>> Live, from New York City, it's theCUBE. Covering Lenovo Transform 2.0. Brought to you by, Lenovo. (electronic music) >> Welcome back to theCUBE's live coverage of Lenovo Transform, here in New York City. I'm your host, Rebecca Knight, along with my cohost Stu Miniman. We have two guests here on this segment, We have Kirk Skaugen, he is the president of Lenovo Data Center Group, and Brad Anderson, the Corporate Vice President of Enterprise Mobility for NetApp. Thanks for coming on the program. >> Thank you for having us. >> So the big news of the day, the NetApp Lenovo partnership, explain to our viewers exactly what this means. These are two global powerhouses joining forces. >> Yeah sure, so I think Lenovo has had an amazing year. Last year in our Transform 1.0 we announced the largest server portfolio in our history. And this year we announced the largest data center, data management storage portfolio in our history. With a partnership with NetApp, so we're creating a multi-billion dollar global alliance, a multi-year alliance and it has a place in a joint venture in China as well as we'll be distributing NetApp products in over 160 countries in the world. >> So tell us about the background to this partnership. How did it come about? >> Well, you know, for NetApp we were looking for expanding our reach, and there was two markets that were kind of underserved in. One being kind of the commercial SMB SME channel, and Lenovo has a high-velocity channel there, a strong position. So Lenovo made complete sense in that space as well as in China, where we have a strong brand but we're underserved there as well, so who is better in China than Lenovo? So for us this is all about global market and then the fact that they're a server vendor is just icing on the cake, because the other two server vendors in the marketplace are also our competitors. And then, Lenovo is so much more compatible and complementary to our entire business. >> Kirk, maybe you could spend a little more, because when you look at storage today, storage is really built on servers. You know, NetApp is, you know, at it's heart a software company, even back in the day NetApp was never, some of the other storage companies spent a lot of time and money on the hardware pieces. And of course had reliable, good, trustable hardware, but maybe explain how much, kind of, I.P. goes into this partnership. >> Yeah, sure. So I think today we have about 15 percent coverage of the overall storage market within Lenovo. We've grown our flash array business over 100 percent over the last four quarters. IDC had us at 30% quarter to quarter growth. So we've done well, but we've only cover 15% of the market. After this announcement, and shipping now today, we'll cover over 90% of the market in more than 160 countries. So we're using our global supply chain which is ranked number five in the world by Garner. Manufacturing in Europe, in China, in Mexico et cetera. Really expand this out through our channel partnership program. And in China we're taking a very unique approach to this joint venture. This isn't about taking global products and just trying to force fit them into China. China has unique software solutions, unique hyper scale requirements. So we're pooling our R and D there. Lenovo will be a 51% owner, NetApp a 49% owner. Brad's going to be on the board and there we're going to be delivering products in China for China. >> Yeah, is it, you've got a lot of experience with that. You talk about coming in the future there's an NFV software and hardware solution in China, so Lenovo has some experience doing this kind of engagement, you know. >> Yeah, I think we have a more than 50% growth now, year on year in China. We retooled a lot of the operations that we had there. We have a really nice, broad portfolio now since we launched Think System and Think Agile so it's a nice place to grow on. But today we talked about the joint venture with NetApp and also the fact that over the next year we'll be building out a telecom NFV company after having China Mobile and China Telecom with us as at Mobile World Congress. As well as new edge gateway and edge server solutions. >> Brad, I know cloud is in your title for what you are doing, when I hear NetApp talking, I see NetApp at all the cloud shows we go to. It's a very different world than when I think about NetApp ten years or twenty years ago as like, you know, the Nas Filer company. So bring us up to speed of kind of the NetApp today the momentum and what this brings. >> Yeah, I mean we are going through our own transformation where we were principally a storage company and now we want to be a data company, and increasingly to be a data company you got to be a cloud company. And so, we continue to develop what we think are the, you know, the best storage products in the world, but they are all cloud connected. 'Cause we want data to be able to flow from prim to cloud and customers be able to, you know. That's what really kind of fuels these digital enterprises is that data is the new oil. And so in doing that we have kind of expanded NetApp's charter significantly to being the data authority in hybrid cloud. Hybrid being both the private and the public. And so part of my business is really focused on providing products and solutions so customers can have the same experience in building their own private clouds that they enjoy in the public. And then on the public side we have partnerships with all the hyper scalers to put NetApp's in there so they can deliver native cloud data services. And so, this is a very different company where we're getting more and more cloudy every day. (Rebecca laughs). And that's part of our transformation intentionally. >> So, the transformation, it's