WANdisco & IoT Growth Opportunities

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Is there any other kind of strengths you'd like mention?

I think that the market positioning is good in the data migration space. I think the challenge that we had was just getting customers to say yes and to use it. The competition was, do nothing, which is true for a lot of technology. The competition either do nothing or use free tools out there that did require shutdowns but they were willing to accept that for not spending money on a tool that was a more elegant solution.

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You mentioned the challenge of getting the customers to use it. WANdisco has had this technology for multiple years but has really struggled to get revenue traction until very recently. Could you elaborate more on this idea of why it was tough to get people to use it?

I think the challenge was that customers sort of stuck with what they had. Many of them continued with Cloudera or Hortonworks or moved to Cloudera's cloud solution and used their tools, so I think it was just sort of fighting that competition in that way. Like I said, there weren't as many really large ‘had to be live while being moved’ customers out there. It was difficult to find them and when you did find a customer with a scenario like that, it was difficult to get them to close in a short amount of time, so things kind of lingered in the pipeline. It was just challenging to convert.

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