Weigelt: There are two pieces that I would point to which show that we’re gaining traction. The first is the conversations that we’re having with IT leaders and the compliance teams within their organizations. These conversations are now getting down to detail and into the nitty-gritty around what safeguards are being employed and what are the contractual arrangements that would allow their organizations to be comfortable with cloud services.
We have moved past that immediate blocker: “Hey, I can’t get there; I’m really nervous about compliance requirement X, Y or Z. Come back and talk to me in three months.” Now we’re rolling up our sleeves and having those detailed conversations with organizations. For me, this is an important indicator that we’ve been able to get beyond the cloudiness around cloud services and the concerns that organizations had.
The second piece is just that organizations and now adopting it – people in private companies and public sector organizations are using cloud services. To my mind, his adoption take-up really demonstrates that people have wrapped their heads around the philosophies, the processes and the technologies, and are now able to be comfortable with delivering services in that way.
IT in Canada: That’s interesting. It seems that the conversation has moved from the data sovereignty question, which was getting a little old, to real questions that assume some experience with cloud. One of the issues that I now hear about, which wasn’t there a year ago, is “What’s in the SLA?” This question shows greater involvement with cloud, but what exactly are customers asking about and how are you responding to their new concerns?