HITT- Network as a Service (NaaS) Model- Aug 20, 2024

Introduction to Network Consumption
Today’s high intensity tech training takes a step back to reassess the changing landscape of network consumption.

And just like nearly everything else, network infrastructure is moving to an as a service model called NaaS, allowing it to be consumed through an operating expenses model instead of spending capital upfront on infrastructure.

And there are massive additional benefits as well. Today, Telarus VP of advanced networking and mobility, Graeme Scott, joins us along with experts from Lumen, senior lead advanced solutions consultant, Jake Weaver, and senior national channel manager, Rich Fry, for this truly game changing technology discussion. Graeme and all, welcome back to you and all of our guests.

Yeah. Good morning, Doug, and really, great to be here with everybody today. I’m actually coming to you live from the great state of Utah. I’m at the mothership today for some meetings, and I’m using my colleague, Koby Phillips’ office.

So if anybody has any great pranks that I can play on Koby here, throw them in the chat, wanna do something fun, leave them a little memento for being nice and letting me use his office. So I would love to have your ideas. But, we got a great session here for you today. We’ve got the folks on from Lumen, very, very trusted, Telarus partner.

Changing Landscape of Network Consumption
So, Chandler, let’s go ahead and move on to the next slide. You know, we look at network. Right? And network’s something a lot of us have been selling for a long time.

But as I’ve done these anatomy of the deal sessions over the last couple months, one of the things I’ve really tried to communicate is how network is changing. Right? The way people are consuming network, the way customers are buying network, and the needs and demands put on the network have all changed and evolved along with the technologies the network supports. So as we all know, the foundation for any technical stack is the network.

And if you don’t get that part right, you’ve got a lot of challenges down the road. So one of the things we talk a lot about is SASE and SSE. So I’ve thrown those diagrams up there. These should be familiar to all you guys.

And, obviously, that SASE component is what we’ve been spending a lot of time on over the last couple months, talking about how that kind of just wraps everything up there and is that nice little handoff between the network and what’s going on outside the network with the security. So lots going on there. But let’s talk a little bit now about the network itself. What’s going on sort of behind that layer there?

And as we move to what we call network as a service. So, Chandler, if you wanna move to the next slide. So as Doug was talking about, network as a service basically allows organizations to take the operational expense of network infrastructure, routers, switches, all your gear, and turn that into an OPEX expense. Sorry.

I said I think I said OPEX at first. CAPEX expense and turn it into an OPEX model through subscriptions.

So it’s a you know, we’ve seen this trend with a lot of the technologies that we already have. I mean, obviously, we were all part of the UCaaS land grab when everything from the PBX has moved into the cloud. You know, we’re starting to see the same thing, and that shouldn’t really surprise us.

The traditional network model requires a lot of capital expenditure, and companies just don’t want don’t have the appetite for that in today’s environment.

Now what has, allowed a lot of this to happen capabilities that are in place now with NaaS. So they have the ability to replace hardware centric things like VPNs, load balancers, firewalls, and those kind of things so users can scale up and down as demand changes and deploy rapidly. So a lot of things going on there. So let’s move to the next slide.

Massive Market Opportunity
This is a massive market, folks. So if you were kind of one of the late adopters to the p you know, to the cloud voice model and and sort of still selling on prem for a long time, I know a lot of people made a lot of money there, but a lot of people got caught up and sort of, missed the boat on this. We don’t want you to miss the boat this time. These are massive numbers, twenty eight point seven compound annual growth rate.

The network as a service model by twenty twenty seven is going to be massive. So, I saw a question there about wireless. Yeah. So network as a service can include that.

So we’ll get to that in a bit. But huge opportunity here, and a lot of that lives and breathes right here in North America. So we wanna make sure that you, our tech advisors, are taking advantage of that and understanding what’s going on and what is driving this. So let’s move to the next slide.

Customer Perspective on NaaS
So why are customers looking at NAS? So, obviously, first bullet point there. Well, we talked about the obvious. Right?

That ability to move CapEx to OPEX, that’s a big part of it. But there’s other elements here that customers are looking for when they go to a flexible network as a service model. So it’s a much more agile network. When you’re deploying these things as a service, you’re not putting in a lot of physical infrastructure.

Your ability to respond to changing business environment is a lot quicker. So you can add, subtract, do whatever you need. We need more bandwidth over here, less over here. You can adapt to what’s going on in your business environment very quickly, and we know that those environments are constantly evolving. So next bullet point, flexibility.

