numbers are becoming quite staggering. Right? OEMs are driving prices up over a 140%. We're seeing longer refresh timelines with three to six month delivery delays. And on top of the delay, the buyers are facing quotes that are only on the table for less than twenty four hours. And at the exact same time, you know, we have capital expenditure scrutiny continuing to increase as AI initiatives accelerate, and that budget is consuming what would be used for these hardware refreshes and increases to storage capacity. Infrastructure enhancement is slowing down while demand is speeding up, And that's leaving IT leaders with a growing list of needs with shrinking budgets to address them. Now we know a lot of this is driven by massive hyperscaler AI infrastructure build outs. But the truth is that even if the supply stabilizes, and right now that is a big if, the underlying pressure doesn't go away. Right? Data growth isn't slowing. AI workloads aren't slowing. Risk certainly isn't slowing, which means that this is not a temporary disruption. It's actually a structural shift in how infrastructure needs to be designed. Right? So why is this bigger than supply issues? This is where the conversation really needs to change. Because what we're seeing isn't just a supply issue, it's exposing a deeper truth that these hardware centric file strategies are fragile. And you're seeing it play out in real time with customers living with constant anxiety of hitting capacity limits, projects continuously getting delayed, AI initiatives competing with core infrastructure. And so the question needs to shift from where do I get more storage to something that's much more important. Right? And that is how do I build a file foundation that can keep my business running and scaling regardless of what's happening with hardware? And this is the strategic approach partners need to lead with their customers. And to help us bring this into reality, I'm gonna hand this off to Andrew now for that front line's perspective, on how you can kick that conversation off confidently. So go ahead, Andrew. Alright. Thank you, Matt. And so, yeah, for everyone out there, Andrew LeGalley, the partner sales manager. And so I've been in the field over the last year, but really over the last couple months, I'm really hearing this message, this common theme more and more. Right? There's more uncertainty than ever with things like quoting issues, supply chain delays, hardware shortages, right, which ultimately leads to more risk on deals and makes it way more difficult to allocate budgets and provide accurate forecasting. Some of the things I'm hearing out there quoting issues, right, where what used to be OEMs would give a thirty day expiration on pricing has been reduced to two weeks, in some cases, twenty four hours, right? So that makes it very uncertain for partners like yourselves and having to be played that middle person, right? It's forcing customers to make quick force decisions, right, in maintaining pricing. This also puts you in that precarious situation of having to work with both OEMs and customers to maintain that price parity. So it's extra work, extra stress, and really puts the risk on the deal. Right? And then on top of the quotes, right, you have the hardware shortages. So you're getting delays. I'm hearing from a few years ago, we had those supply chain issues abroad where you'd see three to six month delays. Well, now I'm hearing that a lot of all the flash and a lot of hardware has already been allocated for 2026. We got to start looking twelve to twenty four months down the road in order to help forecast different hardware shortages. And so partners are now forced to either create their own inventory, right? So having staging areas, right, where you have the hardware on hold and then you try to sell it to the customer at that point or risk having customers forced to go shop elsewhere with the competition, right? Looking at other partners that already have those OEM relationships, already have that hardware. And so I've even heard different stories around, like, hardware being shipped, actually landing on the data center floor, and then the OEM pulling it back, saying, Nope, pricing has changed. This isn't going to work right now. And so there's just a lot of risk around that. And so I think the main story to see is not all OEMs that are pulling this move, right? They're not all created equal. But this is the time right now, right, to go back to your customers as that trusted advisor to offer alternatives, right? Take a step back and reevaluate the current needs of customers. We know that customers' unstructured data is the bulk of the data being generated today, over 80%. And so customers are looking for a core data platform that unifies, secures, and protects your data and, more importantly, delivers that enterprise scale built on top of object storage, hence why we're having this webinar today. Right? Got a poll question up next here. So if we could just take a chance to I think you should have the poll tabs pop up here. Just curious, you know, what you guys are seeing as your biggest storage challenge right now. See what they're tied to. See what we have coming in. Yes. Take a few seconds here. I don't know if the results will populate. But, yeah, this is, this is sort of a collection of things that we've been hearing from the field, right, things that Andrew just touched on, those hardware delays, supply chain issues, those rising prices amid those budget constraints, AI initiatives competing with the current infrastructure that is in place. And then, of course, you know, as teams continue to grow more remote and organizations grow and their data footprint grows, you know, managing those distributed environments. And, of course, there's always option e, all of the above. It truly is chaos at the moment. You know, we've had some organizations where, you know, it truly