All right. Welcome to Cloud Wars. Thanks for coming to the last session of the day. I hope it's exciting. We're going to have a fun debate, and I hope you guys all join in. Just a couple ground rules. No missiles allowed, but you can throw chairs up here if you agree or disagree strongly with something we say. Hopefully it's exciting. I'm Grant Kirkwood. I'm the Chief Technology Officer with UNITOS Global. And I'm Arturo Suarez. I'm a cloud product manager with Canonical. You'll see an army of orange shirts just around the corner. That's Ubuntu, the company behind Ubuntu. And the army of AstroChimp shirts, they're from UNITOS. All right, so I want to start by asking people in the audience who is using public cloud out there. A few hands. Who is using private cloud out there? A few hands, and you see some of them are the same hands. So according to 451 research, analysts are always right. 70% of enterprises are using a combination of multiple clouds to meet their enterprise requirements. That, I will expand that to all super-metal and containers and containers in the public cloud and any combination of substrate. So the world out there, maybe not in here, not that much in here. We always do our open stack things. But the world out there outside this convention center and the open stack world is very, very hybrid. So it is all about the economics of private versus public infrastructure. It's all about which workload goes where. So let's start with the public cloud. So I'm going to introduce these two concepts, reservation versus users, with something that you might relate to, might resonate. When you are buying or getting infrastructure, at the end of the day, you're going to have a combination of these four types of resources, right? You need CPU, you need memory, you need storage, you need network. This is pretty much something that we all understand. There is a trick when we do that in the public cloud, right? So you have an application that's going to consume any amount of those four types of resources. When you're buying public virtual machines or public cloud, those four resources come in packages. We call them flavors, and they are predefined. So you have one gig of RAM or one virtual CPU, one gig of RAM, 20 gigabytes of disk, and whatever number of IOPS, right? And you need to make your application fit into those flavors. So you usually, well, not usually, you need to get the one that is less restrictive. So if your application is consuming that many IOPS, you'll get the flavor that will feed that one. If it's consuming that much memory, you'll get the flavor, the highest flavor, that feeds into that memory. So what we end up having is that there are spare resources for each of those four categories, right? And what happens to those, they go back to the pool, of course. And then they are consumed by yourself or someone else. In the public cloud model, someone is also paying for those same resources you were paying before. In the private cloud model, it's always you consuming those very same resources, right? So I get to talk to customers a lot of time, and I like to do that. And clients often tell me, well, we're going to put everything out in the public cloud because, of course, it's going to be cheaper. You just pay for what you use. And so I have to remind them, you're not actually paying for what you use. You're paying for the reservation, right? How many times do we reserve something? Then if we don't show up, we still have to pay for it, right? There's a penalty. And so there's a really important distinction between paying for consumption and usage and paying for reservation. Has anybody ever found the exact right size infrastructure in a public model for every application? Of course not, right? There's always unused resources of some type or another. When it goes back into the pool, somebody else or you is paying for it again. And there's a little secret that kind of goes along with this. If you've ever taken a good look at public cloud resource pricing, you'll find that larger instance types actually cost more per gig or per cycle or per IOP than the equivalent smaller instance type. I have a number of theories as to why this is, but I think it has to do with the fact that cloud providers are pretty smart and have realized if you're not using the T1.micro instance, if you're using larger and larger instances, you're probably actually using the resources more than the really small instance types. And so if you look at that cost, you know, in the enterprise space, we're used to kind of thinking about things, hey, if I buy more of something, I'm gonna get a discount. I'm gonna get a volume discount, but it's actually somewhat the opposite when you're buying larger and larger instances in public cloud. And it's kind of like going to the restaurant. If Arturo and I go and have dinner, we're just gonna pay the normal price on the menu, but if we bring 20 of our friends, it's gonna be an extra surcharge. So next topic, is anybody in the room here familiar with the law of large numbers? Okay, so law of large numbers basically says when you have an expected outcome and you do an experiment, lots of times, you'll start with kind of a bunch of responses, but over time, the larger the sample size, the more predictable it becomes. So the example, the simplest example of this is rolling a dice. You've got six different possible outcomes when you roll one die, right? And if you average that over time, you would expect the average result to be 3.5, right? But there's not a three and a half dot on a die, there's only whole numbers. So therefore you're getting one of those six every times, but if you roll that die 200 times and average them all out, it comes out to three and a half. And if you average that over time, you'll see that the deviation between your results becomes narrower and narrower. So how does that translate to workloads? So we have, basically, you can see there are four types of workloads. There's the linear growth, there's the ones that have systemality that you can predict somehow when they're gonna grow, when they're gonna go down. There are the most boring ones, the stable ones, it's just applicants that are always running at the same capacity at the same level. And then there are the ones that are really a challenge, the ones that you really don't know how they are gonna be consumed, how many of those are gonna be, they're completely unpredictable. We separate those and those are the ones that are really interesting, right? So let's have a look at a single virtual machine, how it's gonna utilize different resources. So we see it's basically completely random or sort of random. You can't really make any sense out of that and you can't really predict any underlying infrastructure out of that. Let's see how five of this will look like and basically you can really see a lot here but there will be different peaks, different values of resource utilization. We're gonna put them in a way that you can understand where we're trying to get. Here you're gonna see how those resource utilizations are added up for all those five virtual machines and you see that some of the peaks are even by some of the valleys, right? When you look at the added curve for that, you'll see that when you compare to the initial single virtual machine, a five virtual machine, a component of five virtual machines looks a lot more predictable than one single virtual machine. So we've done the same thing with 20 virtual machines and we're gonna put all three of those graphs together. So this is one versus 20 and this will be one and five and 20, right? So the larger the number of VMs you have running, the more predictable your workload looks like. Who's got just 20 VMs? And most environments have hundreds or thousands, right? So that law of large numbers, the more you scale, the more impact it has. So let's talk a little bit about urban sprawl. I happen to live in Los Angeles and one of the funny things about it, if you fly in from the East, you're over the suburbs for like 45 minutes, it's actually kind of amazing. What does that have to do with cloud? So kind of a funny story. My grandmother used to tell me about a goldfish and that's not her, just to be clear. But goldfish have this interesting tendency to grow to the size of the tank that they're in. It's kind of amazing. Actually, when I was looking for this picture, I found a lady with like a two foot goldfish. Cloud's kind of the same way, particularly in public. So how does this happen? We're gonna pretend that I'm Bill and I'm Arturo's Peter. So Arturo. Hey, Bill. I'm sorry to mess up your day, but I know you're busy, but I've got a really important project for you to work on, just a small little thing. I'm sure you're not busy, you can handle it. I've got kind of a new application that I need you to go and deploy for us. It's just a small, very simple. Oh, right, that's just small, right? Okay. Very simple application. Sure, it looks simple, yeah. And I really need you to stop whatever you're doing. All right, so this is high priority, right? Is it higher priority than the one you gave me in the morning, or is it just the same priority? Yeah. Super high. I'm gonna need you to work on Saturday. Yeah, sure. You said you were sorry? Yeah, sure, sure. By the way, we need to get this done next week. There's a deadline here. All right, okay, I'll figure it out. Thank you, Bill. All right. I'm gonna go back to my office now. Sure, enjoy it. All right, so I need to get this stuff done, right? So I have work to do. The first thing, it's always, I need infrastructure to run whatever I'm gonna do that small application, I need infrastructure. And then I need to build the application, right? So