Right? I think customers want this. They don’t wanna be locked into long term commitments with things that they may or may not need down the road, and they wanna be able to scale up and down as needed based on the demands of their business. And I think about things like, you know, large tax preparer services that are super busy for a period of time during the year and then not so busy other times.

Those types of customers are asking for the ability for the network to be full flexible so that they can respond to their business needs. And next point there, Chandler, it’s a better buying experience for the customer. So, obviously, you know, moving from CapEx to OpEx is a is a improvement for most customers buying experience. But if you’ve gone through a lot of these network procurement processes, and I know many of you have, it can be a long, complicated process, lot of things to go through, legal, this, that, whatever.

Customers wanna streamline that experience. They want it to be easy, and they wanna make it, you know, quick and efficient. So let’s move on to the next slide.

Benefits of NAS for Tech Advisors
I always love this, and I I got a lot of comments from a lot of you folks at the partner summit that you love my cool story, what’s in it for me, little wrap up there. So why would you care? Why is this something you wanna be able to deliver to your partners? Well, number one, it gives you the ability to respond to your customers’ needs quickly. Right? Provide your customers with the best of breed, new innovations very quickly and efficiently.

That keeps your value as their adviser entrenched within their business. So let’s look at the next one there, Chandler.

Low touch, easy access. Customers can scale up or down their services on an as needed basis, and that means, you know, a lot of times we’re gonna be offering them portals, and I think we’re gonna hear a little bit about that from the folks here at Lumen here shortly. But the ability for customers to self serve their needs on the network, meaning it’s low touch from you as a partner. However, you still get paid.

We all love to see that. Lumen’s got the portal. They’re gonna talk a little bit about it shortly, but a lot of our other providers are also adding some of these portals as well. And then finally, the accounts grow over time.

Right? As we have seen throughout the history of network, nobody over the long term needs less. Right? They may scale down for a period of time, but I think if you look over the trajectory of several months of a business and a business’ operations, they’re gonna be constantly demanding more and more and more bandwidth as their applications continue to grow.

Customers who bought connectivity today may also expand into other offerings like we talked about earlier with SASE and SD WAN. Those are logical extensions from that network as a service process. So gonna go ahead and bring in, our folks from Lumen here.

Insight from Lumen Experts
Jake, Rich, thanks so much for being here with us today. I really wanted to have you guys on here because I think you guys were one of the first ones that I heard really sort of talking about this and banging that drum fairly loudly.

So, Jake, let’s start with you. Why was Lumen so quick to jump into the game here? What are you guys seeing? And does all the stuff that I just talked about stack up with what you guys are hearing from your customers?

Thanks for, having us, Grant.

Yeah. One hundred percent. It it absolutely aligns with what we’re hearing from customers and why we we’ve journeyed down this path of creating our NAS platform.

The the need for network agility, the flexibility, customers wanting that self serve, low touch. When they need something, they wanna go get it. Right? I mean, we’ve all bought things on Amazon, and it’s that experience that it’s really probably spoiled a lot of us.

When we want something, we can just go get it. Right? And we wanted to, really improve the the customer experience, the end user experience through the not only the procurement process, but once somebody is a customer, they do need to scale. Right?

They are gonna grow. I mean, many of us have been around long enough that we remember selling a meg and a half on a t one, and people were like, oh, that’s that’s awesome bandwidth. We’ve got a meg and a half, and then it became ten meg. And ten meg was fantastic, then a hundred.

Now it’s a gig. To your point earlier, it’s gonna continue to grow, and nobody wants to wait around for a change order to be processed and have that take forever. Right? So cloudifying the network and that ability to scale up and down as the business requires is critical.

Taking as many hurdles out of that out of that process was our goal. And giving customers the ability to go into a portal and say, hey. I need this much bandwidth. I need it to the Internet, or I need it to one of the hyperscalers or a data center in a point to point or an MPLS connection, giving that flexibility, that ability to consume what they need when they want it was the genesis really for our NAS platform and why we we we brought that to bear.

Yeah. So as we as we move to your next slide here, let’s talk a little bit more about that cloudifying the network. What does that look like from a from a customer standpoint and how it improves their experience?

Cloudifying the Network
Yeah. From a customer standpoint, it it’s really easy. If you’re an existing customer, you’ve got access to our control center portal. If you want to explore NAS and the possibility and if it’s available to you, We’ve got eight thousand locations available today that are already enabled for NAS, and a customer can go into their control center portal, look up their address under their account, and see if it qualifies.

