The Battle For The VSaaS Market Begins 2019 - Alarm.com, Arcules, Eagle Eye, OpenEye, Qumulex, Verkada, More

By: John Honovich, Published on Jan 02, 2019

2019 will be the year that VSaaS finally becomes a real factor for professional video surveillance. While Video Surveillance as a Service (VSaaS) has been around for more than a decade, it has always been relegated to the fringes of the market and not a mainstream competitor to VMS software and NVRs.

the battle for the vsaas market2

Money Behind It

However, the big difference in 2019 is the emergence of a group of well-funded entrants seriously focused on pushing commercial VSaaS. The technology is not that much different than it was a few years ago but the money being invested in selling and developing commercial focused VSaaS offerings is far far higher.

With commercial video surveillance, for new technology to gain acceptance, it cannot sell itself. Rather, it takes a lot of money in proactively selling and convincing users to switch. Only until there is a critical mass of large players doing so, will a significant number of buyers seriously consider adopting it.

Trends and Players Analyzed

While it is way too early to fairly assess who is going to 'win', the overall battlefield is shaping up as follows, as we explain inside the report:

  • Tens of millions being spent on sales and marketing
  • Viable technology
  • Better for analytics
  • Incremental improvements in bandwidth problems
  • Player - Alarm.com
  • Player - Arcules
  • Player - Eagle Eye
  • Player - OpenEye
  • Player - Qumulex
  • Player -Verkada
  • Member Voting on the most likely successful entrant
  • Not a player now - Dahua and Hikvision
  • Opted out - Milestone
  • Genetec Different
  • Outlook Positive

**** **** ** *** year **** ******************* * **** ****** for ************ ***** ************. While ***** ************ ** a ******* (*****) *** been ****** *** **** than * ******, ** has ****** **** ********* to *** ******* ** the ****** *** *** a ********** ********** ** VMS ******** *** ****.

the battle for the vsaas market2

Money ****** **

*******, *** *** ********** in **** ** *** emergence ** * ***** of ****-****** ******** ********* focused ** ******* ********** VSaaS. *** ********** ** not **** **** ********* than ** *** * few ***** *** *** the ***** ***** ******** in ******* *** ********** commercial ******* ***** ********* is *** *** ******.

**** ********** ***** ************, for *** ********** ** gain **********, ** ****** sell ******. ******, ** takes * *** ** money ** *********** ******* and ********** ***** ** switch. **** ***** ***** is * ******** **** of ***** ******* ***** so, **** * *********** number ** ****** ********* consider ******** **.

Trends *** ******* ********

***** ** ** *** too ***** ** ****** assess *** ** ***** to '***', *** ******* battlefield ** ******* ** as *******, ** ** explain ****** *** ******:

  • **** ** ******** ***** spent ** ***** *** marketing
  • ****** **********
  • ****** *** *********
  • *********** ************ ** ********* problems
  • ****** - *****.***
  • ****** - *******
  • ****** - ***** ***
  • ****** - *******
  • ****** - *******
  • ****** -*******
  • ****** ****** ** *** most ****** ********** *******
  • *** * ****** *** - ***** *** *********
  • ***** *** - *********
  • ******* *********
  • ******* ********

[***************]

Spend ** ***** *** *********

****** ***** ****-***** *********, tens ** ******** **** be ***** ** ***** and ********* ** ****, significantly ********** *** ********** and ********* ** ***** offerings ** *********** *** end *****. **** ****'* reviews ** ******* ********** and ************ ********** *********, significant ***** ** ***** and ********* ** ** absolute ***-********* ** ******** and *********.

Viable **********

***** ** ********** ****** and ******, ****** ****** recognition, ******* *********, **** analytics *** ***** ************ where ******** ******** *** cause ****** ** ****** products. *** '*****' **** not **** ********* (******* happen, ******* ** *********, etc.) *** ** ** typically ******** *** ****** enough **** ** **** not '*****' ** ***** buyers ** **** **** the *******. ************, ** improves ** **** ** the ******* ******* *** / *** ******, **** as ***** ********** (*.*., opening *****) *** ************ in ********** ****** ****** for *****.

