Two episodes in one!

Our Ignition Onboard Program partners from OnLogic (formerly Logic Supply) are talking with us about opportunities in edge computing, hardware development, and the state of the industry from an OEM point of view. Cormac and Johnny discuss bringing solutions to retrofit markets, working with integrators, maintaining a competitive edge, the future of their company after the rebrand, and partnering with Inductive Automation to design industrial solutions.

Cormac joins Lauren Walters live at ICC, and Johnny is coming to us remotely to talk to Don Pearson.

“Machine learning and A.I. are really exciting markets for us… we’re targeting that market as an area of growth. So I’m hoping our companies can come together to deliver a product that can do some incredible stuff at the edge.” – Cormac

“Ignition enables us to be out-of-the-box and ready to face the problem. Our products now are not just products, they are solutions. We don’t have to worry about hardware and software compatibility.” – Johnny

Guest Bios:

Cormac Walsh is a senior member of the Business Development team at OnLogic, a global leader in the design and manufacture of industrial computer hardware. In his 5 years with the OnLogic, Cormac has helped thousands of IT and OT integrators and end users design and implement PC hardware solutions that meet their application and environmental demands. He has extensive experience implementing Industry 4.0 solutions in manufacturing plants and distribution centers, as well as identifying and helping to deploy IIoT solutions for oil and gas, building automation and smart city initiatives. Cormac has been working with the Sales Engineering Team at Inductive Automation for 4 years helping to get Ignition to the edge. He has helped curate a selection of PC options pre-loaded with Ignition and has been tasked with ensuring the Ignition community is equipped with the help they need to move projects forward and realize ROI as quickly as possible.

Johnny Chen heads up Partnerships and Alliances for OnLogic, a global leader in the design and manufacture of industrial computer hardware. Previously serving as the company's Solutions Architect, Johnny identifies, manages and implements strategic partnerships between OnLogic and its network of industry ecosystem experts to help provide clients with solutions to their technology challenges. With nearly 20 years of Product Development experience, Johnny helps empower OnLogic hardware users with the tools they need to ensure project success.


Episode Transcript (with Cormac):

Lauren: Hi, and welcome to Inductive Conversations. I'm Lauren, subbing in today for Don Pearson. We're here at ICC 2019, in conversation with Cormac Walsh who is in business development for Logic Supply. Cormac, thanks so much for joining us today. How has the conference been so far for you?

Cormac: Thanks for having me. It's been incredible. Really exciting. First of all, I'm really impressed with the spread you guys put out. The college here is beautiful, and everyone's working really hard to make it successful. We've been down in the lobby talking to customers and having some really great conversations. So, we're thrilled to be here.

Lauren: Oh, that's awesome to hear. And we're so excited that you're here. So how did you first hear about Ignition? That's kind of where we usually like to start.

Cormac: Yeah. Absolutely. If you don't mind, I'd love to just kind of give a brief overview of our company. It'll help explain. So Logic Supply makes industrial computers, fanless rugged computers. We've got a really tremendous e-commerce presence. So customers will come in, and they'll self-serve and buy online. So we get a lot of inbound leads, a lot of calls, a lot of emails for new projects. We have a sales team that fields those calls and facilitates the projects.

About four years ago, we started hearing a lot of customers, we like to ask what type of software customers are using, and hearing a lot about Inductive Automation at that time. And as they became more popular with our customers, we decided to reach out. We connected with Travis Cox, Don, Kristine, and the team over there. We made some high-level connections and really saw that there was a lot of similarities between the two companies.

As we've received new customers online, we've always mentioned, "Hey, if you're doing SCADA, if you're doing automation, check out Inductive Automation. They've got some really cool software." And we've heard people coming to us saying, "Hey, we were told by Inductive Automation that your hardware is great for our software." So it's literally gotten to a point where two or three new customers a week will come in and say, "Hey, we were told to come here from Inductive Automation." So that's really what stemmed us formalizing this relationship.

Lauren: It sounds like there's a lot that Logic Supply and Inductive Automation have in common, and you've kind of mentioned a few of those things. But would you be able to elaborate a little bit on those similarities?

Cormac: Absolutely. It was actually really humorous when we gave presentations to each other. It was probably about 10 people collectively on both sides about four years ago. And the way the slides were laid out, and the way the story was told, I believe Don went first, and then one of our sales directors went next and gave the Logic Supply aspect. And they mirrored each other so well as far as being a financially independent company, having roots in engineering and integration, and then finding a need that needed to be filled in, and becoming successful in that nature. And then growing steadily year over year, from half a dozen people to 10 years later, 100-plus people.