Within about another month or two, we’re releasing about another thirty three thousand qualified locations. So we’re expanding it really, really fast, and that’s frankly our differentiator in that marketplace because we have that network, we have that reach that’s already out there. All we’re doing is just, placing some some new equipment out at the edge to enable that service so that customers can have that ability to spin those circuits up quickly through that portal.

They can go in there, find their the the address for a branch address. Or if they wanna connect to one of the hyperscalers, they can go in and find the hype one of the hyperscalers.

Or Digital Realty or Equinix, coming in the next few weeks, we’ll have enabled, Flexential and CenterSquare as data center partners that customers can spin up, IP VPN or point to point connections to and have those connections, again, spun up within minutes.

Because the underlying infrastructure is already there. It’s just logical connections.

So it’s it’s really easy for them to go into that portal, figure out how they wanna connect the dots, and what flavor of network they need for their particular use case.

Hit go. In a matter of minutes, it’s there. If they need to scale it down for seasonal purposes, like you mentioned earlier, or maybe they’ve just few days a year, they’ve got large data pushes for software updates or backups at a certain time of day, a particular day of week. Whatever the use case, they’re able to scale it up or down through that portal, or through API connections.

So it gives a lot of freedom and a lot of, agility and flexibility for the customers to to consume that network.

And that’s really what we mean by cloudifying the network.

Yeah. And I think, you know, like you said, the Amazon experience, I mean, this is what customers are used to. This is how they want to buy going forward. Right?

I mean, we talked a lot about the tools in previous sessions, visibility, performance, all that stuff. This is the this goes speaks to the customer’s buying experience and how that goes. And I think that’s really an area that needs to evolve in the network space, and and this is a way to do it. So as we move to your next slide here, talk a little bit from a partner standpoint about how you guys are seeing when you start with the network, how the additional services are layered on there, and how that can help the partners here grow the account over time.

Layering Additional Services
So the analogy that I’ve used for for years when it comes to network is net network is really the shim that we can use to get our hands into a customer environment and apply and and apply more value as a trusted adviser, consultant, salesperson, whatever the name on your business card. We’re able to use the network to connect the dots, but open up and bring those additional services in. As you mentioned earlier, I mean, nobody just buys an Internet circuit and leaves it just sitting there. Right?

I mean, internally, we refer to it as just naked Internet. There’s nothing there. Nobody wants to have just a naked Internet circuit. Mhmm.

So they’re often layering in SD WAN.

SASE, as over the last few years, has just exploded as we’re all aware. But being able to layer in different security services on top of that, depending on what the use case is, being able to, as a as an advisor, recommend those pieces and give the customer the ability to easily subscribe to those services creates a very frictionless, buying experience, which there’s a lot of value in that. And being able to, as an adviser, position that is just gonna put you in some such a a good place with your customer.

Yeah. And I think, you know, just to kinda pile on a couple of statistics, I just recently heard, you know, the SaaS market is growing tremendously, with a huge it’s it’s outpacing the growth of SD WAN significantly now. Right? And we obviously know that SD WAN’s a component of SaaS, so people are just taking it to the next level there.

But this stat kinda jumped out at me, and this is a courtesy of, a study that I saw. I’ll put the details in the chat. But, it single vendor Sassy Solutions are expected to represent over eighty five percent of the market by twenty twenty eight. And, again, I think that speaks to this model.

This is how customers wanna buy. Right? So, I’m gonna bring Rich in here now, and and we’re gonna break down a couple of of recent success stories that you guys have had. Let’s move to the next slide there, Chandler.

Deployment Success Stories
So, Rich, you know, I think it always helps to kinda put this into practice and and to hear, you know, Lumen is one of the leaders in this space, and you guys are actually out there doing it today. So let’s talk about a couple of examples where you guys have, deployed this service with some customers.

Yeah. Thanks, Graham. It’s great to be here. And, you know, if I were running a campaign being as an election year and everything, I would wear my gotten aster, and my campaign would be make network sexy again. Yeah.

But back in the day, this used to pay us all really well, and then it became, you know, one of those necessary evils we all have to have.

But now, you know, if you think about, you know, the way that the customers wanna consume it, the way that we should want to sell it, is is those words you used earlier on, the earlier side, be agile, flexible, scalable, things that you’re not used to hearing from network providers, including Lumen, but now based on the investments we’ve made in that network. You think about a health care cover, for example.