Better *** *********

*** ***** **, ** least *** ***** ***, generally ******** *** ********** video *********. **** *********** the **** *** ***** of *****, ** ***** VSaaS ********* **** *** potential ** ********** **** higher ******** ***** *********. In **********, ** ********* two ******** - (*) the **** ** ********** power / '************' ****** of ******** *******/********* *** (2) *** ********* ** efficiently ***** *** ******** analytic *********** *******. ******, our ********* ******* ***** that ******** ** ******* generally **** ****** ********'* performance **** ************ **** since *** ****** *** cloud ******** ********** (******* our******** ********* ********************* ******** *******).

**** *** ****** ***** in **** *** **** as *********** ***** (*.*.,***** ******** ********* ********* **) *** more ******* **** ** regular ** ******* *** at ***** *** ***, a ********** ********* ****** for *****-***** *********.

Incremental ********* ************

******* *** ******* ******** to ***** *** **** insufficient ********* ** ****** surveillance ***** **** *** local ******** ** *** cloud. **** *** ********, year ** ****, *********:

  • ******* ******** ********* ******** - * ****** ***, a *** **/* ** upstream ********* *** ***********. More ********, **** ** Mb/s ** ******** ********* is ************ ******, ** improvements ** ****-**** ********* provided (*.*., ***** ** the ****, **** ** business) *** *********.
  • ***** ****** - ***** into ****,***** ***************** *** *** ***** (****** **** ********* **** launch). ***, ********* ***** IP ****** *** * smart ***** *****-** ********. These ************* ****** ********* consumption ************* *** ***** it ****** ***** ** scene **********, ********** ** 50-90% *** ******.
  • *.*** - ***** *.*** has **** * **** time ******, *** *********** of ***** ****** **** the ****** ********** ******** of *.*** **** *********. However, *.*** ******** **** smart ****** ******* ********* consumption **** *******.

*** ** **** *****, almost *** ***** ********* still *** **** **** of ** **-**** ********* (often ****** * '******') or ***** ******* ****** their ***** ******* (******* that ** ******* ** recorders). **** ****** ******** allows **** ** ***** larger ****** ******.

Alarm.com ********* *** **********

*****.*** *** ***** **** a ***** ****** ** the ********** **** ** security, ************* ** *** residential **** *** ** plans ** ****** **** commercial *** (********.*** ******** ****** *****************.*** "**" ***** ********* Tested). ********, **** ** a ****** ******* **** relatively **** ******* (~$*** million ** ****) *** a ****** ***** ******** base.

*** ******* ** ******** a '*******' ******* ******** with ***** *** *********, automation, ****** *******, *****, etc. ** **** ****** business *********, **** *** leverage ***** ******** ***** residential ****** **** ** well ** ********* **** commercially ******* *******.

Arcules ******** *** **********

***** ** ********* **** of ******** ** ******* with *********'* **** **** in **** **** *** calling * '****' *** company. ******* **** ******* shipping ******* ** **** 2018 ******** **** ******* ******* it *** ************ *****, ****** ******* ** Milestone *************.

** ****** ******* ** spend ************* ** ***** and ********* ** **** that **** **** ***** awareness ** *****

****** *** ****: ******* struggled **** *********** ******** at *** *** ** 2018 **** ********* ** headcount ****** ** *** in ****:

** *** *** ***** whether ******* *** ** will **** **** ****** around, ****** **** ********* continue ** ******* **** their ********* ******* / relationship.

Eagle *** ******** *** **********

***** ***, *** *** founder **** *****, *** spent *** **** ****** of ***** ** *** physical ******** ** * service ******. ********** *** many ********* ***** ** willing ** ***** ******* $** ******* ********* cloud ****** ******* ******** ** *********** ****** to*** * ***** ******** from *********** ******** ** *** tens ** ******** **** Eagle *** ****** *** likely ****** ** ***.

******** ** *** ***** 5 ********* ******** ****, Eagle *** *** **** at ** *** ******* and *** ** ********* in ****. *******, ***** Eye's ******** ****** ** rather ************* *** ***** competitive ********** ** ****** (see***** *** ******** ***** VMS ******).

OpenEye ******** *** **********

******* *** ******* ***** a ************ ************ ******** and *** ***** ******** over *** ***** (********** **** *** ******) *** *** *** name *********** *** ********** low *** ********.

