You talked about focusing on one or two applications before moving more to the cloud. Is that the best way for a services provider to guide a client through, especially any company that may be a little hesitant in going into the cloud but feels they just want to kick the tires?

That’s exactly right. The “kicking the tires” is what we see, especially with some of the larger firms. These are firms that are 20, 25-plus years old. It really comes down to trust. They absolutely hype the idea about outsourcing their services, but to [send them] to a third party that is not a part of the organization, it takes “Hey let’s try one or two applications. Let’s dip our foot in the water and then if we like it, then we’ll put more in.”