Is security the main obstacle to adoption?

There are a couple of different things. One is the sum-cost paradigm. "I have a data center. I already bought these things. These things work. There's no compelling [reason] to move." In some cases, that’s actually true.

If companies aren't really pushing the envelope with regard to performance and innovation … I mean if you run SAP on premise, the first thing you think about is "How do I move SAP to the cloud?" The value is just not present. But if you're sort of building your applications, pushing the envelope, especially when it comes to platform, not just infrastructure … in some cases, there's not much value on the surface. But the other rebuttal we've gotten … "Is this secure? Is this more secure? Is this as secure?"

I think, increasingly … we don't get those questions that much anymore. But … there's a whole layer of what I think companies consider sacred or more valuable or more sensitive, like financial information or ERP information. … There's still some element of hesitancy around the security paradigm.