does feel like everything is converging converging at the same time. And as partners, you know, how do you confidently advise in that situation? Right? And that's sort of where this better together narrative comes in, and that's where we shift from problem to opportunity. Because with Nasuni, not only do partners not have to wait for hardware to ship, but together, Nasuni and our partners provide a different model and one that's truly better together. Your customers are deploying a modern file foundation that removes dependency on hardware cycles while also empowering their customers to manage, protect, and activate their context rich unstructured data. This helps stabilize their operations while eliminating the refresh cycles. They can build resilience without waiting on hardware and make that file data accessible to AI workflows. Right? This is gonna enable, partners to deliver immediate capacity, improve resilience without waiting on hardware, lower total cost of ownership versus traditional refreshes, protect those critical AI initiatives from disruption, and most importantly, intercept refresh cycles earlier. And this is about moving from reactive selling, you know, letting the market drive, to a proactive strategic engagement that can outlot last any of these cycles, and more importantly, doing it together. Right? So how do we do it? What this enterprise what does this enterprise file foundation look like, and why does it matter so much? Right? We know that roughly 80% of enterprise data is unstructured, and that's the the data that AI needs. It's the data that teams depend on, and it's the data that businesses are built on. But in most environments, we see that it's fragmented, hard to access, tied to infrastructure decisions, and that's the gap that we can truly help bridge. Nasuni's core platform unifies and secures this data at the edge while unlocking the enterprise scale that future workloads and storage growth need. We also provide data intelligence for metadata insights, enhanced governance, operational visibility across your Nasuni environment. And lastly, centralizing this data unlocks the ability to activate it for AI workflows, global access, and collaborations. Right? Enough from the marketing guy, though. I wanna bring Eric in to talk about some of the talk more about the technology behind these products, especially that new logo down there in the objects box. and the exciting acquisitions that are gonna help drive some of this. Yeah. Absolutely. So as Matthew mentioned, you know, the Nasuni File Foundation really provides a rich, robust, scalable file storage platform that allows customers to decide whichever hyperscaler they want to use. Right? So, obviously, in the past, we've worked directly with customers using Azure, AWS, Google. But as Matthew alluded to, we've just recently announced our partnership with Oracle as well. So, really, any place the customer has resources that they wanna leverage, they wanna use, Nasuni is able to write our file system, write this storage out on top of that as well. Right? That provides both the sort of scale out native file system as we talk about, but as well, ransomware protection. We know that as you start to aggregate this data, as you start to put more value in the data that sits in your unstructured file system, that becomes more of a area of risk or concern, for bad actors. Right? So our built in ransomware really allows customers to feel safe and secure that the data that they're migrating on and storing in their Nasuni will be safe and protected from any sort of malware or ransomware attacks. Moving up the ladder, as Matthew also mentioned, right, we provide some insight into the data as well, both the file system metadata, the activity, as well as sort of the more traditional operational metrics of the appliances. Right? So within our FileIQ platform, customers can really go and drill down and look at what's our user behavior on the system, where are we seeing increased activity, where may may we need to add additional resources in order to meet where our users are accessing the data. OpsIQ operational data as well helps them really figure out, hey. Where are my machines that may not be operating as good as expected? Am I overloading? Am I underloading? And especially as we start to talk about the increased pressure for hardware resources, being able to right size that environment with OpsEyeQ really helps customers try to figure out, you know, how am I spending the right amount of money, the right amount of resources for my environments. But as we move to the left, we know that unstructured data, you know, in the past was files for people. Right? It it's my department chairs. It's my home drives. And both through our multisite collaboration and our web access, we're able to take that file system data, present it out wherever that user sits, whether that be in the office, whether that be remote. We'll talk about a little more of that coming up in the next slide, or even if that's, partners or vendors being able to share that data securely externally. And then in addition, right, we know that unstructured data in this age of AI is becoming very powerful, very useful for AI to create additional value out of that. And so you see, we've got one product that is out now and one coming out later this year, which really helps customers unlock and activate that data to be able to tie in to many of the core platforms, both, you know, home built applications they're looking for for, either machine learning or AI or even third party, any of the big, AILM companies that you're thinking of, you know, potentially tapping into their data as well, but all in a very secure manner, without just opening up all that data or dumping it across into that AI provider. But I talked about acquisition and what, you know, what we've added in the external, global access side. Matthew, let's go to the