******** **** ****, *************** ***** **** *********, the ****** **** ** Milestone, ** ** ***** Executive ********, ****** **** a ****-********* *** ******* to **** **** ******* expansion. *******, *** *** never ******** ******** *********** ** *** ******** Capital ******** ************* ** *********** ***********. These ***** *** ******* OpenEye *** *** ** needed ** ******* **** competitors **** *** ****** substantial *********** ** ***** own.

Qumulex ******** *** **********

*******'* ******* ********** *** that ** *** ** product *** ** **** months *** (******** **-******** ******, ***** Qumulex).

*** ******* ********* *** that ** *** ********* video ********** *********** ********** and * ***** ****** of ********** *** ***** integrator ******** **** ******* Exacq.

******* **** ****** ***** the ***** ****** ** dollars ** *** * companies **** (********* ** their ******* ********, ********* because **** ** *** need **) *** ** believe **** ** *********** will **** ** *** chance ** **-******* **** the ****** ***** **** (recall ***** *************'* ******** *** ** 2014**** ***** ***** **** to ****, ******** *** slow ******* *** *****). Since ******* ** **** planning ** ******* *** first ******* ** *** second **** ** ****, we ****** **** ** have *** ********** ***** impact ** **** *** a ****** ********* *** 2020.

Verkada ******** *** **********

***** **** ****, ******* has *** ******* ***** team ********* ** ******* commercial *****. **** *** sound ********** ***** *** company ** **** ********** new *** ******* *** the ******* *** ***** 40+ *********** ** *** past ****, ****** ** inside ***** ***** ** their ***-**-*** ***** ******** and$** ******* ** ** funding. **** **** **** salespeople ************ ******* *****, it **** *** **** more *** ***** *** integrators *********** *****.

*** ******** ** **** it ** * ****** system, **** ** *** party ****** *******, *** no ***** *********** *********** to *** ******* ******* already ** *** ******. The **** ********* ********* is *** ****** *** recorder ********* **-**** ** storage ** ******** **-***** their *********** *******. ******* of **** *** ******* almost *** ***** **** extensive ******** ****** ************** that ***** **** ** be ****** ****, *** company **** ** ********** to **** ** ********** users *** ** ******* can *** ***** ***** machine ****** **, **** may ** **** ** pick *** ********* ** selling ****** ** ********** pricing.

****** *** ****: ******* has ********* ***** *** most ** *** ***** company ** *** **** year,******* $** ******* ** a **** ******* ****** valuation, ******* ******* ******* ***** surveillance ***** ************ ****, *********** ** ******.

Poll / ****

Dahua *** ********* *** **** ******* (***)

** *** ******** ****, Dahua *** ********* *** clearly ***** ******* ** cloud-enabled ****** ******, ********** their ***** *** / DVR ***** *** ***** cloud ********** ********* (*.*., Hikvision ***-*******).

*******, ** ** *** believe **** *** ********* will ** ***** ******* in ***** (** ***** in *** **** **** for * *** *******):

  • ***** *** ************ **** never **** **** ******, as *** ********* **** tended ** ***** ** camera *********** *** ********.
  • ***** ****** *** ************ have ******* ** ****** CMS / *** (*.*., HikCentral) ****** **** *****.
  • ******* ***'* ***** **** a ******* ********** ** the ******* ********** ***** raise ************* ******** **** many.
  • *** ********* ********* *** in ** **** ********** (from ********* ** ***** vehicle *********** ** *********** to ************* *****), ** would ** **** *** them ** ***** ** the ********** *******, **** difficult ***** *****.

** *** ***** ****, while ***** *** ******* indications **** ***** *** Hikvision **** ***** ** this ****** ** *** near ****, ***** ***** relatively ********** ****, ** they ******* ** ********** this, ***** *** ******* and ***** ***** ***** potentially ******* *** ***** players.

Milestone ** *** ** ******* ** **

*** ** *** ******* VMS ******* ** *********** out ** *** ***** market, *** ** ******.********* *** **** *** Arcules ***** *********** ******** with ************ ***** ********** *****, in *** ** *** 'boldest' ***** ** **** seen ** ******** ****** make. ** **** ** interesting ** *** *** Milestone's *** ***** ***** team **** ******* **** rivals ********* ***** *** spin.