let's take one of the simplest part of that simple application, which is the database, right? So the first thing we need to do is we need to build it. And to build it, I have to estimate a model demand. I have to size the VM. I have to build the VM. I have to put an OS. I have to actually harden that and have some sort of authentications so I get no hacks. Then I need to build or attach an existing storage volume to it and it's installed the database and it configs the database. You get the idea, all right? You sound really busy, Peter. I mean, Arturo. I am extremely happy that you came by my office, Bill. I get my stuff done and I feel like this. Congratulations. But then this happens. Peter, I've got a project for you. Hey, Bill. How are you? So you get the idea. You get how this thing works and how you spin up this kind of projects. So what happened? What happened to that stuff that you were building in the middle of it and then I came in and interrupted you with the next project? What happened to all that stuff that was kind of out there that you were building on and maybe some of it was unused? I sure had enough time to clean all the stuff up. You know, I canceled all my VMs in my public lab. I'm sure they're all down and not consuming a single dollar. Are you sure? Absolutely positive. I had plenty of time to do them Saturday. Are you sure enough that if anything's running and still costing us money, it'll come out of your paycheck? Nothing at all. I care a lot about that now. So, you know, I made sure I did my things. So we've got some orphans. So how do we prevent orphans, Arturo? Well, thank you. So there are two approaches and none of them are really a good thing, right? So you can actually implement some really strict kind of procedure. So you can fill in forms and make sure you clean up all your mess after you do one of those high, high, high priority projects. Get those TPS reports in. Exactly. Or you can pay some money for someone to do the exact same thing for you, right? So I'm not gonna do it. You're not gonna implement these processes. But someone has to go clean up the mess. The tools out there are either immature or expensive for both, right? So you end up paying more than what you would be saving at the end of the day. All right, thank you for that. Oh, where'd we go? I lost the screen. Oh, we're in the black hole. I was kidding. It was a joke. I don't know if you could see that. We're in the black hole. So let's talk about the black hole. I like physics and space.   And mass creates gravity.  And so the more mass that gets sucked into that black hole, the stronger the gravity becomes. Why is this relevant to cloud? So let's talk a little bit about features. Different public clouds differentiate themselves by having different features that they make available to consumers, right? And some of these features tend to be pretty convenient. We just showed you one example of standing up a highly available database cluster. Arturo, I mean, Peter, is there ever a time that you're not under a deadline? No. Okay, so let's go back to that example. You did a whole bunch of stuff. Yep. What's your alternative? Well, the alternative is the one-click thing that you can get. Those features that we are talking about in mainly the public cloud, not only the public cloud, is the one-click button. It's the easy way into deploying a database that is already highly available that I can use to build the other components of my easy project. So which are you gonna choose? I guess I'll click the bottom. Because you're on a deadline, right? Exactly. That boss bill, he's so hard. All right. And would you say that's a good thing? Sure, would you guys say that's a good thing? So it's convenience, always good. Depending on the perspective, right?  Maybe it's Bill or Bill's boss or the CFO. He might have another thought, right? So it's kind of interesting to me the industry calls this the feature black hole. I think of it more like jail because you kind of get trapped in that convenience, right? So I'm gonna coin the phrase, the feature trap.  So kind of a little extension of this theory going back to the black hole for a second. Someone once told me about this concept of the data gravity well, and I think it's interesting. There's a tendency, particularly in the enterprise space, but I think it applies universally. The more data you have in a place, the harder it is to move out of it, and therefore, as time goes on, the more data it tends to attract. Again, very much the same concept as the black hole. So I think it's actually a better analogy, but it rings true, right? The larger the environment that you have in one place, the harder it is to ever change that. So you're trapped by features and more and more data is getting ingested. It makes it harder to do anything different. Data equals mass, so therefore it equals gravity. All right, so with all these features that we've talked about, let's try to build a model, right? So we basically have features that we can just measure and we are predictable and we can put a price tag or a cost tag on, right? We have a second category that we can't really measure on a particular base, but we can make an estimation. There's data out there how many orphans we have per used VM, for instance. And then there are some that we just need to keep in the back of our head when we're doing this model that we're not really able to add to the model and predict because there are implied human factors. So when we started to put this together, I was gonna kind of sit with Arturo and think about some hypothetical customer that we had and generate off that. But then a few months ago, we were asked to run an exercise for a real life customer. So this is real data. Actually, the virtual machine usage that you saw before, those were from real machines, but this is a real economic model that we built for a client. So I'll give you a little background on this. It's a global company that is in the life sciences space. They came to us because they were trying to decide what their cloud strategy was going to be, public, private, a mix of both, all of the above. Today, they have data centers that they own and so most of their infrastructure is on-premise and it's very traditional legacy infrastructure and they're trying to decide between public or private or how to mix the two together. They asked us to consider a number of different scenarios. So they said, well, we could keep everything that we currently have and just scale up and life goes on and things are easy. We could move to a hosted open-stack private cloud that Unitas and Canonical provide. They said we could also put that on-premise in our existing locations since we have this free space and power. And they said, well, we could actually split it so we could put our HIPAA data in our hosted facility and then the non-HIPAA data in our on-premise facility that way we no longer have to certify our on-premise facilities or we could go to one of the major public clouds and they were specifically looking at AWS and Azure. So then as we go through the model, there are a couple of assumptions that are important to note here. We started with a baseline environment for one particular workload that is running on a fixed set of legacy infrastructure and we took that and turned it into a monthly OPEX all in number. Then we did three, what I call, scale-up scenarios. So we took the baseline and multiplied the workload requirement, not the infrastructure, but the workload requirement by two, five and 10 times to see what the trend looks like. We assumed three-year pricing for everything. So in the hosted private cloud model, that means that we amortize hardware over a three-year period. In the public cloud model, it means that we bought everything on three-year reserved instances prepaid up front with the assumption that you would finance that. We applied, we used standard published rates and then we applied enterprise discounts based on what we hear in the market or kind of the typical volume purchase discounts. And we only included infrastructure costs. So we said, we've got to make this as apples to apples as possible. In a public cloud model, you're consuming resources and kind of everything underneath that is run by the provider. And so we modeled it the same way, assuming that that was being run by Unitas and Canonical. So here's what the results came out to be. And I can kind of walk you through these numbers or you can take pictures, that's fine too. But I think it's easier to look at this in a chart. So I'll give you a second here and then I'll flip the chart up. So starting with the current environment, that baseline was I think it was about 37,000 a month was the fully managed legacy infrastructure spend. So we took the workload that was running in it and we said, okay, let's multiply it again with those scale up numbers. And we got to just shy of 200,000 a month at the 10X number. So there you can see it didn't increase by 10X, it didn't go to 370,000, it was 198, I think was the exact number. So there is some economy of scale that you get even with the legacy architecture in that environment. So then we compare that to the hosted open stack private cloud, again, the Unitas and Canonical approach. And you can see there's a pretty wide margin. So we've been talking with this client, we said, look, even if we just take the easy path and build your private hosted cloud, you're gonna save a ton of money as your workload scales, which they knew that it was going to. We then said, okay, let's put that on premise since you have data center space and power and you wanna use that to the extent possible, let's just put that there. You can see it's basically