You mentioned in a recent talk partners – they ’ re all wonderful in their own way and of that innovation is a we ’ ve had long-term relationships . But when it comes game-changer . What does to co-innovation between the innovation labs and innovation mean to you ? specific partners , the first thing we look for is whether the partner has a long-term outlook .

Innovation means a couple of things to me , nontechnically : first , battling an existing problem in a new I don ’ t want somebody that says , ‘ OK , BMC you ’ re way . Second , solving a new problem and finding a solution . Both of those mean innovation , but at the end of the day , solving it means it ’ s used or it ’ s adopted . In the absence of it , it ’ s just a conceptual exercise .

Can you tell me more about your co-innovation strategy with your partners ?

I wasn ’ t shy when I said that we ’ ve been very selective about who we partner with . BMC has a number of developing something and I can go and implement it for you . I ’ m going to charge the customer this much , but if the customer doesn ’ t want to pay I ’ m going charge you this much ’. That ’ s a non-starter for me as far as a partner goes . You have to really be willing to commit your resources . It ’ s more with the implementation partner specifically where it becomes more about what they can get as a quick win from the partnership , from a billing standpoint . That mindset doesn ’ t work . Let ’ s co-invest , let ’ s develop a compelling solution , let ’ s deliver it to them and show them what ’ s possible . Then , when we

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