Genetec ** ** *** *********

***** ** **** ******* Genetec, *** ** *** largest *** *******, ** this ******, ******* ** certainly *** ** *** most ****** ***** *********, though ***** ********** ******** and *** ********** **** Genetec's ********* ********, ******** Center. **** *******, ******* has ***** * '***** first' ******** ** *** past *** ***** ************ development ** *****-***** *** features **** **-**** ****.

*******, * ***** ********** of ******* ****** ***** other ********* ** *******'* very ***** ***** ***-**** focus, ***** ***** ***** more ******** *** **********, where ******** ***** ******** to **** ************* (***** the ******* *** ******** functionality, *******, *** ***** record).

** ** *** *** Genetec ************ ***** / VSaaS ** *** ********** commercial ****** ** **** is ****** *** ***** focus, ****** ***** ******* mentioned ** **** ******.

Outlook ********

***** ********* *** **** attention ** **** *** may ** ** ***** in ****, ** *** quite ********* **** ***** attention **** ****, ****** by * ***** ** entrants **** **** *** money *** ***** ** push ***** ** *** broader ********** ****** **** year *** ** *** near ******.

VSaaS *********

****'********** ** ***** / Cloud ***** ************ *********** * **** ******** list ** ************* **** analyzed ** **** ******, with ********* ***** *** updated ************.

Comments (40)

*******'* ******** **** ** on **** ****?

***** ****** **** ** ***** ** *** ** *** ***** (***** ***** ** ****** / *** ****), *** ** ***** **** **** ***** *** *** *********.

*'* ** ***** ********. We ******** ***** ***** in ******* *.* ** December ****. *** *** buy ******* ** *** of *** ************. ** uses *** **** ***** client *** *****'* ******* any ***-***.

*****://***.*****.***/********/*****-*****/

********* *****.

** ** *******, * did **** *** ** update ** *** ***** cloud ****, ***** *****:

** *** **** ** renaming *** ********** *******, or **** *** **** leave ** ** **********?

***, ** ******* *** to ***** ** *** 19th ***** **** ********* this. *** ** *** holidays, ** *** *** been **** ** ******** a **** **** ***. Now **** *** ******** are ****, ** *** hoping *** * **** soon *** **** ** do * ****.

** *******, **. ***** is ********* **** ********* that *** ******* ** the ****** ** *** cloud ********** ******* ********** versus ***** *******, ***** Cloud *****. * ******* there ** * **** in ***** ** ****** the *********.

* ***** *** ******* because * ******* **** have *** **** *******, leveraging *** **** ******** management ************ ** “*****” systems. *******, **** *** not * **** ********. Neither ** *** **** popular *********** ** ***** Eye. ***** ****** ****, but ******* * **** appropriate ************** *** **** product ******** ***** ** ‘cloud ******* ***’.

* **** *** *** of *** ********* ********* here, *** * ***'* want ** **** **** for **** ********.

*** **** **** ******* is *** ***** *** neither ** *** **** popular *********** ** ***** Eye. * ****** *** you *** ****. ** it ******* **** ********* have ** ****** ********* and *** ******* **** true ***** ** * camera ********* ******** ** the *****? ** ** it ********* ****?

* ******* ** ***** that ** *** ****** sense, ***** ******** ** purchase ** "********" ******** or ********* ***** *** Software (*** *********) ** provided ** * ******* within *** ******* (******) fees. ***** ***** ********* requires ********/********* ** ******** to *** "***** *******" it ** **** ** a ***** ********** ******* than **** *****. *** could ***** **** *** VMS ****** ** *****...

* ******* ** **** see * **** **** in *** **** ****** of ******* **** ************* are ******** *** ***** integrators *** ******* ***** terms ** ******* *** same ******* ******** ******...* cloud ********* ******.

** **** ** ****** * ***** ******?

**.

:)

**** ******** ***** ********, Axis, *** *****, *** all ******* ***** ***** / ***** ***** *** are ***** ******* ********* in ***** ************.

** ****** ** **** the ********* **** *** going ** ***** **** market ******* ** **** are *** **** **** are ******* ** **. For *** ********** *********, VSaaS ** **** ** an *** ** ** one ****** ** ****, which ******* *** ***** to **** / **** VSaaS **** ***** ************ options.