They need to turn up, you know, pop up clinics and and and merge with the environment or, in a temporary situation or wherever it might be is if if they’re in those buildings and we’ll talk about where this is available because Jake talked about eight thousand buildings today, adding thirty two thousand more buildings to a total of forty thousand buildings, in in the country, for on demand Internet. So if they’re in one of those locations, they can fire these babies up and turn them up, turn them down, crank them up, crank them back down, you know, however they wanna do it, as quickly as as quickly as they need to.

Whether they’re in health care, manufacturing, retail, you know, it doesn’t matter the industry. You think about the different seasonal requirements like you talked about an accountancy firm, for example.

You know, that that’s what this pay for use model is. And I and I think of, there there’s there’s I think the best commercials in in any industry, the insurance commercials, because we all remember what their taglines are. But there’s one out there that talks about pay for what you need.

You can sing it. I know you’re all singing right now.

Okay.

So really little bit of gaming.

Yeah. But pay for what you need. You know, get what you want. Have it have it set up, you know, so that you can go as high as you need to and then, you know, crank it up while you need to.

Our our guess is it’s not our guess. It’s an educated guess based on research that’s been done that once a customer gets in there and they get the bandwidth that they need and then they realize, you know what? We need a little bit more for this weekend or for this month or for this campaign or whatever it might be. They crank it up.

They don’t really wanna come back down again. They might they might bring it back down, but then they start finding other ways or reason to use that bandwidth, and it stays up there. And the good news about that isn’t compensation is clearly an important topic. Lot of questions about that in there.

When it’s appropriate, Graham, we’re we’re ready to address that. But the beauty of that is the more of that bandwidth that they crank up and the longer they keep it there, the more you get paid.

Customer Examples
Yeah. We we do have a ton of questions in there. So I’m gonna, you know, Rich, if you wanna just touch on these two examples really quickly, and then we’ll, we’ll talk about the upcoming webinar and then and sort of turn it over to Doug with some questions here. So, Rich, why don’t you just kinda quickly these these two scenarios, these were actual customers. Right?

Yeah. Actually, you know, I kind of I just kind of, briefly went over them at a high level. If we want Jake to dive in deeper, I know he he’s got the research on these individual, you know, customer peer. But, Jake, you wanna dive into one of those?

Sure. Sure. Particularly on the on the health care customer, the the partner that was involved in that did a really good job of understanding kinda what was on the the road map for this particular customer. They knew that they were expanding into a couple of new data centers through acquisitions. They needed that compute power, pushed closer to where some of those regional hubs were, where they were providing, care and treatment. So in the need to expand that data center footprint, they also needed to expand connectivity.

So that gave them the ability to, through their existing control center portal, just go, okay. We’re expanding into Equinix in this particular location.

They just went in, found that that particular data center within the control center portal, picked out how much bandwidth they needed, and set it up. For the on demand clinics, they were able to collaborate with the partner and figure out, okay. We’re planning these pop up clinics. Where do we wanna put them in in the particular metro areas or regions of of the particular metros?

Prequalified those buildings so that they knew that, hey. Nas is available here. It’s gonna give you the ability to just consume while you need it there and right size that consumption.

And they were able to effectively plan and stage the deployment of those pop up clinics. It made it really easy for the customer, and the partner looked like a hero creating that frictionless experience.

Yeah. I mean, that’s a great example. And I think, you know, to me, the most important point you touched on there was right at the beginning. Right?

The the partner had a really good idea what was going on with the customer’s plans, and I think that is so true of everything we sell. Right? Knowing what’s going on with your customer, asking that extra question, that’s where you start to get into these kind of opportunities. So so great point.

So we’re gonna open it up to questions here. But before we do, if you Chandler, if you just go to the next slide, you guys are actually gonna go into a lot more detail on this tomorrow, right, with a with a webinar. So if, you guys have heard something here today that piqued your interest and, you you wanna hear a little bit more, learn a little bit more, dive a little deeper, there’s a whole hour long session that these guys are running tomorrow, and we they’d love for you to join. So just go ahead and scan that QR code and get yourself signed up for that.

Upcoming Webinar
We’ll, we’ll leave that QR code up there for a few minutes as we, tackle some questions. So, Doug, I know we have a lot in there. What what do we got?

We do. Thank you, Graham. Thanks, Jack, and thanks, Rich. Terrific presentation. Jake, I’m sorry.

Yeah. Most of the questions have to do and we’ll get to the logistics of this in just a second. But many of the questions that are coming in have to do with how partners are compensated on this because it is sort of a self serve portal situation. It’s possible to go up and down. Let’s talk just a little bit about how we ensure that partners are compensated on the ongoing revenue for this, especially with the changes that come into play, And how is this different from, let’s say, burstable DIA?

