Glossary icon   KARIN

There is something you have to be focused on to sell Windows Azure as a platform. It's a service what we sell, not a product. There comes maybe another issue, which is in the procurement department. The procurement department you have to talk to in a different way than in the past. After awhile they say we want to go with Microsoft because we have invested some knowledge, we have invested some proof of concept money and we saw it is really the right approach for us. And as soon as we had the functional department on our side it was much easier to talk about the procurement. And finally we were very close on our side with the business desk and the business desk was very flexible from my point of view with the offering on what we have to have for this account and at the end it worked out very well for us. So, the customer signed the contract.