is our computer cloud, as well as Dynamics 365, which is their CRM and ERP cloud. Were actually playing all three Microsoft cloud. So, we actually get to see the earliest bits from them at
least six months ahead of the game. So, we actually know how to make sure that we consume the latest APIs, we do the latest, more efficient calling and upgrading of our solution.
Also, weve been doing enterprise SaaS for a long time. So, our entire architecture, cloud architecture, Microservices Architecture, as well as our Dev
mechanism, which is DevOps, just like Microsoft is such that we actually update our SaaS solution every two weeks, very much like Microsoft, that cadence of update is very, very frequent. And because we have this great relationship with Microsoft
products folks, we know how to stay ahead of that.
Also, another dimension is that we have a fantastic relationship with Microsoft sellers, their sales
organizations, and also their partner organizations. Microsoft is a hundred percent partner-driven organization, where they call OCP, one commercial partner. They have this program called IP co-sale, which
means that partners like us who run our SaaS solution on Azure, which we do, we have 12 now 13 instances around the world, all major Azure data centers, including FedRAMP certified data center in Arlington, Virginia.
We consume a lot of Azure so that we are part of this program where our sellers, when they sell a $1 million TCV deal, 10% of that deal goes
towards account reps, Microsoft sellers, cloud consumption quota retirement, nowadays for Microsoft, as well as for our sellers its all about consumption, its no longer about selling enterprise license and forget. Its making sure
that your customers continue to use your cloud services, stay happy customers, then they can do the upsell and renewals.
So, thats where we
actually, in that regard as a global program run by OCP, we are actually top five globally. So, were so important to Microsoft sellers because theyre actually getting spiffed internally by this program. So, were in the same club as
DocuSign, as well as Adobe, much larger companies, but that just means asymmetrically AvePoint is very, very important to the Microsoft OCP organization, to their sales organization, so much so that MyHub, our teams app is the number one
downloaded teams app in Japan and top 10 globally, just behind like Wikipedia
So, we have a very, very important role that weve been playing in
term of teams adoption, in terms of teams governance and data management.
Brent Thill, Analyst, Jefferies LLC
TJ one of the questions we get is we last year, I think, many of us were surprised by how strong the fundamental demand was even while we were remote, and at
home and were still at home. And the big question we get is just this concept of digestion, is this the classic case of companies last year in the analogy of when my wife goes to Costco with the suburban loaded up, came back, and now we got
the digest because we cant keep making Costco runs. But are we in the digestion phase, are we in a phase that, hey, theres just so many breaches, so much end demand for cloud that the demand profile is still it may be much
stronger than we all think?