the theme of this conference and you were up on the main stage talking about Lenovo's turning this corner and really accelerating its growth, and also talking about the transformation from within the company. Changing the look of the leadership team in particular. Can you tell our viewers a little bit more about that strategy. >> Sure, so we acquired the IBM system X business in late 2014 and we did some things really well and we did some things that we've learned from. So we spent, you know, basically the last 18 months transforming the whole company. New channel programs, new system integrator partnerships, new training certifying over 11,000 people in the world now. Tripling the number of our solution recipes. And we have transformed The management team as well. We have replaced about 19 executives because we wanted the right balance of external and internal perspectives from our competitors as well as from ex-Lenovo and ex-IBM employees. So we feel like we have a very customer-centric organization now and, again, Gardner now is saying we are growing 49% year on year in units, IDC said we are growing 87% year on year in revenues. So I think customers are responding to the new product line. Over the last year the Think System brand truly meant the highest customer performance, the highest reliability, the highest customer satisfaction. And as a result it does take a while to transform. And I think that over the last 12 months you've seen that and we're exponentially growing now as a company. >> And you see it in your results. I mean, they are outstanding. >> So Brad, bring us inside the products a little bit. So we've got, it's the Think System DE and DM. Of course the storage industry very much, they need to trust it, they need to understand it. Gives little to understand, I believe DE maybe has something to do with the >> The E series >> The E series there and tell us the DM series, what's underneath there and how do people understand what's different and what's the same. >> Yeah, I mean the. We're taking platforms across our E series, our FAS and our all flash arrays. So the DE corresponds to the E series. The DM will have our FAS products as well as our all flash array products in there. So that's kind of the mapping. We're putting initially I think, ten products in there. We have the capacity to expand and I'm sure we're going to learn a lot because these are serving markets that NetApp doesn't typically serve. So I think not only is this going to give Lenovo the tools to compete, it's going to give us a lot of information to even build better products, better solutions for both NetApp and our Lenovo customers. So we're super excited about that. The second thing is, it's OnTab, it's the same core software, and all the value and performance testing and validation you get with NetApp. That all goes into the Lenovo branded products as well. And we have made it one of our hallmarks is our data fabric. All of the data services that are on top of this that you can move data and manage data between platforms, that is really important for the NetApp customer. All those values extend to the Lenovo customer. So if they also have NetApp in their environment, or vice-versa, they can share or move data between both those platforms. So that's, nowhere else in the industry is that possible across vendors let alone within. >> So how does it work when you are in the product development process. Two companies, both relentlessly focused on customers. This is part of your culture, part of your DNA. So how do you work together in terms of innovating and collaborating. >> Well, I think the first thing is you just look at the core business: our server business and NetApp branded storage, or Lenovo branded storage based on NetApp's portfolio. We're going to have a better together solution. So the first thing we're looking at is a set of solution recipes so that when you use NetApp and Lenovo together, you're going to get a better experience as a customer base. So that's why I am excited today. We've launched three times as many engineered solutions as we did a year ago. And trained these 11,000 people because we have a very solution oriented sales force and a very complementary channel. From a development perspective, we're going to be building X Clarity management into our portfolio. So the same systems management software that is mission critical for Lenovo server products will now manage the big system DE and DM products. So it's a very familiar management interface for customers, there's an engineering effort gone with that. And then on service and support, we're going to use over 10,000 people around the world that Lenovo has to go service and support these products. So we can deliver a premium customer experience. Whether you're buying the server or the storage. And back to the customer base: we're going to, especially in China, have deep engineering collaborations. Where we're walking into those customer bases and asking what's unique about the China market. >> And, and. It really helps that the two companies are very complementary. So NetApp has deep storage expertise, Lenovo has tremendous compute expertise. So they are very complementary and as customers want more and more complete solutions, we are learning, our engineers are learning from each other and it doesn't hurt the fact that we have a large engineering. We NetApp, have a large engineering population in the research triangle where Kirk's people are at. >> That's right. We're probably one kilometer away from each other in research triangle park. >> Geography matters, location location location. >> No, and our two support organizations are next door as well. So I think that proximity will only contribute to the