parallel with a small discount. In a lot of cases, this would be higher because there is a cost of space and power. If you have to build a facility, obviously it's super expensive. I don't think most people are doing that. But in this case, they said, don't attribute any cost to it because we have free space and power. So that's why it's just parallel lower. We then split it, so we did half and half. And you'll see that actually started at the 2x because at the baseline, there wasn't enough infrastructure to make it HA in both environments. So we had to get to a certain size before we could effectively split it and maintain HA in both the hosted and on-premise environment. And it's a little tough to see in this, but one of the interesting surprises here was that at the 2x, the split was slightly more expensive. And then as we got to the 10x, it was slightly less. I thought that was kind of interesting. So then, drumroll, we looked at AWS. And it turned out, and this was another surprise actually, it turned out that it was more expensive even at the entry level, but significantly more than the hosted OpenStack Cloud as it scaled up. And then drumroll number two, Azure, it was even more pronounced. Now, before we move on, I'll say that this is highly workload dependent, but we've done this for lots of customers and we always end up with some variation of this. There's a very pronounced split at a particular point, an inflection point in there. And so we said, okay, what is that inflection point? So we started to run some models. We took the fully managed cloud approach and said, okay, let's take it as small as we possibly can and compare that to public cloud. So the first thing about public cloud though is that you can start at zero, right? You can literally have one virtual machine and you're paying a really small rate for that or even free if it's a micro instance, right? That doesn't work with private cloud. There is an initial set of infrastructure that you have to have just to have it, right? And so we modeled that out and did a flat line assumption and found that inflection point and it turns out it's about $17,000 a month, which was actually quite a bit less than we had originally thought. And again, this is just comparing infrastructure as a service as apples to apples as we could make it. So that means as that grows, that delta which increases over time and size of the infrastructure is all the potential savings, which is really quite significant. All right, so just to let these ideas sink in. At scale, the public cloud is, I wouldn't say always, I'm gonna say always, it's always more expensive than the private cloud, right? When you're trying to do a legacy vendor private cloud that is less expensive, but it's still expensive. The OpenStack hosted private cloud. That's a private cloud that's operated economically, that's operated pretty much the same way the public clouds are operated, right? Keeping that operational cost down will save you money. All right, so you saw the footnote there though for predictable workloads. So this was actually another interesting follow on thing that we started to dig into the data with this client. And they had these three, this is their kind of generalized workload over the year. They had these three processes that ran where they took a whole bunch of data and ran some kind of process batch analytics on it. And within their fixed infrastructure, they had 10 or 15% of available overhead. And so they'd kind of ship this out into that space and let it run and it would run for two months and then they'd get the analytics of the report that they were looking for. So that was kind of all the capacity they had. But they said, you know, it'd be really cool if we could spin up a huge amount of resources just for a short period of time and run that and we'd get those analytics much, much faster but then spin it down. And they realized, well, we could build a whole bunch of stuff in our data centers but we'd run out of room. And all the rest of the time it's sitting there kind of empty, right? Not being used. So one of these often used adages is, you know, own the base and rent the spike. And that's literally what we proposed them. And so we modeled this out as well and we found that the, that predictable consistent workload was most cost effective in the private cloud as we've just demonstrated. But those short-term spikes, if we can put that into public cloud and let it spin up all the resources it needs for two days, they were getting their analytics done within that really short period of time, which was better for the business and better for decision-making. And then it's spin it back down so they're not paying for it when it's not being used. Good, so I'm a little concerned about time. We're gonna talk about a couple of other factors you can see there, but there's a couple of mics there. If you want to ask any questions, please don't buy any of those and go ahead, interrupt us as you want. So some of the factors you can see there, the technology you're using on the private cloud, obviously you have no sane in the public cloud. This does what you get. But in your private cloud, you are free to decide what technology you want to use. So we have some ideas about, well, do you want some sort of legacy integration because there are some things that you're never gonna move, tell the IBM mainframes and all that. There's some things you're never gonna move to the cloud of any kind. There's some, you get control of that technology on things like oversubscription or host aggregates, which is a cool feature that allows you to have pretty much different configurations within the same cloud. You have, you need to be aware of what your workflows are and where your workflows work better in those different types of configurations. Things like containers are coming strong and you want to include that. So you build an infrastructure, a private infrastructure, now that it is today with the workflows you have in your mind to start off with, but just to allow for a future evolution of that infrastructure, this thing is gonna be in your data center or you need this global data center for the next 10 years, right? Second part of that obviously, in a private cloud environment, it's as customizable as you want, right? And you can go down rabbit holes pretty easily with this and you have to make some decisions about do you want to build the team to do that or is that something that is better left to a partner? But the point is most enterprises have complex IT environments already and being able to customize a private cloud is really key to integrating it with existing systems. Obviously, you're here, you're thinking about making that cloud and OpenStack cloud, just hopefully and this is not for the fan of it. So be aware of the upgrades. This is a kind of, for me, it's a little embarrassing graph from the survey on the OpenStack Foundation. There's still Essex running out there, which is a little crazy, right? When you think about that, all the innovation that OpenStack brings, all that flexibility, all that container story we mentioned needs to be made available to your cloud users, right? So make sure your cloud is upgradable, it's designed to be upgradable and hopefully to the latest version of OpenStack. So security is really important. And there were a lot of opinions on security as it relates to public versus private cloud and we can spend an hour on that, so we won't, but there is certainly a perception amongst a lot of the companies that we talk to that say if it's private, I know it, I can wrap my arms around it, I can get as into the architecture as much as I want and can ensure security. And then governance is another really important topic apropos of the image here, but being able to set policy around where data exists, how you partition out your cloud environments and separate them, it's, I think, easier to do in a private environment. I don't know if you would agree. Yep. So we're gonna go quick, because I know we're short on time. Performance is also really important, so this data comes from a company called Crystalize that benchmarks public cloud providers, really, really interesting data here. What they do is they go and spin up large numbers of resources in public clouds, then run benchmark agents on them to see what the performance disparity is. So if you look at the graph there on the left, this is, these are Linux four core VMs across different regions. The green band represents the spread of measured best and worst performance, and it's considering CPU, memory, disk throughput, network throughput, et cetera, and giving that in an average. I'll show you the breakdown a little bit. But as you can see, that Linux four core machine should behave the same way anywhere you buy it and it clearly doesn't. And so that impacts your relative cost. Similarly, this is the breakdown of the resource type, so you see file operations and memory. For some reason, memory in Oregon this particular month was really unpredictable. Don't know why. And then if you look at this over time, so here's a Linux two core machine over a six month period. If you go in July through December, you can see there's actually a really wide band of performance that was detected on that machine. So if you buy that, you would expect it to behave consistently over time and actually this data shows that it doesn't. Until I actually saw this data from Crystalize, I was a skeptic to a certain degree. I said there's probably some reality and probably some fud there, but this was actually pretty eye-opening for me. And lastly, complexity of building your cloud. Not only building your cloud but operating your cloud, right? So you can choose to build your own car or you can choose just to drive the car. If you're not in the boring infrastructure as a service business, you might have your engineers, your smart people working on something that actually score for your business. If you're doing e-commerce, if you're doing VNFs, if you're doing any of the workloads out there, software development, the infrastructure is something you just need to take for granted, right? So that is the smart way of consuming OpenStack. If you're not really an OpenStack provider. So we talked a little bit about the fact that Canonical and Unitas are partners. We have what we refer to as the OpenStack hamburger, but basically this delivers an end-to-end solution with fully managed OpenStack private clouds that you can consume in a model very much like public and that you're not worrying about how it's working underneath. We're delivering it to you as a managed service anywhere in the world. So I know everybody likes to take pictures with kind of the summary takeaway.  