** *****, ** ***** companies ******** ******* ** VSaaS, **** ***** **** many, ** *** ******** all ** *** ********* profiled ****. *******, ** or **** **** **** do **** ******* ** be ****. **** ********* will ** ** ***** what ***** *** ** IP *******, ***...

*********** ******* ******* **** the******* *********** ***** *********** Bottle ** ********* ** IPVM*************** *******'* ********** ***** team:

*** **** **** **** large ******/********** ******** ******** systems.

* ***** **** ***** me ** ******** *** unfortunately * **** *** call **** **** ** my ******.

*** ***** ***** *** from * ***** *** who ********* ****'* **** the ********. ** *** his ****** ****** *** he *** ** ******* to ** ********* *********. I **** *** * was *** ********** *** I ********* ** ******* calls *** ***** ***** at *** ******.

********** ** ******** ******* me *** **** ******* messages ***** * ******* him.

**** **************.

** ***** **** ********** incident ** * ******** but, **** * **** sales ***********, ****** * team **** **** '**** **** *** ***** things' ** * ***** in ******* ****** ***** the **** ** ** drive ***** ******* ** fast ** ********. ***** these ******* *** **** Verkada's **** **** **********, it **** **** **** drive ***** ** *** short ****.

"** ***** **** ********** incident ** * ******** but, **** * **** sales ***********, ****** * team **** **** '**** **** *** ***** things' ** * ***** in ******* ****** ***** the **** ** ** drive ***** ******* ** fast ** ********. ***** these ******* *** **** Verkada's **** **** **********, it **** **** **** drive ***** ** *** short ****."

**, ***** **** ***** are *** **** - at *** ********* ** long-term **********?

***, *********** ****-**** ********** for *****-**** ***** ** a ****** *** ******** failure *** **** ** all ** *** ******** funds.

...******, ** ******, **** are *** ***** ********* who *** ***** ******* something **** **** ******* they *** ******* **-*****.

****** ******** ****** *** up ***** *********** ** the ***-**** - ***** is ***** ********* ******* their ***** **** + profits.

*** ***** *** ******* investors ***** ***** **** long-term ******? *** * startup ********, *** ******* risk ** ***** *** of ******** *** ** lack ** ***** / traction.

** ******* ***** ***% this ****, ** ****** how **** *** ***** they ************ ******, **** are ***** ***** ** get **** *******. *******, the ******** ** *** true. ** ******* ***** 30% **** **** *** no *** ***** *** mad ** ****, ***** company ** *** ** business.

******, **** ** **** companies ** ** **** cases? *** '***** ** you **** ********' *******.

"** ******* ***** ***% this ****, ** ****** how **** *** ***** they ************ ******, **** are ***** ***** ** get **** *******. *******, the ******** ** *** true. ** ******* ***** 30% **** **** *** no *** ***** *** mad ** ****, ***** company ** *** ** business."

* ** *** ******* the ***** ******** ****** scheme - *******, * am ******* *** ******** of *** ***************/************ ********* future ********* **** ***** same ****** ****** ** (which ** * ******* requirement ** ****** ** top ** *** ***** of ***** ******* ***********).

** *** **** ** to **** *** *******, then ****... *** *** get *** ********* ** fund **** ******.

*** ** *** **** as ** ***** ******** is ** **** *** the ***** + ******* out ** *** **********, then * ***'* ***** they *** ***** ******* to *** ****** ********* when ****** ** ******** them ** ***** ***** moneys ** '*** ******'.

***** ********* *** *** be (*** **** ****** are) ********* ***** - but ** ***** ***** and ****** **** ****-**** to ** **** ** comes ** ********** *** and *** **** *********.

*** ** *** **** as ** ***** ******** is ** **** *** the ***** + ******* out ** *** **********, then * ***'* ***** they *** ***** ******* to *** ****** ********* when ****** ** ******** them ** ***** ***** moneys ** '*** ******'.

****, **** ******** ** investors ** **** ** Facebook ****** ************ ** 2018. ***** ***** ********* tend *** ** ** worried ***** *** ***** startups '****** *** *****' as **** ** **** do, ***** **** ***** short ** ***-**** **** returns.