collaboration. >> Yeah, exactly. >> Alright, so the storage industry actually has a relatively good track record of some deep, long partnerships. NetApp has had a number of them over the years. Tell us, what does success look like if we look back three years from now, what's this partnership. >> Well, what we said publicly is we plan to have a multi-billion dollar, multi-year alliance. So that's going to be fantastic as we grow in over 160 countries. We're going to use Lenovo's extensive supply chain network. So you know as one of the largest kind of procurers of componentry and things around the world, we get to leverage this global factory network to build even more value into that situation. And in China specifically, we've set a goal of being a top three storage player. So we both have probably single digit share in China but together with this collaboration we are setting sights quite high to be in the top three over the next several years. >> I think that's exactly right and I think those are all achievable goals. But right now, we want to get out the gate fast. I mean this is a partnership with two companies with a lot of momentum and I see this as a huge opportunity for both our companies to kind of amplify that momentum near term. And so while there's a lot of excitement on the future, I think success is going to look like, you know, some very exciting results that Kirk can share at Transform 3.0 next year. >> That's right. And for our customer base, we have already gone into production. Taking orders, as of today and tons of engineering, tons of manufacturing development. So we'll have a whole host of seed units and early access units. Our customers can get their hands on this stuff right away and start testing it in their environment. >> As you said, it is an audacious vision. You announced an audacious vision last year, you did another one again this year. So when you think about what you want to be talking about next year. You said what success looks like. What are some other things that you're working on? You said, this is a process, Lenovo has turned the corner and it's got a lot of momentum. But what else are you, what else do you have on tap that you're... >> Well, if we tell all of you that, (Rebecca laughs) we won't have this here next year. >> Yeah >> But I think today is about entry and midrange. About expanding Lenovo's breadth from 15 to 90% of the market and being very aggressive against our top competitors that have a combined server storage portfolio. And I think as I've gone around the world, I've been in Latin America, in India, our channel partners are incredibly excited about this. So I think while other customers might be taking business more direct, we've traditionally been very channel-centric. So, I've seen a lot of pull for choice in the market and I think that's what we're going to deliver to our channel partners. But we will have a lot more in store, that I can promise you. This is phase one of a multi-phase, multi-year plan. >> I think there's a lot of things, there's a lot of possibilities on the product development side and how we can do better products, but I think a lot of success is going to look, it's going to come in our global market. Already, Kirk, since I've been here, I've had a channel partner come up and said "Hey, this makes me rethink my channel partners all over again", because now that channel partner who's a Lenovo has the full breadth of the storage portfolio. So I think this is going to be really good for both of us. Particularly when, you know, Lenovo and NetApp are both very channel friendly partners and companies and I think this I going to be a catalyst to have more people on our side than ever before. >> Kirk, just last thing, just give you the opportunity to talk about some of the other breadth and choice and other things that Lenovo has going on. We're going to talk to some of your team about, you know, hyper converge and hyper scale and other hyper things, but yeah. (Rebecca laughs) >> Well I think the good news about our growth now is that we're doing it across multiple segments in the industry. There isn't just one part of the market that growing. So last year we set an audacious goal of being the largest supercomputer company in the world by 2020. We've now crossed that actually this year. So we are the largest supercomputer company in the world. About one in every four supercomputers now are there. And we're expanding that into a lot of AI offerings as well with our four artificial intelligence centers, from China, Germany, Taipei, Beijing. All having customers bring their AI workloads into a controlled environment with our partners where there's intel and video or the FGBA vendors. So super-computing is alive and well and we continue to innovate with our warm-water cooling technology that's going to be here on display. We think we're building one of the largest supercomputers in Europe right now using that technology. So not just helping solve global warming but being more energy-efficient while we are computing on that as well. In hyper scale we've grown to about delivering six of the top ten hyper scalers products. And we're doing that through, basically starting with a white sheet of paper with our customers and building more than thirty customized products. In the motherboard, in the system, in putting it through our entire supply chain. Versus just, in the past maybe two years ago, maybe just leveraging ODM products, so. Significant growth in hyper scale where we're bringing on new billion dollar customers on a regular basis now. And then in flash arrays, our traditional business, we were over 100% growth year on year. So we're building off of momentum. We had great products but only covering 15% of the market, now much larger. Last but not least, we did announce since Transform, new divisions in embedded and IoT as well as in telecommunications NFVF software. We think each of those can be billion dollar groups within Lenovo, so that's probably a lot of what we would be talking about next year is announcements and innovations we've had. Would be Transform 3.0 probably. (Rebecca laughs) >> Well, we're already looking forward to the next Transform. >> 3.0 will be CUBEd so we look forward to that. >> Stu, very nice. Very nice. Excellent. Well thank you so much Brad and Kirk for being on the show, I really appreciate it. >> Thank you very much. >> I'm Rebecca Knight for Stu Miniman. We will have more from Lenovo Transform and theCUBE's live coverage, just after this. (intense electronic music)