There's a link there. It's a little description about how Unitas and Canonical are working together to solve this problem. And we have four minutes for questions, so. Good news is this is where the last session, so we're hoping. There's often out there, there's no beer anymore, so. Yeah. I'm sure there's gotta be some opinions on this, so. Hi, you mentioned orphans and waste as sociological problems. Have you seen any successful strategies, either cultural or internal economic, to combat them? In a private cloud. In a private cloud. Not really good ones, actually. So the tooling that I've seen kind of falls into two buckets, either immature and not fully baked or super expensive, right? And so the first, you're not really getting the full benefit, the latter, you know, you're spending more than you're potentially saving. Though I would say this, part of the benefit, and this only works to an extent, but in a private environment, stuff that's orphaned and no longer being consumed, you are getting some of that back, right? The data that's sitting on the disk, it's gone, right? You're not gonna overwrite it. But if CPU utilization drops down to zero because the workload's no longer on that VM, those cycles are back into the pool for you to consume. So there's some benefit to be realized. That's part of the part that's hard to model. So when you think about those lines doing this, right? In a real world environment, you'd probably see it a little bit steeper, but yeah. I mean, processes are people-driven, right?  And we find that to be pretty common. If there's not another question, a follow-up on that. So this is essentially one of the things we're trying to fight. It's the tragedy of the common story. Multitenant internal cloud has multiple, you know, business units all using it, and they're not getting chargeback for it. Is chargeback essential? Like I'm kind of have an instinct that it needs to be, but I was looking for any kind of confirmation. Obviously with AWS, you have the external economic pressure that would incentivize usage reduction and reservation reduction, as you said. Yeah. Have you seen chargeback effectively optimize internal private cloud usage? Yeah, for sure. Yeah, I mean, there are cases where it's not essential, right? If it's just kind of one application, one group, and that's it, but that's pretty rare. Most of the companies that we talk to are complex enterprises with groups and projects and things like this. So for sure it's essential. There are things like Cloud Kitty Intelligent that have really robust software to provide that chargeback capability. And yeah, I would say, you know, understanding what different groups are consuming, creating a kind of price catalog to associate, you know, your fixed private cloud costs and being able to attribute that to business units. And most enterprises are essential, I would say. Thank you. Thank you. Hey guys, did you all in your, it's clear that the disparity between the public cloud consumption at the larger workload level versus the private cloud. In your model for the customer though, did you on the three year timeline horizon account for a pre-purchasing actual reserved instances for that baseline level? On AWS purchasing reserved instances for what that baseline would look like, is that in your scenario? We purchased all of it on three years. So on, okay, so the entire, the entire model was based on pre-purchase. Correct. Okay, reserved instances. Yeah, so we, yeah, the graph wasn't, in that case it wasn't a graph over time. What we did was each of the, the baseline 2X, 5X, and 10X, that was moment in time, assuming like with the 10X, we're gonna start there, right, and say here's the infrastructure, and let's say that's day zero, what does it cost on a go forward basis in both models? So it was three years across the board. Thanks. Sure, thank you. In terms of parameters for decision making or the calculation aspects, any line items that you kind of went through the infrastructure cost, the resourcing cost, data center power cooling, the networking costs, the upstream connectivity cost. So what were the list of parameters that we kind of considered, especially from a private cloud perspective? Yeah, sure. So we tried to make it as apples to apples as we could with public cloud. So the private cloud included internet bandwidth, it included storage, the full management of hardware maintenance, the space and power in the data center for the physical hardware, and then obviously the cost of the hardware amortized or financed over the period of the three year term, right? So if you think about launching a virtual machine in a public cloud, that's sitting on a server in a data center, consuming space and power and connectivity, ports on switches, all of those elements. In the private cloud model, we're supplying the same thing. So it's racks of space in a data center, space power cooling, network connectivity, internet bandwidth, and then the hardware, switch ports, firewalls, load balancers, et cetera. So it's really all inclusive of everything that you would get in both models. So the people cost, this is interesting, in a public cloud model, you're consuming for that virtual machine and that provider has a whole bunch of people that handle the care and feeding of the cloud. In the private cloud model, we're doing the same thing. So we assumed that the private cloud was fully managed and supported. So the user gets the same experience, gets your horizon or API and go and spin up resources and you don't have to think about how things work in behind the scenes. So that's the important feature there, the boson factor there, right? The operational cost, when you're doing that at scale, the operational cost per VM is reduced, right? We are able to do that at scale because obviously we do that for many customers, right? In a single customer point of view, if they're having an infrastructure that's 50 servers or 100 servers or 200 servers, right? They still need to dedicate a full operational team so their VMs become expensive. That's when I was saying that when you have the operational economics at that scale, it makes sense to have your own operations team. If you don't, then your VMs are always gonna be more expensive. But there's this and it was announced by the OpenStack Foundation as a category in the marketplace this week, the remote managed service, which is what we do with unit tests. We'll get you there, right? That's when you start comparing apples to apples. Any other questions? So the question was how do we manage the cloud day-to-day operations, OpenStack Cloud? Sure, so we do have a team of operators. We just need access to the data center. There's obviously a knock in the data center. We do keep monitoring 24-7. We back it up with an SLA and we have OpenStack experts around the globe providing, well, any fixes, any upgrades, any updates, security patches, you name it. Do I answer your question? Yep. There is a specific way in which we encapsulate the operations. We add canonical encapsulate the operations in our software. Software is a model-driven operation. So it allows us to perform these upgrades and these operations as actions. So for us, it's sort of that easy button kind of thing, but there's a lot of engineering put into that, into that software. So we do it in that particular way. Well, thank you all for coming. Yep. One more go ahead. Did you do any cost modeling on the storage side between private cloud and public cloud? Yeah, I mean, so storage was included in this. So, and if you want to send one of us an email, we can send you the model itself, but there was a fixed amount of storage required and we profiled, you know, there was some amount of it that was on SSDs and some that was kind of day-to-day ephemeral storage and then some that was archival that would sit, you know, in a big, cheap slow disk, right? And we built that using Ceph for the storage. We're both block and object. So we were really trying to make it as equivalent as possible to the amount of storage that you would consume in the public cloud, including IOPS. It's one of the things we hear a lot that companies are buying virtual machines based on how many IOPS they need and wasting some of the other resources or paying for provisioned IOPS, which then, same thing, you're not using it all the time. And that's oftentimes one of the most expensive resources in addition to memory. So we modeled the same amount of storage and the same types of storage in both and the same amount of IOPS in both models. Okay, well, we'll hang out for a few minutes if there's any other questions, but thanks for coming, you guys. I really appreciate it. Thank you.