Perfect. Doug, thank you. That I know that is the the greatest concern in the channel community is always when we change technology, how we get paid. You know, we the the partner is at the center of our universe.

And so when we went to roll this out, you you you’re the phrase, I’d say, digital buying experience.

To me, DBE, digital buying experience, has thus far been an a no no word in my household because we are all about the channel. And digital digital buying experience implies the customer doesn’t need any advisers to go out and do the work, and so they just buy directly from the supplier. That’s not how we’ve designed this. The direct side started selling this about a year ago so we could work out the kinks and everything because we had to figure out how do we make sure that when a customer sold by a channel partner wants to use NATS, that they are actually going to be compensated cleanly as as quickly as the customer is built. And so we made a change a little over a year ago, probably a year and a half ago, to to, bill at the billing account number level and not the account level.

It’s it’s a it’s a minor difference to anybody outside of Lumen. But within Lumen, what that enabled us to do now is it allowed us to be able to say, okay. This partner, this adviser is paid on this band. So when the customer goes in and they perform and they activate NAS, we wanna make sure that they activate it on the band that the partner was paid on so that every every dollar that they are billed, you are compensated for. And so that’s that’s why we made one of the reasons why we made the change to band level payments.

And so we’re gonna walk through in this, in the sales academy webinar tomorrow. We’re gonna walk through, how how we make sure that partners get their existing customers, make sure that we know what those bands are. So when customers want to go in and use NAS that they’re using that band, or they establish a new band that you’re associated with.

And if it’s an existing customer that you are not currently associated with, we can find ways to get you to be able to be paid to move to this technology. And so that is gonna require your engagement with your local channel manager. If you don’t know who that is, that’s fine. There’s a lot of turnover in this industry. If you don’t know who that is, just engage me. And I’ll put my I’ll put my name or my phone number and my email address in the chat here.

Partner Portal and Control Center
Now now quick question there, Rich. If if a partner wanted to, can they have control of the portal and let the customers reach out to them and order the circuits on their behalf?

Yes.

So can they they don’t have to give the customer access. Correct? They can control the access.

Great question. Well, the the customer by CPNI CPNI rule, the customer will grant access to the partner to be in their control center, which is our partner portal, our customer portal, so that the partner can go in on the customer’s behalf and and make these moves and changes.

Yeah. Okay. Yeah. And that’s we’re seeing that with some of the other portals out there. That’s a great way for partners to at least have tabs on what’s going on. Right?

Incorporating Wireless Networks
Earlier on in the, presentation, the first question came out of the shoot, and we promised we would get back to this, was the, interaction or the inclusion of wireless networks. We talked just a little bit about that.

Yeah. So, Jake, I don’t know if you wanna touch on on how you guys are incorporating wireless into this, some of the offerings you guys have.

Yeah. So wireless is on the road map for that digital buying experience.

It’s not part of it today. We do offer it, but it’s more that traditional buying experience. So when customers need wireless connectivity, wireless backup, there’s still a device that will ship out that’s configured with a multi SIM card and and being able to use that either as a primary or a secondary connection.

So it’s on the road map to be included in that digital buying experience. Sassy is part of our digital platform. Customers can go on to the lumen dot com and subscribe there through the market place there. We’re slowly integrating these different products and features into that control center portal. So there’s that single pane of glass that customers existing customers, all get a control center portal, but they can go into that and accept the entitlements for those services, consume them, order them, have devices shipped out to the branches with if it’s SaaSy.

Expanding Network Services
It’s really just trying to make things as easy as possible.

Yeah.

And and I love a great point here that many times when we think of changes that will occur to the network, we’re often thinking of either increasing or decreasing bandwidth for some reason.

But as you bring up, we we’re we’re also talking SASE. We’re talking SD WAN. We’re talking not only expansions of the network, but other adjacent technologies, which will also be involved with the network as needs expand and as future technologies expand. Talk just a little bit more about the ease of doing that, and then I wanna talk about privacy concerns on the network a little bit too.

Jake, you wanna tackle that one?

Yeah. I’m I I apologize, Greg. I’m I’m not sure I was quite following the question there.

Oh, just, we had a lot of we’ve talked a lot during the call about, adding, SASE or as adding SD WAN.

To what extent can that presently be done in the portal? What can be done later on? What’s on the road map for that? And how easily is it for how easy is it for partners to get paid on those additional services coming in as well?