We kind of did a second take of that six months ago. And the progression from four years ago till now was really remarkable. And really, just the people, we've got our high-level people really excited about Inductive Automation. We can tell that the high-level people at Inductive Automation are really excited about Logic Supply. So I've been excited to come here for months since we agreed to come. I'm like, just let me add them. I want to go meet everybody, and I want to get to know everybody and get their feedback. So yeah, it's a really exciting partnership.

Lauren: Well, we're so glad you're here. We're excited because this is the first podcast episode where we're actually going to be able to highlight the Ignition Onboard program. And that's a program that partners OEMs with Ignition and sells products with Ignition built right into the software. It was started because there was a demand for edge-of-network solutions, but it's turned into so much more. And I know you've played a key role with bringing Logic Supply on board with the Ignition Onboard program. So what really fueled that relationship and can you talk a little bit more about what that relationship looks like?

Cormac: Absolutely. Yeah. As I said, when we started hearing more and more people say, "Hey, we were told by Inductive to come and buy your hardware." We were starting to do some planning for some trade shows early this year. And I said "Hey, we have the connections, we know the right people to talk to. Why don't we formalize? Why don't we try to attack some of these shows together?"

And at that point, reaching out with Kristine, we set up another high-level conversation. And we went over what's happened since three years ago when we first had our conversation. And again, the mirror was pretty phenomenal how we've grown, and how Inductive has grown. And we were at a point where we're looking to bring on some software companies to sell a full solution. And then we heard about the Ignition OnBoard program and we said, "Well, this just makes perfect sense. Let's just formalize it."

So we did some shows together and our engineers worked with your engineers to design, kind of curate some systems that are very popular with the Ignition community. And we were able to launch a line of hardware that's curated specifically for Ignition customers, and also preloaded with the software. So customers, if they want to, are able to go and self-serve online, and checkout without talking to a human being, which a lot of engineers prefer that these days. But we also have a full team of salespeople who are fully capable of facilitating a conversation and moving a big project forward.

Lauren: That's very interesting. So kind of related to that, as an OEM, Logic Supply has a very different perspective than a lot of the people who we talk to on this podcast who are folks like integrators and end users. Can you share your thoughts from an OEM point of view on the state of the industry, and what hardware looks like in this space right now?

Cormac: Absolutely. And I'll point out a key point that Don made in the keynote earlier today. He said, “everyone in the audience is probably aware that there's initiative to move computing out to the edge, and do more, have some thought at the edge.” Some automation, even some AI, machine learning was discussed. And that's really where we come in. A piece of hardware, a low cost, but highly reliable piece of IT equipment that you can load, that runs Ignition, get that out at the edge in a harsh environment, talk to the PLCs, and communicate back to the cloud or the back office, and allow decision-makers to see what's happening at the edge.

Lauren: And when you say harsh environment, I know Logic Supply is known for providing hardware in harsh environments. What does that mean?

Cormac: So harsh environments. We're in a lot of markets, but specifically for Ignition, I would say manufacturing is kind of the best example. Dirty, dusty plant floors, maybe a steel forge, food manufacturing where there's particulates in the air. We also do a lot in industrial distribution centers and oil and gas, which I know is a big initiative for Inductive. We've had a strong history in that environment. Substations and remote monitoring of pipelines and places like that.

Logic Supply, a little unrelated to I guess what Ignition uses it for, but we're very strong in vehicle, rail, school bus, police, we do a lot with security. And with the Ignition, maybe using it as a forklift would be a good example of where some of our rugged equipment comes in. We have white temperature, negative 40 up to 70 degrees Celsius, rated computers. So there's a lot of manufacturing plants in say Mexico or Arizona where it gets pretty hot in the facilities, and a lot of times, our equipment is specced into tight control boxes where there isn't a lot of ventilation. So the white temperature rated computers are really beneficial in those instances.

Lauren: Wow. Okay. So related to that, what key markets are you guys working with right now, and who are the users? Who do you guys look to as your customer as you're building your products?