And you've agreed to share with us three ideas for what staff will be able to do, so what's number one? Okay, number one is actually start with some principles. Where are you going to start with your well-being? Are you actually going to offer well-being? And what are you going to do? Are you going to show compassion? Are you going to celebrate success? Are you going to have empathy? Empathy. And are you going to give your teachers the time, the time that they deserve, which is actually going to enable them to actually access well-being for themselves? What's number two? Number two is guarantee your staff a well-being day. One day that they can take in the course of the year, something special for them. It could be a special anniversary. It could be their own birthday. It could be their partner on mother's birthday. It could be a day out at Ascot. A day at Wimbledon. A day at a test match. Something that's good for them, that will help them celebrate their well-being and get out of school for the day. Brilliant. And what's number three? Number three. Best drink of the day is a cup of tea. Tea and talk. The best thing we've done in our school is buy a four-pint tea pot. Every Friday, straight after school, first person in the staff room fills it up. If we're lucky, we've got some chocolate biscuits and we sit and we just talk. And we don't talk about school. We talk about all sorts of things, sort of things we can't put on this video. So three really practical ideas. What do you think is the biggest kind of challenge that schools face in terms of implementing some of those ideas? Biggest challenge is finance. We can't get away with the fact that we have been cut so much. We are losing TAs. We are losing teachers in science. We've got space to cover that.  If that's your starting point, everyone will buy into it. Fantastic. And do you have any advice if you've got maybe someone who's watching this who, for them, this is really important part of their agenda, if they need to persuade senior leaders or governors? Is actually have a look at what the impact will be if you don't do it. Have a look at what the education support partnership is saying about the number of teachers getting out of the profession, the number of teachers that are feeling stressed. The number of leaders are who are feeling stressed and the possible solutions there are to that issue. Brilliant. And would you like to just tell us briefly about your book? My book, The Wellbeing Toolbook, is published in May by Bloomsford Education. It sets out to be principled and it actually challenges a lot of myths about well-being. So well-being isn't yoga, it isn't hot chocolate on the desk on a Friday, it is actually being principled and having a starting point that you're going to stick to. And if you stick with it, you cannot fail to start to address well-being. And who's it for, the book? It is for, initially, for school leaders, but it can be picked up by anyone in the school who wants to be a well-being leader because I believe anyone can be a well-being leader. And if you really get into the depths of the book, one of the key things, key themes is team, working together as a team. Everyone buys in, everyone contributes to everyone else's well-being. Primary, secondary, FE, special? The whole sector. Fantastic. Thank you so much.


I am Maul Lakshmi Parani, I am doing an MSc Applied Child Development in Ramachandra. I chose the elements of visual representation which is completely a different topic as I wanted to do something with painting and learning new skills. So I did this. The exam was quite easy and it was also useful to us and it gave us an opportunity to get a certificate also through the course. And it helps to like improve ourselves better. It is more of, it is an elective paper also to me and the credit points goes to us and also the certification helps me to improve my style of painting and other things. No, no, no, I did not feel any difficulties through the payment and all, it was easier only. The only thing was like we could not make it the assignment part alone, only they gave a week time right, so we could not follow it much. Yeah, both were too good and madam herself she spoke and I posted few questions and she explained it so well. Okay, I am Myself Vilandrayan, I am working as a student professor. Actually I done this course for my career development and the examination was very useful for me. I appeared for work system today. I am Amudha, working as an associate professor in the department of computer science and engineering, RMDH during college. Today I took up the exam foundation of cryptography and whatever the material being shared it is useful for appearing for the exams and it is quite moderate. Transcripts, English transcripts are good and video lectures is also good and it is useful for cracking the exam. And in the sense some of the subjects are too tough, so the transcripts can be in easy way such that it is easy for us to understand because it is not feasible to go through all video lectures. This is Myself Prabhakaran and I am studying in Steve Entiteshwara College of Engineering. I heard about this exam due to my college, this exam comes under credit base and I wrote my exam very well and very good. Yes, I enrolled for municipal solid waste management and the various lectures were very good and lectures were very good, clearly and very easy. No, I didn't feel any difficulties in giving the lectures. Myself Shanmugha Sindhari, I have appeared for decision support system for manager. The course was easy, I mean the exam was easy, I mean it was easy for me because of lecture notes and videos etc. Yes, the city also appeared, it is near to our leisure center. My name is Vijayitaran and I have registered for the course of fundamental material processing and the exam was as expected and the questions were similar to the assignment questions which we have got and the exam pattern also was easy and the faculties and the arrangements made by the college also was very good. I am Arvind currently passing my final year in software engineering from SRM Kartangulathur. The course I have applied for is innovation and business models. The exam was challenging and interesting and it was a good atmosphere. The certification is very useful, the knowledge gained was good enough and I got to know about it through our college. My name is Sajith Kumar, I enrolled in my course on bio microfluidics. I come to know this course by knowing the poster. This course helps me to achieve in a research field. My name is Ajith S and I am from Sastra University. I came to know about this developing soft skills and personality with the help of my college and they told me about this course will help us to improve my soft skills and how to, it will help us in so many things like interviews and other things, how to contact with the people and all those things it will help me and I will also get the credits for this program so I appeared for the exam with the help of NPTA. I am Shuba from RMK College of Engineering Technology, I am an assistant professor there. I came to know about NPTEL course through my college. I opted for an introduction to literary theory course because I thought it would be an opportunity for my career development. It was a useful course to me actually, I got to learn a lot about literary theory and criticism. All the videos were very good, Dr. Saiyan explained all the theories and criticism very well. It was very useful actually. Meet the expectations of even the faculty and the students so I think, as of now I don't think anything new causes to be added. My name is Dharni, I am from Sastra University, I am studying third year biotechnology. I have opted for developing soft skills and personality course in NPTEL. It was very helpful, it was helpful in developing the character and the many things they said, like it is the usual thing that we go through in day to day life but we don't give that much notice to it. What is your experience before and after enrolling? At first I thought it would be like normal theory things and stuff but it was more practical and we can use it in day to day life and it was very helpful. I am Dr. Hariharan, Professor of SA Engineering College. I came through the NPTEL through my social media and through the website and my professors etc. and I encouraged my students also to participate in the NPTEL examination. So first of all I completed the ecology and environment and regarding I am very eager to complete the environmental-oriented, civil-oriented courses. Last time I didn't do the pandemic, I didn't apply. Now this time I have to apply and complete all the assignment but when comparable to the earlier examination this somewhat I feel somewhat tough but it gives an experience. So every Wednesday I submit the assignment and it was a good experience and still I am motivating my students to participate in this type of examination and it should be useful to know about various aspect and whenever our college is other in the going for any autonomy or something else or other courses these courses will be helpful to construct the new courses etc. Thank you NPTEL for continuous encouragement for students as well as the faculties etc. Thank you. I am Bhagat, I studied BA Computer Science Engineering in the year 2014 and currently I am working in IT industry for the past five years. I wrote NPTEL exam for three subjects like data structures, object-oriented analysis and design and database management system. This was really helpful in my career as well. Since I studied Computer Science Engineering and I am working in development sector this helps me a lot so that I just studied as my passion and I got nearly good marks in this. So today I wrote big data computing and I am expecting the best result of this NPTEL exam so that this NPTEL is applicable for everyone especially for college students, faculties and IT sectors. For IT people doesn't know much about this NPTEL so I would like to circulate this information to