Our digital disruption is a true differentiator in terms of go to market strategy, and it gives flexibility to offer bundles where each element isn’t necessarily the cheapest but there is a value in the aggregation. But aggregation doesn't mean you're locked in. Aggregation means that you actually have better buying power.

That higher level of service makes you a more loyal customer, and the ability to reduce churn is huge today. If I can draw into your customer ecosystem, if I can provide you more than just connectivity services, and if I can be that value add provider on top of the current activity, that's what a true marketplace has to offer.

There is a virtuous circle of supplying the customer with more services providing more insight into the customer needs leading to an more intuitive customer life cycle understanding and so giving you the ability to market, to target market segments with a complete offering, not just the dumb pipe vendor anymore. The conversations can become more relevant and more tangible.

Today’s market dynamics mean you're not selling to one business unit, or one organization. The CFO's office wants to know what you're doing. The IT and operations office wants to know what you're doing. Network security wants to know what you're doing. Marketing wants to know what you're doing. They all want to collaborate on strategic spend and strategic buy. Being able to address the needs of the ecosystem, and then life cycle, and doing so in an intuitive manner, allows you to address multiple business needs to an organization, and address the needs of everyone throughout the organization, whether it be the CFO, or network security, or anyone else. It's all value creation, and value interpretation.

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