Cormac: So the markets, as I said, manufacturing, industrial, oil and gas, distributed energy. We're also doing a lot in building automation, which I heard some inklings about that in the keynote today. So I'd love to work with Inductive to see how we can attack that market together. Typically, we're an e-commerce website, so we do a lot of direct to end use.

Knowing there are a ton of integrators, Don said 2,300 I believe, we want to be able to work with integrators as well and make it easy for them to select our hardware and implement it at their customer sites. So we're really hoping to offer the Ignition preloaded on our hardware, and be able to make it a situation where the integrator is excited about working with us, and the end users, if they have their own integration team, are able to work with us as well.

Lauren: Totally. And can you talk a little bit about any case studies, anything exciting you guys have been working with your hardware in?

Cormac: Yes. So one particular case study that stands out, it's a top tier auto manufacturer. They make drive trains. They came to us, and said, "Hey we are working with Ignition. And we were told that your panel PCs, your core high-processing panel PCs are a good fit for our software." So we worked with them to spec out that configuration.

Our systems are highly configurable. You can change the amount of storage, the amount of ram, whether or not you want wi-fi. We can load an operating system for you. So they selected a panel PC with a certain amount of ram and storage and an operating system. And what we ended up doing was locking in a configuration for them, meaning we set up a custom skew for them. So we made it easier for their purchasers to be able to come in without any confusion, making sure they're buying the right hardware.

What is interesting about this study is that what they were doing was, anytime they had an OEM supplier of, say, a machine for their production line coming in and trying to sell them some equipment, they said, "Well, if you want to sell us equipment, you have to be running Ignition on it, and you have to buy hardware from Logic Supply." All they had to do is give them a SKU. "Here's the skew, go to Logic Supply, buy the hardware. Go to Inductive, get the key, and load it on your equipment as the HMI, and then we'll allow you to sell us your solution."

So we're getting customers just very randomly coming in and saying, "Hey, here's the skew. We need two or three units." And we very quickly get them the exact configuration that they need, and they're able to facilitate this company. Obviously there's a lot of benefits to having all the equipment hooked up to Ignition and running smoothly.

Lauren: Absolutely. Can you talk a little bit about what business development looks like for a hardware company?

Cormac: Sure. So we work with a lot of end users. Therefore, we don't always work with a lot of integrators, but we want to be doing more of that. So there's a bunch of different customer types that we have, ISVs, meaning independent software vendors and distributors. Part of what I do is try to identify some of the key partners in each of those levels, and how do we work together? How can we take our hardware, or somebody else's software, package it up as a solution, and bring it to either an integrator who can then resell it, add their value, or an end user?

What I typically do, is try to start the conversation, identify key partners and get them familiar with Logic Supply and get us familiar with what they do, and determine if there's a good fit to move forward. Once that's determined, and we get a sense of the potential, I'll usually hand that over to an account manager and a sales engineer, and they'll be able to deliver long term support. We've got a full team of engineers, and we've got a full network of companies like Intel, AWS, and Microsoft who are backing us and able to help us get projects to the goal line faster. It's a very exciting job because I get to evangelize a little bit about the company, and then when it comes to the dirty work, I can hand it off to somebody else.

Lauren: I'm sure you're doing plenty on your end. Well, that's very cool because I know ICC is a great place to be able to connect with people, to meet with people, especially integrators. So what are your thoughts on moving into that integrator space?

Cormac: That's a tricky question. My thoughts are we want to move into that space. We don't want to undercut any integrators. We want to make them profitable.

Lauren: Absolutely.

Cormac: We want the end users to have a good experience. We want to figure out a way to let everybody win. We're still exploring how to do that. We understand that there's some hesitancy because of our history of direct to end use, but we're figuring out ways to add more value and to help facilitate projects in a way that integrators see value. I'd say, I've had 100 conversations in the day and a half I've been here, and they've all been very enthusiastic. And probably about 40% have been end users, so the other 60% are integrators.

So just getting them aware of our capabilities, our technology, and how easy it is to order from us I think has been valuable. But also hearing feedback from them on how we can work together, how we can make life easy for them, and entice them to work with us. So there's a lot of takeaways that I'll bring back to the team, and I think we'll be able to figure out something that's exciting for everybody going forward.

Lauren: Well, that's very exciting. I'm looking forward to hearing updates on that soon. I'm curious, what's next for this Ignition and Logic Supply partnership? Is there anything people can look forward to hearing from you guys soon?