**** ****...

**** ** *****...***📉

************* ******, * **** to **** *** * company ***** * ***'* name **** *** ******** "cloud *****" *** "**** remote **********". **** ********* a **** ** ******* that **** ***** ** "storm *** ********" *** they **** ***** ** be *** "****** ** VSaaS. ***** * *** arguing *** * **** traditional ******** ** *****, the ********** ****** *** "move **** *** ***** things" *****. **** ***** a ****** ** **** who *** **** **** of ***** *** ***** what - ****** **** they **** *** ** business. *********** ** *** sales *****?

** *********** ************ **** a ***** ***** ********* who ********** **** **** on **************:

**** *********** *** * ******** listed ** *********** *********** *** *******:

***** **: ***** *** lots ** ***** ***** players *** **** *** money *******. ***** ***** companies (********** ** ***** individual ********* ** ************) simply ***'* ** **** to ******* ****** **** secure **** *********. *** advantage ** ***** *** marketing ** *** *****.

****** ***** **** ***** and *** *******, * would **** **** * "VSaaS **********" ****** **** a *********. ** ** my ************* **** **** offer *********** ***** *** host **** ** * datacenter *** ***** ********* packages **** * ******* subscription *****.

****** #*. ** **** seen *** '***** **********' model ** ******* ******. It *** ** * good ***** ******** *** it's **** ** ***** over ****** *****, ******* or *** *** ********** is ***** ** *** Zealand ** *** ******, etc.

*** ***** ****** * see ** ***** ******** is **** **** ********* "lock ***" *******. * believe *** ***** (**** and *****) ** *** want ** ****** ******* will ** *********** *** many.

* **** ******* ********** from *** *********** ******* players, **** ** *** work (*** *****) **** go ** *** ***** vendor *** ***** ** a ****** **** *** the ******* ******* ** be **** ******* ** the *****.

#*, *********** ******.

**** ** *** **** (and *****) **** ** to *** ***** ****** and ***** ** * bigger **** *** *** channel ******* ** ** left ******* ** *** deals.

* ** ***** **** there ** * ****** risk *** *** ************* / ********** / ********* to *** *** *** integrator ***** ***** ******** a (*********) **** ****** connection.

*******, *** **** ** these *******, ***** ** still *********** (****) ** the ***** ** *** cameras, **-**** ************** *** maintenance ** *** *******.

**** ********* "**** ***" forever. * ******* *** costs (**** *** *****) if *** **** ** switch ******* **** ** prohibitive *** ****.

****'* * **** *** sure, ********* ** ***** provider *** *****, *.*., Alarm.com, *******, ****** *** lock *** ** *** cameras. *******, *******, ***** Eye, *******, ******* *** 'open' ********* **** ******* 3rd ***** ****** *******. Given **** *** *** reduced ****** ** **-**** recorders, *'* ******** ***** it ***** ** ****** to ****** **** *.*., Eagle *** ** ******* (and **** *****) **** it ***** ** **** Exacq ** ********, ***. Yes / **?

*** ******* ****** ** the ******* *********.

**** *** *** **** 100 ******* *** **** 30 **** *********.

*** **** **** ** that ** *****, *** much **** ** **** to ******** ** ***** you ********** **** ***** eye *** **** ** to **** *** ****?

*** *** **** ** scale? ** * **** to ******* ** ******* I ***** *** **, but ** *** **** 100, ** ***?

*** **** **** ** that ** *****, *** much **** ** **** to ******** ** ***** you ********** **** ***** eye *** **** ** to **** *** ****?

*** ***** *** ******** it? ***'* *** *** want ** **** ********* as *** *******. **** pay *** *** *** VSaaS *** *** ***** for *** *********** *****. When **** ***** ** done, ****** *** ***** and *** *** ******* now **** ** **** is *******. ** * missing *********?

**** **** ** *** improvement ** ******** ****** and *** ******* ***, from***** * ******* **** does ******* ***** **** reports*** ******* *********.

** *** **, ** **/* ****** speed *******:

**** *** *** ** is ****** **** ** upload *****, ** **% from *** ******** ****.

***** ** ******* ** many ******* (**********, ******, scene, ***** ************ ** the *******, ***.), **** 32Mb/s, *** *** ** a ***** ***** * 16 ****** (** ******** higher) ****** ***** ** able ** **** ** the *****.

