If you don't have an EDP, it's still a great way to build up your spend within that ecosystem so that all those dollars start to count toward getting better discounts. It's just being smart about how you're allocating budgets. And what we find is that a lot of times, there are technology budgets that have been established that are already committed to something like an AWS. Where there's a lot of digital transformation going on, they know that they will need to spend on technologies, but they haven't quite identified yet which solutions those are. In a lot of cases, there's some flexibility. They know we're going to have to build out additional tools, but they're not quite sure what those are yet, but they know they're going to earmark that amount of spend. That allows organizations to tap into tools like ours when they're ready. When they hit that point, they already have the dollars set aside to do so.

There are many different types of programs available for organizations. ...Part of why I was brought on board is to help navigate all of these different types of nuances that can come with the various programs.

As our teams are developing new solutions and building out new products, they find areas where they may need a tool that they haven't needed up till that point. And it makes it easy to go in and purchase through the marketplace because the dollars are already there, and the infrastructure's already in place. It's just a one-click purchase option to make that tool available to his team and continue moving forward with the project. There are permissions and controls as to who can accept or who can click to purchase within the marketplace. Users can't even get through a certain screen if they don't have that level of permission. So it is all very secure within the AWS system.