So any additional services that are bought through the portal as they become available again, going back to that road map slide. Today, it’s IP VPN, Internet, point to points, connecting branches, hyperscalers, a growing list of third party data centers.

DDoS is also available to consume through there. Road mapping is Sassy and some other additional, service products and services.

They’re available today kind of more that traditional buying experience. So if a customer needs DAFTI, obviously, there’s some conversation that needs to have, needs to happen in order for us to be able to configure things appropriately, but it’s a little bit more of that traditional engagement. Customers can go on to our dot com and do it. I personally prefer, that the customer talk to the partner, partner loops us in, has a conversation with myself, the channel manager, so we can understand the complexities of the environment. Once we do, we’ll just drop ship, whatever the platform might be, whether it’s Fortinet or Versa, Palo Alto. We can bring a lot of different different folks to the party depending on what the customer requirements are.

But that all that was gonna sit, really at the customer prem, and then we’re just plugging in the NAS connection into those into those elements there.

SASE and SD WAN Integration
Yeah. And so just segue into the availability question. Arm asked this, oh, go ahead, Graham. Sorry.

Yeah. Hey. I just wanted to jump in. So two so two points there. So number one, you know, there’s a number of, of providers that do you know, are starting to lean into this.

Everybody’s portal’s a little different, but I think the the story here is that everybody’s moving in this direction. Right? So integration with all these other technologies, you know, wireless and things like that, that’s where it’s all gonna be. This is how customers wanna buy.

And then I think to add to that Sassy point, what the data is showing is that as customers start to get a little a better handle on their network with the scalability, the flexibility, the agility, it naturally leads them into some of these other solutions like SASE, where they can start kind of looking, hey. Look. Now I’ve got this. I want this now too.

And so it it’s sort of a natural progression with that buying experience that I think that the research and the data is showing that this is this is sort of what it’s leading to is more of that. So I think that’s the that’s the real takeaway for me on the on the SaaSy component of that going forward.

Yeah. I know I agree with that.

Go ahead, Jake.

No. I was just saying I I I agree with that. I mean, SaaSy is is something that we can provide.

Its network is usually kind of in the long pole in the in the tent where we can we can have devices sent out to a customer prem in about two weeks, but then they just sit there collecting dust until the network gets there. With NAS, we’re able to kind of flip the script on that. We’re able to have the network ready and waiting so that once we’ve, sent out whatever hardware is needed, whether it switches, elements of the SASE framework, whatever it might be, Soon as the devices are there, they’re ready to plug and play.

Network Availability
I’m running really short on time, but I wanna get two more in here quickly. First of all, the, availability, of the, of the NAS.

Currently, how can partners and or their customers determine where this is available? We talked about the number of buildings, number of sites where this is available. How can partners see that information now?

So today, it’s posted on the partner portal.

So partners can go into the Lumen partner portal and see that full list. They can also work with their channel manager to to prequalify a customer. They can say, hey. I’ve got this customer, call it ABC manufacturing, and we can look up that particular customer. If they’re an existing customer, we can see their addresses and find out which ones of their existing locations qualify and and which ones don’t. If they’re not a Lumen customer, we’ll just do it the old fashioned way and look at their address, figure out if we’ve got the infrastructure there to make it happen quickly or if we need to drop ship, any hardware out there.

Sounds good. And last question, also related to availability. Is this primarily still a domestic offering right now? We have had inquiries from folks, who have opportunities in the UK and in EMEA.

Today, it is North America.

It is road map to expand to EMEA and APAC as we do have edge facilities out there. We wanna be able to offer those, easy consumable network options, connecting those Lumen edge nodes as well. So it is road map to to go overseas.

Global Expansion
Excellent.

We’re going to leave the chat window open. So if you have additional questions, you can go ahead and, talk to, our panelists today during the rest of the call, and we’ll capture all of these, and get those over for some additional responses from the Lublin panel as well. About out of time. But, Graham, back to you. Sum this all up for us.

Yeah. No. Just, again, you know, really trying to keep our pulse, our our finger on the pulse of where things are going and what’s happening. You know, there’s just so many changes in network.

And, again, this is the way customers want to buy, and this is a trend we’ve seen before. Right? This shouldn’t be a surprise to everybody that, you know, we saw this with voice. We saw this as other technologies.

So I just encourage you to lean in, learn a little bit more. And if you got more questions, don’t forget these guys are doing an hour long demo tomorrow. So check that out.

It’s gonna be a great one. Guys, thank you very much. Terrific presentation.