>> Narrator: Live from New York City, it's theCUBE. Covering Lenovo Transform 2017. Brought to you by: Lenovo. >> Welcome back to theCUBE's coverage of the Lenovo Transform Event. I'm your host, Rebecca Knight, along with my co-host, Stu Miniman, who is a Senior Analyst at Wikibon. We are joined by Kirk Skaugan. He is the Executive Vice President and President of Lenovo Data Group. Welcome back to theCUBE, Kirk. You're a veteran. >> Yeah, we're doing this on a monthly basis. It's great. >> So you're fresh off the keynote. The theme of this conference is transform. Lenovo has undergone a massive transformation in recent years. What is your focus, and where do you see the biggest points of change in the company? >> Well, I think we're sort of celebrating today, this transformation to the next phase of our growth. If you think about us as a company, we've kind of acquired the x86 business, server business from IBM a few years ago, and we are also building off more than a decade of our China heritage, for the ThinkServer business, so that's combining the two together. Kind of driving to our next phase of growth. The whole purpose of today is really transforming the customer experience, and starting with the customer first. We're incredibly proud that we just got ranked number one in customer satisfaction, again but we're not kind of stopping there. We're going to use this announcement today to catapult us ahead. >> Customer service has always been a strength of Lenovo, and as you said, you're going to continue to drive toward that. You said in the keynote that you're incentivizing employees around customer service. Can you talk a little bit about how you plan on maintaining the edge? >> So this year, every Lenovo employee is getting incentivized on customer experience. We're making them take a personal goal of how they can better improve the customer. Regardless of whether you're an engineer, or you're in phone support, or these kind of things, so it really starts at the grass-roots level. It gets everybody thinking customer first, which is great. Again, we're excited, because we're in 21 of the 22 categories, number one is x86 servers, but we're constantly learning and wanting to improve. That's where we're starting. >> Kirk, Y.Y. in his keynote, talked about, just the pace of change. That, forget about 18 years ago, 18 months ago we probably couldn't predict how fast things are going. How does that drive your strategy? How you work with customers, and drive the product line? >> So I think customers are asking for simplicity. It's getting so complex, and the rate of change is so much, so when we did this design of both our server storage and networking, we're kind of future-proofing it. We are actually dramatically reducing the number of products, but building to be more flexible, so you can qualify less solutions, but have them live longer in your data-center. That's been a key attribute as we look at future-proofing. Also, as we move to software-defined, that's going to be a key element as well, because people aren't looking to change out the hardware as much as they are the software part. Everything from our configuration managers to our system hardware management, and with Xclarity, the whole design experience, we're changing to simply the experience for the customer. 'Cause the change is almost getting to the point that it's too much for people to handle, from a technology transformation perspective. >> You're celebrating 25 years of the x86 server that you're offering, so explain to us the new branding. You've got two new brands that you've announced today. The kind of, thinking behind that, and walk us through what they are. >> Sure, so today, we're announcing ThinkSystem and ThinkAgile. So on the server side, we had both the ThinkServer brand from Lenovo and the SystemX brand from IBM. We're building those two together. The engineers were given the charter years ago, to say how do you stay number one in reliability, Number one in customer satisfaction, and then we have a legacy now of over 150 world-record benchmarks. So it's a brand that's highly flexible, premium, and it's going to span now, not only our server products, but server, storage, and networking. One of the surprises I had joining Lenovo is just, we have hundreds of engineers in networking that the old IBM had acquired from companies like Blade Network Technologies, and now things like hyper-converged storage. Once you've solved the storage-compute integration, networking becomes the next bottleneck. The products we're announcing today on ThinkAgile, which is our software-defined products, are helping solve not only the hyper-converge storage problems, but also some of the challenges that brings to networking, and moving traffic from a traditional north-south architecture to east-west. Simply put, ThinkSystem for network, storage, and server; and ThinkAgile for software-defined. >> On the ThinkAgile, the