next slide, and we'll talk a little bit more about, our recent acquisition, Resilio. So up until now, you know, the Nasuni platform has been really strong within the office within the data center. We've had some tools like web access that sort of stretch that out and extend that out to the end user perspective off in the field or out at, you know, remote offices, home, Starbucks. But now Resilio, with that acquisition, is helping us better extend that out. It's providing us a new platform that customers out in the field are able to go and get both accelerated and VPN less access into the data that rides on Nasuni. Right? So it's gonna be able to cache that local data, especially for so we see at the bottom, the the logos of some of these higher throughput, higher requirement applications. Resiliu is gonna allow the end user to be able to pull that down in a very quick fashion, have that stored locally on their machine in a secure manner, and be able to collaborate just like they do in the office with Nasuni, but globally across the environment both with other people out in the field as well as the people within the office. It's all built on top of a UDP based technology. Won't get into too much of the weeds, but if there's questions, we can talk more about it. But really provides that high speed, high latency latency insensitive access to the data while increase reducing not increasing, reducing IT complexity, making it easier for the IT of your customers to be able to manage both users in the office and users remotely accessing that data. Next slide. So, you know, we talk about the the underlying foundation of, you know, the Nasuni infrastructure, the tools, and the remote access that we talked about. But why is this important in this evolving AI economy that we're talking about? So as Matthew and Andrew mentioned before, right, we see these hyperscalers investing large amounts of money in both technology as well as the infrastructure to build up their own resources in order to compete and work in this AI space. With Nasuni, we don't need to compete against that. Right? We can leverage that resources those resources that the hyperscalers have bought in order to deploy Nasuni's technology and be able to present out that file system and all the capabilities we talked about sitting on top of those existing hyperscalers. In addition, we know that organizations themselves look to figure out how they can unlock that data. As we talked about with the NDS and AI hub in previous slide, we're able to allow the customer not to have to move their data to where AI may be, but rather bring data into that AI platform. And what that really provides now is that one central platform, one place manage that data, which has all of the existing NTFS, governance and permissions that customers are used to, that all of the security backup, are all in there. And in addition, it's not moving the data to new location and having separate pools or separate tiers of data where you're trying to figure out is this AI trained data or real data. It's all just Nasuni data that we can unlock in various locations. And, really, that helps your customers, the end user, be able to decide not necessarily what technology they need to work with, or what they need to buy, but rather what solutions make the most sense for their environment, and then Nasuni provides those hooks to make that work well. Alright. Yeah. Thank you, Eric. Yeah. Appreciate the overview there. Very detailed. I'm gonna show we'll get to a little bit more of those technical details in the in in the q and a that you may have alluded to there. So with all of that context, right, let's get practical. What does this actually look like in the field? Where do you engage? How do you position this? And and how do you turn this into real pipeline? So let's tie this back to those foundational three pillars. And odds are your customers or prospects will fall under one of these three buckets if this is a a situation that they're dealing with. And as we're seeing more and more, you know, they may even fit into two or three of these buckets as we've expanded conversations into broader teams across leadership, IT, security, and even AI teams. And and when it comes to refresh cycles, the perfect time to start the conversation is accounts that are within twelve months of a major refresh. Or if they're past that, it's still worth bringing this up with some of your procurement stalled opportunities, perhaps due to hardware delays. And organizations that are looking to increase resilience, whether it's resilience against market disruption like this or external or internal threats, there's a unique opportunity for accounts exposed to increased security risk due to their aging hardware, or for distributed enterprises with fragmented backup and Doctor solutions. And lastly, for those sort of cutting edge orgs that may have been ahead of the curve on these AI initiatives, but now they face issues in keeping their data accessible to AI workflows in production, maybe they had a high cost lift and shift cloud storage that's hindering data access or degradating performance or AI initiatives that are competing with their infrastructure budgets that we touched on earlier. You know, this is the time to advise them to rethink their file data strategy at that foundational layer that truly prepares them for the next wave. I think we have another poll question queued up here. Following up on those entry points we just covered, you know, which outcome do you feel would deliver the most value to your customers? We'll take a couple seconds for the responses to roll in so we could, you know, keep this moving. We still have a lot of great content ahead. Again, you'll see immediate file capacity without the delays, lower cost, additional refer versus traditional refresh cycles, improved global file management, resilience, and data protection, support for