everyone who are interested so that I would like to thank this NPTEL organization for giving me this wonderful opportunity so I will continue forever and I will gain as much knowledge as possible. So thank you very much. I posted some queries, there will definitely be a live interaction for every course. For example on Sunday they will arrange live interaction with us and we can post our queries also. So last before week I attended my data computing with my faculty. So there I posted some queries and automatically I got response from that faculty. So this made me to learn much more in an interactive way. So instead of attending the courses so it will be useful to get interact with the faculty also so that this live interaction also will be an useful platform to attend. So there's definitely there will be a one to one now session only so you can utilize that part also. And after completion of every exam you will get the certificate based on your score with LI tag or gold medal whatever it is. And definitely this will get useful in your profile as well. You can put your NPTEL tag, you can put your NPTEL name that you have done this certificate. Definitely you will get opportunity for the job as well. So that's it from me side. I am Dharanya, I took tissue engineering as my course. I get to know about this course from my college. The course was little challenging and the question paper was also little challenging. It was covered properly, very interesting course. In that course you will have lots of practical right, in that normal, in this how they try to comment. The service demonstrating it in that video was easy to understand. I have applied this course for getting my soft skill credits in my college. Myself Mohammad Nooruddin, I am coming from Perambur. How I came about this course is known by my friend. One of my friend already appeared for this exam. He told me about his course but in my course what are the positive feedbacks or negative feedbacks? Positive means the staff who teach me. It's little quite good but not that much of interesting. The main positive point is the assignments what he given is not a Google copied one. So the students go for some other books and they can make use of this course even better. They won't search for answers. They will just learn the course, they will get some knowledge. The main purpose why I choose this course is to gain some knowledge, not for certification purpose. There is two negative things. One is the videos, the lectures are they are great expertise. But the conveying the things and all it's little sleepy and boring. I enrolled four courses of my chemistry. In my field I selected four courses but I enrolled only for one course only because the clashes of that scheduled exam these things and all very important. Moreover the NPTEL session can focus on that. Because the many students are interested to do more than three to four courses. But scheduling the exam make students to enrolling. While enrolling the exams we are finding difficulties. So the two things one is lecture, interact, the voice, they are delivering. The content is superb but delivering lectures, scheduling the exams and while putting the exams please focus on question papers. Today I find in one session instead of acetone et al. In the bracket they mention acetone. The answers also, the options also will find but as a word they mention acetone et al. That is a major mistake. He is a chemist he can find easily by seeing the structure. But he is new for this means he will find some confusion. So I raise this question. These are the three negative feedbacks. Other than that yes I gain some knowledge about my subject. By YouTube videos not NPTEL videos. That's the main point I have to hear. By YouTube videos other IIT professors the same field. But another professor taught me better in YouTube. So I refer that to YouTube videos and I face this exam. So these are the things. I came to know about NPTEL through this Swayam platform. Because it is offered by the MSRD. It is really very useful for the academicians. I am an academician. So I came to do my soft skills exam through NPTEL. It is very useful and also it gives a lot of opportunities for the learners. So at a time a learner can do 2-3 courses. So it is really a boon to say for the academicians or whoever the public they can acquire more knowledge about any subject what they want to prefer about it. Thanks to NPTEL. Yeah fine actually I am a Shivakami. I am working in Madras Christian College. I am a professor, assistant professor in the department of geography. I am also handling the subject soft skills. So I just want to enhance my knowledge about the subject. That is why I applied for this course. I went through it. The subject, the information given in the subject is really very useful. As an academician I am so happy to undergo these kind of courses to improve my knowledge too. Thank you. FTP, newly they have announced one management course I think. In fact I applied for this also. Soft skill enhancement is there for the FTP course. I applied for that also. Soon I may be appearing for that exam. Yeah it is very easy. Nothing critical to say. Yeah it is a step by step process. Clearly explained. It is a self-explained information in the online. So I did not face any problem in applying for this course. Myself, Maithili. And my course is Introduction to Introduction to IOT of Things Sir. And it is okay. I am familiar about that course from my college. How different details from your college are you able to study? By seeing videos and just doing assignments. So okay fine. My name is S. Anjai from SVC. Sri Angadisthav College of Engineering. Sri Parampathu, Tripoli department. For the first time in NPTEL I had to apply for this course. It was very interesting. But it was even better when I took it. I did not attend the first exam like this. I attended the online exam like this. We attended the college like that. It was a new experience. It was nice. This is Anjai from the Trilly department of SVC. For the first time in the college I had to apply for NPTEL course. As an elementary subject. It was actually good. But it was difficult. The questions were not appropriate. So that is fine. How different it is from your normal college? It is a new experience. So we got it little tough. So next time we can record it. Okay my name is Dr. Hemant Kumar. I just appeared for the basic biomedical course. I have been working as a doctor for almost 22 years. I finished my MD almost 18 years back. I am 44. I am competing with the younger generation right now. I am forced to interact. Because there have been new directions from the NMC. That we need to appear and clear this examination. Even though the course is not difficult. It is the basic medical courses which we studied during our under graduation. It is the time which we cannot spend right now. For studying. Because we are working now. We have families. We are in positions. We run back against patients. So the time is the only difficult or concerning factor in giving our participation into this. Probably they might not make it compulsory. They might come out with an alternative. Or maybe in alternative centres to reduce time. And are probably most important the time. The registration process is not difficult. We did online. And one more thing I really want to put a notice about the fees paid. I am sure the NMC should interfere and reduce the fees. 1000 bucks is not worth it. And ICMR is going to become very rich. So it is better they have to reduce the fees. At least for some extent for the first timers and for second timers. This should not be the source of income for ICMR. Content. I told you know we were struggling in the last year of medical graduation. The one subject which was most errat. I mean what do you say? Completely out of context is the SP and we call it as social and preventive medicine. The entire topic of this right now biomedical research is based on social and preventive medicine. So there we go in field. Here we only study theory. There we go in field and apply whatever is taught right here. That is the basis of research. That is the basics of every research. But after so many years we have branches. We started moving away from general topics to our specialties. So pulling us back into basic education is sometimes really mediating. So I had to take my book for two hours yesterday night and to read everything with my children's nagging around me. And my wife was also participating. She also did in the morning session. So it has become a family affair now to come to exams at the age of 40 and 42. Small like in picnic. Small like in picnic. Yes almost but I didn't bring my children's because things would have become more dangerous here.  