** ***** **** ******* demo ******* *** ***** have **** *** ******* cameras ** ***** *** deploy ** *** ***** world. **** *** ******** "unlimited" ********* *** ***** sales **** ** **** aggressive. ** ******* ** how **** **** ******* the **********. **** ***** to **** ****** *** MSRP *** **** ****** off **** ******* ***** their ****** *************. ** feels **** **** *** selling ****** ** *** users *** ********* ***********, which ********* ******** ** this ****** ** ** gain ***********, *** **** scares **.

**** *** ********** ***** team *** **********, * feel ******* **** **** some ***** **** **** :)

**** *** ***** ********** very *****. **** ******* with **** * *** them ** **** **** a ****** ** *** use ** ** ******* plates. *** **** ******** was "* **** ***** heard **** ******* ******"

** *** **** ** the ******* ***** ** this ****** *******, **** aren't ****** ***** ***** of ********* ************* :)

****, * ***** *****'* report ***** ***** ** several ******.

*: **** ****'* ********** for *********** ****** ********.

*: **** ****'* ********** for ***** ****** *****.

******* ** ***** *****, getting ***** ***** ****** still ******* ** ** a ******; *** *** smaller ***** *****, ***** upload ** ***** ******. Inside ***** ***** *****, if ** *** ************** has **** ** ***** are ***** ********* ******* to ***** ******; *** some **** **** ** offer **** **** ****** a ********** ******** * significant ******* *** *** anything ******.

#**, * ***'* **** their ***** *********** *** there *** **** ******* on***** ** **** ****** here.

*******, **** *** ********* an *******. **'* **** saying *** ******* ****** is $**,*** * ****. That *** ** **** simultaneously ** **** ****** make $**,*** * **** and ****** **** $***,*** a ****.

******* ** ***** *****, getting ***** ***** ****** still ******* ** ** a ******

*** **** **** *** consider ** ** '***** metro' *** ********* **** XFINITY, **** **+ ** 100+ **/*, *** ****** broadly ********* ** *********** suburbs.

*’* *** ******* ******* for ******* ********** *** cloud-based ***** ********** *******. I **** ** ******* a ************* ***** *** user **** ** **********. On *******, *** ********* have * ***** ****** of *******, ******* * and *. ** ** true ** **** **** larger *********** ** ****, typically **** *****-***** *********, but *** **** ** our ********* ****** ** the ***** ** ******-***** businesses.

** **** ***** *** large ********* ***** **********. Its **** * ***** product *** ********* **** looking *** *-* *******.

**** **** **** ** *** ***** ******* *** ******* **** 1-2 ****** *********?

*'* ******** ** *** buying **** *** *****. I'm ******* *** ******* that **** ***** ** a ****** **** ** shop, ********** ** ** infantile *** ********* ***** now. * ***** **** 18+ ****** ** ** existing *** ******* ******. What *** *** *******?

***, **** **** ** better. **'* ***** ******* up *** ** *** have **** ** **** existing ******, **** ******* is ******** ****.

******, ****** *****'* ** overwhelming *** ****/***, ** need ** **** **.

*** ** ** * great ********, ** * committed ***** **** * time-frame, ** **** ******* offerings **** *** **** 18 ****** *** *** how *** ********* *******, evolve. *'* ********* ** that *******, ******* *******.

* ****** ** *** IPVM ** *** *******, get ** $***'* ***** out ** ****. * was ***** ** **** the ******* ** ****** as * ***** ***, but *** ******* **** are ********** *** ** application. **'* * *** system. *** ** ********** got **** **** ************* from ****, **** **** than **** **** ****, and **** * *** the ****, ** *** still *** **** *****. Whack ** ** *** upfront ***** **** * can **********, ****, *** give ** * ***** on ** ****.

****'* *** ****.... **** of *********** *** ******* blindsided ** *********'* *********** of ****** **** *** upcoming **** ***********. ** organizations *** ******* ***** to ******* ** ****** cloud (******, **** *****, AWS, ***). **** **** of *********** ** **** clunky *** *** *******, and ******* ***** *** ridiculous.

********* ** ***** ***** companies **** ** ******* out *****, *** ** willing ** ******* ** a **** ** ******* for * ****** *****, is ***** ** **** billions ** *******.

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