AI workflows, or, again, all of the above. Right? You know, is is this truly something where, you know, your customers are are facing this from all angles? Right? And, Andrew, just curious, you know, how you feel. about. some of these answers, and do they line up with what you're hearing in the field? Absolutely, right? So, yeah, we kind of pulled all this. And as you see here, we're kind of at that technology crossroad that this slide was developed about a year ago, but I think it rings true more than ever now. Right? You know, do we continue down the traditional old school methodology of refreshing legacy hardware and continuing to tackle that data growth, data silo challenge, multi vendor renewals, right, as those renewals are becoming more cumbersome with the quoting challenges, slower recovery times, right? Or do we start to change our mindset, modernize and leverage a data platform like Nasuni already has built natively for the cloud that helps your customers be ready for their AI journey. And so questions to ask yourselves, right, besides these poll questions are, you know, what happens if delivery slips? Right? How will my customers react to that? What are your quote validity windows? How long are those going out for? Are they changing regularly? Is it the same for each OEM? I bet it's not. I'm sure that they're evolving with the times too, and they're tweaking their days and expirations and all that. How do you keep track of all that, especially on the partner side? And then really, what are your competitors doing at the same time, right? I mentioned the staging area. And so if your competitors already have the gear and they can offer it, you can see where this can become a tricky situation as being the trusted adviser, but you just don't have the inventory. And so I just feel like now is the time where partners need to start forecasting their hardware, their customer hardware needs twelve to twenty four months out, right, in advance whenever possible, like Matthew alluded to. Diversify your vendor relationships, hence why you're on this call, right, to hear about Nasuni and just where we can help provide that other solution, right, that data platform. And then just reassess that hardware life cycle policies, right, in light of the rising costs and everything that's going on. And so I think that this is where Nasuni can help alleviate some of these challenges and help provide peace of mind both to you and to your customers. Yeah. No. And that, you know, that was a great visual there with the Crossroads because it really does help illustrate that true competitive differentiator of what Nasuni delivers, you know, sort of versus what we are not versus what the sort of industry standard is at the moment. And if we kinda focus. in there on on what we are not, right, it's that legacy NAS solution. The following is what you eliminate when deploying this, you need. Right? You don't get pricing volatility or 200% price increases. You don't have to worry about long lead times and three to six month hardware delays, and you do not need to worry about procurement stalled projects or expiring quotes. But, Eric, do do would you mind sharing kind of what those customers do get when they partner with Nasuni? Yeah. Yeah. Absolutely. So our our customers really see this sort of cloud style subscription based pricing, that really helps them understand their budget, be able to, forecast that out much higher, but then also reduce costs. Right? So not only do they get that subscription that they're able to really predict out is lower cost than some of the competitors dropping in, you know, legacy NAS devices into their location. That actually ties into the second one as well. Right? So instead of waiting for additional disks to ship, and to rack and stack and power on and get ready, customers on Nasuni are able to just say, yeah. I need more capacity. No problem. Just continue to write it out. Right? There's no additional resources that are required for them to be able to start to unlock those additional capacities because we're built on top of that object storage as we talked about. So that continues to just be a infinite style global scale that they can consume as they need. The benefit of that really is not just from a cost perspective, not just from a, you know, scale up perspective, but really allows customers to move at their own rate based on their project requirements as opposed to having to go based on other sort of windows of saying, well, we can't launch this new product because we have to wait for the desk shelf to come in. Right? As soon as the business is able or willing to start to move on some of those opportunities, then as soon the file systems, they're ready for them. And that could either be from, you know, net new greenfield, could also be from a migration perspective. Right? They're able to go and say, let's let's move this set of data off of our old hardware onto the Nasuni platform. Really provides a lot of flexibility and business value for customers. Yeah. Yeah. Absolutely. And sort of doubling down on that business value. Right? When we look at it from sort of a persona breakdown, right, for those executive decision makers, the the main point to position here is that lower total cost of ownership. Right? But they also benefit from the elimination of infrastructure volatility from their longer term strategy and initiatives, and they also get the freedom from that reactive CapEx decision that are driven by external market forces rather than a strategic choice internally for their business. And then when we look at our core infrastructure folks, right, those end users, they get the benefit of improved resilience across not only just security, but also storage and operations. Right? There's no more doomsday clock on the storage capacity. They can scale file data instantly without waiting on those hardware deliveries like Eric was