two partners that I saw highlighted up on screen were Nutanix, which you've had in OEM for awhile, and the Microsoft Azure, with Azure staff, we knew is coming this year. Both of those companies have a lot of partners. Why is Lenovo positioned to be a strong contender with both of those companies. >> I think that when we talk to CIOs, what we're hearing pretty constantly is that Lenovo's lack of legacy... We don't have a huge legacy router business, or a huge legacy sand business, and all the associated costs and services. We see our competitors sometimes up, pushing one more generation of the legacy technology, and so we feel like we're getting pulled in to leap ahead, not being encumbered by the past. Then I always say, little things don't mean a lot; little things mean everything. It's the thousands of Lenovo engineers that are tuning this for both of those solutions, especially for Nutonix, we've got integrated networking now, in the stack, so we're not just solving the storage problem, but we're addressing that network solution as well. There's a reason why we have 150 world-record benchmarks. It's that fine-tuning with our partners to get the last few bits of performance out of the systems. >> I wonder if you could talk a little bit more about this lack of legacy, as well as the cost-efficiencies that you referenced in the keynote, in terms of having everything in China, and you described going left to make the servers, and going right to make the PCs. Can you talk a little bit about how that helps Lenovo improve it's offerings? >> So I think that we have the benefits of being an autonomous data center group, and making our own decisions, but we're taking care of the manufacturing, taking advantage of the manufacturing capability of Lenovo. If you look at the devices inside, Lenovo's building about four devices a second. On the server side, we build a little bit over a hundred servers an hour. But if you go into, for example, we have factories in Sárvár, Hungary; Monterrey, Mexico; North Carolina; and even Shenzen. If you go into our Shenzen factory, the parts warehouse is common on the first floor. It comes up through the second floor, and actually goes left for notebooks, right for servers. So all that vendor-managed inventory, we're taking advantage of that scale of four devices a second, and we get that advantage, unlike some of our competitors. What that really means to our customers is we can compete with the best commodity costs, and the best manufacturing costs in the industry. Some of our third-party analysts are saying we have manufacturing rates that could be almost half of our competition, because some of the scale that we have. >> Kirk, one of the things that caught my attention in the keynote was talking about using the intelligence, and inside your supply-chain through the whole life-cycle of the product. Can you give us a little bit of insight as to how you're using it internally, and what customers see from that. >> So we just hired our Chief Technology Officer, was Dr. Rui, Yong, who's ex-Microsoft. He's one of the world leaders in Artificial Intelligence. Our CIO and us in the data-center group, we've all been collaborating to bring Artificial Intelligence deeper into everything we do, but even from our supply chain to our order delivery, which is why I think our customer satisfaction rates are so high, because we can predict the supply chain, the right amount of inventory, and shipping it all the way through, and predicting the dock-date to our customers incredibly well. One of the key learners we had over the last couple of years of acquiring the IBM x86 server business, it took us almost two years to get off the IT systems, right? We had over forty different databases that we had to integrate in, and now that, as of January 1, they've all become part of Lenovo, pulling those big data analytics together and using Artificial Intelligence, we can now track the aged population of all of the installed base of over about two and a half million servers that we have out there, who's coming up for warranty replacements, who's coming up for hardware replacements, and it's almost that predictive analytics that customers are really valuing. >> In terms of Lenovo and it's aspirations for the future, in terms of becoming the world's biggest super-computing company, you are the fastest growing, but let's talk about impact. This is something that Y.Y. talked about in his keynote, and really making sure that Lenovo is working, not just helping companies sell more widgets, but also with scientific breakthroughs, curing diseases, predicting the effect of climate change. How big a part is that of your job? >> I think it's something that's incredibly motivating to Lenovo employees, beyond financial return to shareholders, is every day I get internal texts or WeChats from Lenovo employees that are feeling really proud to be part of a company that's off trying to do something good for humanity, as well. I mean on the PC side, we're selling ChromeBooks and bridging the digital divide between kids in Africa and kids in the major metropolitan areas of the world, but on the data center side, things like we did with the Barcelona supercomputer, where we now have the fastest, next-generation Intel computer on the planet. It is one of the breakthroughs of predicting weather and climate change, predicting and tracking the next tsunami to evacuate coastlines faster, trying to find cures to some of the most terrible diseases on Earth. It's a huge part of the culture, of trying to do good for the world, not just make a financial return. >> Kirk, I want to go back to ThinkAgile for a second, because you dropped a hint that we couldn't let pass. Said that it's likely that we