My name is Ranjan Samal. I have appeared so many NPTEL questions. I think this is the 13th subject I have so far appeared. And 11 certificates I have captured so far. And that's why still I hope that every subject I should write the examination. This is the more benefit that so many IED questions are coming like that. And these questions will be helpful in the GATE subject also. Even though I am not writing the GATE exam, the juniors who are students, they cannot get benefit of that. So that they can get so many knowledges and so many tricky questions which are not answerable in some other books. In this conversation question, they are asking some questions in the NPTEL lectures. In a particular lecture, they are giving the advice also and answer also which are not available in the book. So that it will give some good direction to youngsters like that. But for me, it's okay. For working person still working for IIT awards and coming to read and attend the exam is very difficult. Still you are writing this. This is my favorite examination. I am coming to this just some suggestion about this NPTEL is that the videos are not available once the course ends. So that particular week course which we are searching means this particular answer once I go home and see that this answer is not available or I got confused in the exam. So that if the video is available once then I can go back. But I think it is not available. But anyhow it will be a good career to go through. Okay, thank you. Good morning. This is Vignesh. I have registered for the course Developing Personality and Soft Skills. I came to know about NPTEL through my college only. Not only this course, I have enrolled in another course also as open elective which was mandatory to be done as requested by your college. I mean as instructed by your college. So regarding today's exam, many of the questions are general only. Like many of the questions are general and it requires only the right mindset and proper skill set to answer the questions. Like most of them were easy only. Like no need of any out of box thinking and all to answer today's questions. So this was the feedback about today's exam. Thank you. I feel this is a proper decision for enrolling in this course. This has inculcated a lot of information in me. I have learned a lot through this course and hoping for taking up a lot more courses. And the exam, the organization of the exam was also proper hoping for taking up a lot more courses in NPTEL in future. Thank you. Hi, I am Padma Vati. I am pursuing full time PhD at University of Madras. So I came about this NPTEL so I am through my university only. So for students elective this courses are offered and they will be asked to prepare for this courses. What my guide asked me to do is for the research progress during this COVID time, he asked me and other scholars to take up this courses. So we took this course Principles of Management and it is a very, very nice course which is offered by IITKP. So all the lectures were very, very useful for the students as well as for the pursuing faculties. It will be very useful and we liked it very much. Assignments also it is related to the lectures only which was very easy for us to solve the assignments. Time is given, a full time is given, prominent time is given. The exam center is also accessible. The place is accessible and arrangements in this exam center, this college is also very good. And today's exam is very, very good. It was like a very easy paper comparatively and I was able to attend the paper within the time that was given. It was a very good hour. Hello, Myself is K. Lakshmi, I am an assistant professor from D.G. Vaishnaw College. I got to know about this course through my own parties. I enrolled in M.T.L. Swayam in Principles of Management course. Video classes or live classes or whatever knowledge we got through the notes assignments, it was useful and it was very helpful. The exam, the way it was conducted was very useful and it was very easy. It was not difficult. Whatever they have taken, they have asked from that. And in future, I like to do more courses from M.T.L. Swayam. Thank you. Hi, I am Sai Prashant and I enrolled in NPTL Power Electronics by IIT Delhi. So, this is a compulsory course given in our college so that we learn credits. NPTL has very good syllabus and really good assignments and practice and compared to other platforms like Coursera, Udemy, here in NPTL, they are going more into detail and they are starting from the basics to the application. So, that is what I like about it and I would recommend NPTL to my friends and the registration process was seamless and it was really good and it was user friendly. I would not say like that because I am going to pursue my master's in the course so I would not say that and I do not feel any stress or any pressure but I feel that this course will help me somehow. Before enrolling the course, in our Tripoli department, everyone knows that Power Electronics is a little bit tough and it needs lots of time to understand the basics but after completing now I could say that I am confident that I can apply the concepts to various applications and thank you. My name is Elizabeth. I appear for the Gothic novel course for NPTL but this is not my first time. I came to my college about NPTL and it was just an elective course but it was very useful for me because I was doing my degree in English Literature so I thought I would continue the same thing. It is three years since I finished college but I still continue to go through the course and I am appearing for two courses today. I think it is very important because I did my master's in UK and I also mentioned about how I appeared for this course and I think that has been useful for me. I think it has been going pretty well. New courses are coming up often and I think the courses that I am doing, they have done really well. I do not think there is much room for improvement. My name is Ajula. I have applied for three courses this NPTL. Yesterday I wrote one and today I have two exams. Morning I have completed, that is finished, post-colonial literature. And afternoon I have literary theories. NPTL, I just came to know where I am working. I am assistant professor. So from that they asked us to do some courses online so actually I started the course to complete my UGC net and SLAT. So I just want to go through all those, whatever I did not study, whatever my teachers did not teach me in those olden days. So to keep in touch with the updates, I am doing this course. My name is Shivani. I am studying final year electronics and communication engineering. I have taken the wireless and communication course. We know the NPTL through our college and it is very deep. They are teaching in depth so it is very informative and good to know a lot of information and get a lot of knowledge about wireless communication. And the questions are also problematic so it also tests our problem solving. My name is Subashree. I wrote wireless and communication subject from electronics and communication. Coming to the paper it was moderate. Practice in assignments is lot needed. Moreover it is average of paper. It can be of shorter duration. I think the videos were too long that it was very difficult to prepare. A little bit for PG. We are all UG students. So for us it can be a little easier. They can explain it in an easier way. The basics and all can be touched very well. It was so difficult. That is what.  Length of the video alone? Length and all. It is too much.


Do you know why evil and corruption is hyping to it's peak? Because we live in a world that's strangely controlled by sick people They spend billions of dollars every year to promote indecency and morality Corruption, atheism and instilling their lies into the public mind through the media Yes And those people that follow all of this gunk believe that they don't follow a religion Truly they really believe that they are free. I'm not religious. I don't hold any beliefs No, but you do hold the belief of atheism you do hold the belief of same-sex marriage of pro-choice and what not Of course you are indoctrinated


So one of the trends that I noticed recently, I've been reading some reports that were put out on FedBit and by this new 809 panel. And so when I'm reading some of these reports, I've been noticing that the government seems to be over the last, say, five to eight years trending back towards the pact with their bundling contracts again. So at one point the government had to, they were charged with actually taking large contracts, right, and separating them apart and break them into pieces so that they're manageable for small business to be able to do. And the idea was to promote and foster small business growth in the United States. But in looking at some of this new data and reports that's coming out recently, it's suggesting that we're actually going back in the opposite direction. So I want to inform all of you guys today about this trend that's happening and how you can participate and take advantage of what's going on and not be left in the cold. All right, so stay tuned. We're going to go ahead, head over to the big screen and I'm going to talk to you about how to take advantage of the bundling opportunities that are happening and so that your company doesn't get left behind in the cold. All right, welcome back over to the computer screen. What we're looking at here on the screen is two reports that I have. The first report here, this is a jail report put out on reverse auctions. This was issued July of 2018, 82 pages. It's not terrible. I had the opportunity to read through it. And what I like to do is I see that people are making drawn conclusions and giving their opinions based on the information at hand. But at the same time, I like to read through the reports myself and see what conclusions can I draw that can benefit those agencies, those companies, the people that I work with out there help have them give them the slight edge over others that are not watching this information so that they can be prepared for what's coming out of pipeline. And so today we're taking a look at this jail report issued. And then on the other side, we have what's called the section 809 panel. By the way, let me let's talk about this 809 panel because you're going to be hearing a lot of videos coming up from them and what they're all about. The 809 panel is a group of experts that were put together. Here you go. By the Department of Defense, and here's their goals. It says here they're outlined by the National Defense Authorization Act to take a look at acquisition regulations regarding the DOD, which streamline improving efficiency and effectiveness. Also, they're looking at protecting the best interest of the DOD, eliminating any unnecessary regulations. They want to help with the financial and ethical integrity of the defense procurement program. And so this is one of the reports that they put out. They've actually put out three reports, there's three volumes of this stuff. But we're just going to talk about this one particular area of this 809 panel's report. And because I notice a trend happening here. So let me get back to it. Let me zoom out so I can see where I'm at. Okay. All right. And so today, let's talk about this. So