mentioning or even fighting for procurement approvals. And speaking of procurement, right, our finance teams and budget holders, they gain the benefit of that predictable cost model that is gonna enable that long term forecasting and planning while also eliminating the need for various tools and vendors, thanks to Nasuni's platform architecture that consolidates storage, backup, security, data intelligence, and Doctor like we saw on that platform slide. But most importantly, I'm gonna hand this over to Katie to take us home on the true value Nasuni delivers for our partners and what this all means for them. Awesome. Thank you, Matthew. And just, you know, for me, huge heartfelt thank you to all of our partners on this webinar. Thank you for the partnership. Thank you for taking the time today to join the webinar and learn a little bit more, and so we can go to market even stronger together. So as Matthew talked about, you know, what does this mean for you guys? You know, I've had a lot of conversations with, some of you on this call and others in the field and really understanding, you know, deals are getting stuck, deals are getting slowed down. As as we've talked about, you know, a ton on this call, we're seeing the hardware delays. They're seeing the pricing volatility, shorter quote windows, and all of that, you know, in our conversations has really been creating friction in your pipeline. So I hope through this presentation you've seen how Nasuni can really be, you know, be an alternative to that and and help you through that. You know, you don't have to wait on that hardware anymore. So you can move forward, you know, with your customers immediately, which, you know, for you means, you know, keeping deals moving, you know, protecting the revenue that you have, you know, with your customers as well. And it really helps to also grow the deal. So you're not selling a box. You're you're lending into a broader conversation around that cloud, around data, around AI readiness. So it pulls in more stakeholders into your deal as well. And it's really, you know, an easier conversation to win right now. Your customers are really feeling that pain. We've had I've had a lot of conversations with you guys around that and and the stress that this is causing, you know, with your customers in general, they're again, they're seeing that delays, the cost, the the pressure, the high pressure on those AI initiatives forcing them really to sit down and rethink their approach in general. And so you're really meeting them where they already are. So, you know, like we talked about, Nasuni has a really strong land and expand motion, so this can really help you turn that into a broader data strategy conversation. You know, as we've talked about kind of, you know, to to simplify terms, like, hey. The hardware chaos is real. Right? But it's also a growth opportunity within your accounts, with your customers. So we're really looking forward to continuing that conversation with all of you in the field, you know, about, you know, real customers, real situations as we move forward. So, you know, again, heartfelt thank you. We are gonna do a quick q and a and then and close this out. So if you do have any questions, please put them on the right of your screen under that q and a bucket. I'm happy to answer them here with Eric. You know, I a couple questions that that we have gotten and and I wanted to pose to Eric here. You know, beyond hardware savings, I was talking with a partner the other day, and they were you know, we're having this conversation. Beyond hardware savings, can Nasuni help consolidate the storage, the back security tools, giving all of the budget pressures that that people are facing today? Yeah. Yeah. Absolutely. So, you know, we talk about being a, you know, file system, replacements, but it's much more than that. Right? So instead of having a separate tool for backup, a separate tool for disaster recovery, a separate tool that you're managing, things like ransomware protection and and antiviruses we talked about. Right? The Sunni's platform covers all of those. It is a one consolidated solution that provides both the the storage. It provides the version file system so that you can go back to any time, and be able to quickly restore that data in, you know, seconds, often. But it and also provides that disaster recovery. So you can lose entire data centers. You can lose regions, and Nasuni is available for customers continue to leverage. And then the same from a, you know, ransomware as we talked about a little bit before. So instead of having all these different point solutions that you're bolting on top of and trying to. shoehorn into the legacy DAS solution, Nasuni really provides all those. It's a single location, a single vendor, and a single set of cohesive interlocking functionality that provides all that storage, backup, security, recovery. Absolutely. And out of in that same kind of element around cost, from your perspective, what are some hidden costs that maybe customers aren't accounting for when they stick with that kind of traditional refresh cycle? Yeah. Yeah. Absolutely. So, you know, most of the time, organizations, when they start to plan out a refresh of hardware, all that they're putting in the budget is the the upper or the capital cost. Right? How much should. it take to get a new NAS in place? What they don't think about is, well, in order to do that, they're gonna need to migrate that data off. They're gonna need to plan that. They're gonna need to make sure that they've got potentially outage windows for their business as they're moving that data from one platform to the other. Not from a migration perspective, right, but just from a, hey. I need to move to a new disk shelf. I need to move to a new controller head of my NAS. So that entire operational cost, months of planning, the execution, the risk associated with it, potentially