should expect M and A, from Lenovo here, now, I don't expect you to tell us who you're looking at, but what do you look for, what type of company to look for, or what would fit well into the Lenovo portfolio? >> Well, it's funny, because we're Lenovo, so we're not Huawei, or Cisco, or EMC, right? Big names, without saying traditional networking and storage. All of these startups out there that are essentially competing with those large legacy companies are coming to us saying, we want either access to China, given our strong China presence, but also global-scale. Because once they get to a couple hundred million dollars in revenue, they have a real tough time scaling, and as I said, we're participating now in over 160 countries, 50 call-centers. That's a pretty big investment, even for some of the fastest growing software-defined companies in the world, to set up. I think we want to build our own internal intellectual property, but we're also going to look at joint ventures and M and A's in the areas of software-defined networking, software-defined storage, because our customers, again, see us with that lack of legacy and are really pushing us to go even faster, which is great. >> So those are the business that you're interested in, but what are the kind of cultures that you're looking for, particularly because culture is such an important part of Lenovo? >> One of the reasons I moved from Intel to Lenovo is that they're just fierceless innovators, right? And we became number one in PC through innovation, not just cost-cutting and I see that on the data-center side as well. All of those little things that matter. So I think we want to have people who have the highest of aspirations. When we go into something, we want to be number one in it. People who are fearless, they're not afraid of companies that might be three or four times our size, but that want to make a global impact. A lot of these customers, they've already made their financial returns in a previous startup, and now they're looking at how they can go change the world, and the scale that Lenovo brings, I think is something that's pretty exciting to them. >> Kirk, on the Intel point, I think this is the fourth show that we've done theCUBE at this year, where Intel's been up on stage, arm and arm with a partner, in the cloud-space, in the server-space, talking about that next generation chipset. What's going to set Lenovo apart with this next wave, and what are your customers excited about for this next spin of the Intel chipset? >> We're seeing 59% performance improvement on things like SAP HANA, where we're number one in the world in installations. We're seeing better total cost of ownership productions. So particularly in hyper-scale and HPC, we see a step-function transition over, almost immediately on the new Intel chips. We're looking at all architectures, of course, as well, but I think with Intel, we've put in the largest omni-pass solutions on the planet. With Barcelona supercomputer, we're working not just on processors, but on the SSDs, on their accelerator, on high technology, on the fabrics. So we have a really tight innovation relationship with them, so we're selling probably more content per box, therefore we're obviously able to fine-tune the entire portfolio together with them. I think customers are excited about us continuing this world-record performance that we've had. The TCO reductions, of getting to lower power. Most of these supercomputers are still constrained by power. We have more than 25 patents now in water-cooling technology to try to be greener for the Earth. I think that those are some of the things that we're seeing from Intel. >> Those are the selling points. >> Yeah, higher performance. We have a very tight, close relationship, so there's not a lot of finger-pointing. We get into an issue, as all companies do, we can solve it very, very quickly. I think again, being number one in customer satisfaction from a third-party is our testament to that. >> Kirk, this last question I had on that, the hyperscale market. Can you just give us the update, as kind of Lenovo's position there. Heard a lot about the HPC market, we know, kind of a traditional enterprise market, but hyperscale, I think, is one of the areas you differentiate yourself. >> We obviously sell Dubai, to Alibaba, Tencent is part of China, we're one of their largest suppliers and partners, and we're now expanding, through this new segment-focus into the west coast of the United States. We don't necessarily go out and say the names of those customers, but there are multiple hyperscale customers in the top ten, many of which are based in the US that we are already now shipping into significantly more units this year than last year. It's a function of really getting cost-optimized. Again, we're taking advantage of PC economics and bringing them to hyperscale computing, so we're not afraid of low-margin, high-volume business, because that's what we're doing in the PC space every day. So, we're going to continue to expand, not just in the top-tier ones, but also moving into the tier two, tier three, kind of customer bases as well, so we're expanding that sales force. Looking at it only end-to-end, only burdening it with what it needs to be burdened with, right? Relative to the cost structure so that we can compete with the best, most cost-effective companies in the world, and still make a little bit of money for Lenovo shareholders. >> Kirk, thanks so much for joining us. It's been a pleasure having you on the show. >> Yeah, the excitement around here's been great. We appreciate you guys coming, and appreciate your time. >> Great. I'm Rebecca Knight for Stu Miniman, we'll be back with more of Lenovo Transform after this.