the first thing is inside of the DOD's report of FedBid. And trust me, I'm going to try to make this as interesting as possible. But what they're saying is, where is it at? Okay, here it is. This is the chart I want to show you guys. So on this chart, what they're saying is, and a lot of you guys out there are using FedBid. And so that's why I thought this would be helpful, this video today. If you're using FedBid, I want you to take a look and notice this. So what it's saying is that all as the total number of awards below $150,000 represented 94% of the actual awards that were issued or the contracts that were issued. The 6% of the contracts that were issued for products that have 150,000 or greater, right? And I'm going to show you kind of a chart what that means. However, so let's slow this down. 94% of all contract actions on FedBid were below 150. So that's where the most of you guys are playing in that arena, right? And that 94% of all the contracts, the other 6% of the contract actions, right, were for 150,000 or greater. However, however, two thirds of the money was spent with those one, the 6%, one third of the money was spent with the 94%. So what does that look like? It looks like, okay, if you're playing and the 150k or less contract opportunities, you're playing with a third of the money and 94% of the actual actions, right? So it's, this is the best way to show it is that basically, there's a gazillion people out there fighting for those scraps. And then if you are dealing in the 150k and up, which is only represents only a small fraction of the contract actions, however, represents two thirds of the dollar, that means only just like the square show you only a few people are playing in that arena. So what does that suggest? That suggests that for smaller and smaller firms, it's becoming increasingly competitive and more difficult to participate. And so what's happening is, if you're competing at that level, the government's not going to allow you to make a lot of money. Let me rephrase that. It's not that they're not going to allow you to make a lot of money, but just because of the amount of competition that you have, the room for profitability is going to be that much smaller, right? And on the other hand, if you were to play in this other marketplace, then that gives you the greatest leverage and greatest affordability opportunity for generating actual real profits to make yourself an actual business. Now, let's go ahead and compare that to what they're stating over in this other report here. So here, the 809 panel support. And so I want to talk about this paragraph here. And what it says here, let's zoom in. What it says is, right now, it says the DOD is current approach for small business may not support the long run interest. The number of small business contract actions dropped nearly 70% from 2011 to 2016. We're doing the same time frame. The value of small business contracts rose 290%. So let's repeat that again. The number of contract actions dropped by 70%, right? So they dropped by literally two thirds. And in the last five years, well, from the five years from the day of this report, however, the value rose 300%. So how is it that the number of contract actions drops, but the amount of money spent increases threefold? Simply easy. And it says here, because small companies are receiving contracts of substantial value, but it declined a number of small business contract actions, indicates that they're not promoting competition and fostering robustness in the marketplace. So this report concludes, which is, you know, attesting to what I'm stating in this video today is that more and more of the existing firms are getting bigger, bigger pieces of the pie and less and less of you new guys out there are being able to participate in this marketplace. So again, these two reports are kind of reaching the same conclusion, which is the larger companies, right? Or the larger small business companies are eating more and more like the Alaska native firms who can still be small business into 100 million a year. They're getting more and more pieces of the pie and bigger and bigger contracts. While the smaller firms who think they're going to come in and do five and 10,000 contracts, those things are becoming gobbled up into large packages, right? That are then like what they call bundle contracts, which are then given to these large firms that can like one stop shops. So Eric, how does that help me? It seems like you're scaring me here. Well, yeah, I'm not trying to scare you. I just want you to know the facts, because again, without, without having the facts and the information, you can't know what's the proper decision to make and best interests of your company. So what are the, so since you now know the facts, what does that mean for you? And how do you get around that? So let's, let's talk about that. Okay. My conclusion from this is obviously, like I said, the new upstart firms are having a more and more difficult time getting into the marketplace, right? One, you know, mama pop shops, one or two man outfits, they're not getting their fair share of equitable contracts. It seems like it's becoming more of a burden for the government to, to, you know, to stop, to take the bundled contracts and separate them rather than bundle them up into large packages and just give them out. But at the same time, there is opportunity, right? So the silver lining is they create avenues in which small businesses can work with larger firms to go after what, you know, collaborative type efforts. And so we see a lot more teaming JVM partnerships going on than we've seen in the past. So there are ways in which the government has created these avenues. And again, you know, we don't know because we don't have enough data to show. We don't know if a lot of these contracts are going in that manner. Maybe some of the small firms are partnering with some of these larger firms and they're the ones that are taking advantage of these contract opportunities. But again, we don't know because we don't have enough data to suggest that. So the conclusion is if you want to jump into the marketplace and you want to participate aggressively inside, then you're going to need to find someone on your team who has past performance, who has experience, who has someone that they know that is working in this marketplace that you can connect with. Again, and there's many, many reasons to do this. As a larger company, we're always looking for subs who can do specialized services. So if you offer some sort of specialized service or some sort of niche marketplace, you know, the large firms only want to focus on like the big, the big overall macro level type stuff. But if you can handle a micro level type problem, like for example, let's say janitorial services, you know, the as the large company, they don't want to actually do the janitorial work. They want to get the facility's maintenance contract, right, and then sub out the janitorial work. The large business doesn't want to do the actual connecting the computer devices inside of the office space, right? They want the contract to oversee the entire network architecture possibly, but they don't want to actually do the actual interconnectivity. So if you can provide the interconnectivity between the systems, then there's value for you. And so again, and we've talked about this before is identifying a niche marketplace. My niche when I did it was steel buildings, right? So the company wanted the entire contract to do the reconstruction of, let's say, a facility or a hospital, but they didn't want to get into the nitty gritty of doing the actual panels or the specific steel blocks or things like that. So again, within your arena, where is your niche or your niche inside the marketplace? Because again, even though these opportunities are being bundled up, there are still slices of that opportunity, which you can actually take on and do and do a good job at and make a lot of money. What I would say is this, you know, in my professional experience, you know, it was easier for me to tag along with one of these big guys who met all the government's requirements, who knew all the government mumbo jumbo. And so guess what? All I had to do was submit them a price and do my job. I didn't have to write technical proposal. I didn't have to pre qualify. I didn't have to put up bonding. I didn't have to show that I had, you know, they didn't check my bank records or my financials or anything like that. All I had to do was give them a proposal that made sense, tell them it was included, what was not included, and they would give me the contract. So again, for me, I don't see this as a negative. I see it as information that you can use to your advantage so that you're not making missteps or going after things the wrong way and spending a lot of wasted time doing activities that are not yielding results. Maybe this helps someone change their strategy and their approach to how they want to pursue this arena. So again, I hope this video helps as always and we'll see you coming up. Thank you so much for watching. So you just finished watching my video on bundled contracts. We've got some resources at the bottom here. If you like that video, if you're interested in more videos like that, please send me a comment. Let me know. Or if you have some other type of video that you want to hear that you want to see, please send me an email request, the type of video you want to hear. We're always looking for new ideas on types of videos that we should be making, more content that we should producing. If you're interested in a Q&A session, again, let me know. I'm open to suggestions. By the way, the links to both of these, the 809 panels report and the FedBit report, will be at the bottom. Click the link below and it'll take you right to those reports, you can get copies of them. And we will be talking more about some of the 809 panels, other recommendations and upcoming videos. Thank you so much. We'll see you next time.