having to disrupt the end users business, you know, what actually brings in the money for the organization, that's all hidden costs that a lot of customers don't really think about when they look at a traditional NAS and doing those refresh cycles. Obviously, with Nasuni, right, that just goes away. As we mentioned, that data all is stored in the public cloud that is scalable, and reliable so that they they need more capacity. They just use it. It's just they're available. If they need to upgrade their endpoints, well, they just deploy another one and point it back to that central store. There's no copying of data. There's no migration. There's no downtime associated with it. So really a lot of operational savings associated with the Nasuni infrastructure. And then, of course, you know, all of the additional, on prem operational costs associated with it as well. Right? So they're storing all of that those legacy files in their data center, power, cooling, all those disks spinning, if they're spinning disks or, you know, NVMe desks in there. With Nasuni, right, it's just a small subset of that. So it's a smaller footprint. And when we're doing that refresh of, Yeah. you know, maybe a new appliance in order to, get some of the bigger benefits, that's just as simple as standing up the new one, swapping over. You don't have to change any of the data. You don't have to stand up double the amount of disk in order to move that across. Absolutely. And and wanted to bring in Andrew, on my team that that some of you on the call have had the pleasure of working with. You know, Andrew, just from what you've been seeing in the field and the conversations, you know, how does this shift change? You know, how does this shift how does it really change the role that partners, you know, play in guiding that infrastructure strategy? Yeah. Definitely. I think it it shifts it significantly because before, know, you'd be able to provide pricing, that was accurate, but with that changing and ever evolving, right, it's more important than ever to be that trusted advisor to say, hey, if we're not getting the right price or we're trying to forecast out twelve, twenty four months, maybe we should start looking at different options, right, different ways of doing things. So I always like to say that, you know, not all data is created equal here. Right? On this call, you know, ideally, we'd love to come in and, you know, with the data center, have all the file data, but we understand that that is sometimes not 100 accurate. And so what workloads can we start looking at with Nasuni, right? When the hardware refresh cycle comes up, do we have to refresh every bit of hardware every time, right? Because those prices are going to continue to go up. We know storage growth is going to continue to happen. So how are you able to accurately forecast? So I think that just being that trusted advisor and providing your customer with alternatives, I think, is more important than ever because this is the time, right, where they're going to if they can't find it through a partner, they're gonna look elsewhere. Right? They're gonna they're gonna find a way to get their their hardware components and things like that. And so I think that staying ahead of that game, having that conversation with them early is a way to to stay sticky in the account. Yeah. And I think, you know, as I said earlier, you know, our partners are really meeting our customers where they are. Us as a partner to you, to our partners on the phone, you know, we're meet wanna meet you where you are, you know, in in this cycle and and all of this stuff that we're seeing. So, you know, we're looking forward to continuing to partner with you in the field. I think we can go to the next slide and just kinda talk about next steps. I you know? Certainly, you know, coming out of this, please reach out any questions that you have. You know, talk with your local team. You know? You have great local sales, solution engineers, partner managers within each territory. You know, have those conversations. They'll certainly be reaching out so you guys can can work together to identify some of those refresh accounts that Eric and Matthew were talking about earlier, you know, that might be a good target. Again, you know, my team, we wanna share that intel with you. Any information that we're getting, things that we're seeing, again, we have a couple upcoming webinars for prospects as well as you can see on the right, one for prospects and another one for partners. So we'll make sure to get these landing pages out to you all as well. So, you know, please drive your prospects, to the webinar that we have, coming around, this NASR refresh cycle coming up on April 2. And then we have, an exciting partner only webinar, an executive briefing, just kind of a a road map conversations, strategic vision, and more to come there. We'll be having that in May. So the team, again, looking forward to working with you all. Really, again, heartfelt. Thank you for the partnership. Thank you for the time on this Thursday. I know it's, you know, end of quarter for a lot of folks, so really appreciate every second that you've spent. So, know, best of luck. Thank you again for the time, and I think we are gonna end quickly with a little question. If you wanna put in the chat, we'll be mailing out to, you know, folks that that answer this quickly and correctly on the chat. What is the biggest advantage of a cloud native file platform like Nasuni? There it is. There it is. Alright. Awala coming your way. Great work. Alright. He was listening. I love it. A, a plus. K. Damian, we'll get one to you as well. Appreciate you jumping on. Thank you very much. You know, like I said, the team will be reaching out. Any questions, we're here. Appreciate the partnership, and have a great rest of your Thursday. Great. Excellent. Take, everyone. care. That's all. all. Yep.