Cormac: Absolutely. First of all, today we have the trial licenses on our website. So in the next couple of weeks we're going to be actually loading the keys up so you'll be able to self-serve, select what keys you want to pay for on our website so customers can have a one-stop shop for hardware and the software. So look for that in the next couple of weeks.

We are also going to be announcing that we're going through a rebrand. Our company Logic Supply has been around for 15 years. We started as a distributor of the Mini-ITX Motherboard. And 15 years ago, there was a huge demand for that and we've grown organically. We're financially independent. We started selling components and chassis. We started putting them all together, and then we hired engineers to design our own chassis and put them all together.

Now we're at a point where we're actually designing our own motherboard. We have firmware engineers, we've got electrical engineers, we've got a regulatory team, so we're not a supplier anymore. We're a design house. And we're designing really exciting technology based on the feedback we've gotten from the thousands of customers that we've had through the years. So at some point in the middle of October, we are going to officially shift to OnLogic.

Lauren: Okay. New name.

Cormac: New name. Yes, OnLogic. New logo, we're really excited about it. There's been a lot of buzz internally, and we're just starting to let our long-term customers know, make sure that they're calm and okay about it.

Lauren: When they see the new email address?

Cormac: Yeah, but nothing's going to change as far as who we are, same people, same company. The technology has evolved, and we felt like the Logic Supply name almost undercut what our capabilities were. So we had to get rid of the supply, but we wanted to keep logic because that's how people know us. So OnLogic made a lot of sense. We want people to depend on logic, and rely on logic, and make it possible with us.

Lauren: That's really cool. And thank you so much for taking the time. If there's anything else you want to share, any final closing thoughts?

Cormac: Well, I will say this, there was a bunch of takeaways from the keynote, which I really enjoyed. Machine learning. AI, is a really exciting market for us. And I'm really excited to see what Inductive Automation is going to come out with in that market. We're targeting that market as a huge growth area for us. So I'm hoping that our companies can work together to deliver some products that can really do some incredible things out at the edge.

Lauren: That's an exciting goal. Well, thanks again Cormac for sitting down with us today. We hope you have an enjoyable rest of your ICC.

Cormac: Oh, you're very welcome. I'm having a great time, and I'm going to lose my voice pretty soon talking to everybody. But it's a blast, and it's been very productive. Thank you.

Lauren: Well, we're glad we got you on the podcast while you still had it. Thanks so much.

Episode Transcript (with Johnny):

Don: Hello everyone and welcome to Inductive Conversations. I'm Don Pearson, and we're here speaking today with Johnny Chen. He's from Logic Supply, and he basically is a leader of their partnerships and alliances program. So welcome, Johnny. It's good to have you here.

Johnny: Well, thank you for having me.

Don: I certainly appreciate you taking time today. And I guess for starting, let's have you tell us a little bit about yourself. I mentioned partnerships and alliances, but give us an introduction to yourself and the role that you play at Logic Supply.

Johnny: Sure. So my name is Johnny Chan. I am a Partnerships and Alliance Manager, so I manage a lot of our strategic partnerships as well as alliances. Previously to this role, I was here at Logic Supply as a Solutions Architect working a lot with strategic customers on their solutions, and how to get their product ready to go into manufacturing and onto the floor.

Don: Thanks. I will just say as background, for our audience, that I became more familiar with Logic Supply through our sales engineers, and the work that they have done with our customers because they ended up recommending that people take a look at Logic Supply for some of their hardware solutions. And I think that's been a very, very good recommendation. It’s worked very well with a number of our customers. Give us a little background on Logic Supply, and what you offer your customers.

Johnny: So this brings up an interesting point actually. We were known as Logic Supply until very recently. The name Logic Supply served us well in the past when we sold components and used commercial off-the-shelf products. Today we do much more. We design products, and from the ground up. Everything from motherboards to chassis to electromechanical design to fit and serve our industry. We still sell small form factor industrial computer hardware. Our customers come from all over the world and across the industry spectrum. So this is one of the biggest reasons why we are actually known today as OnLogic. Because we want you to build it OnLogic, dream it on OnLogic, and working with us, create solutions OnLogic.

Don: Just a little background on that. I knew you were OnLogic and the change would occur, but when has this change occurred? Is it in change process right now. Or how's this rolling out?

Johnny: October 18th is the official change date. So it's being rolled out throughout our entire company, everything from what we're known as, our website, the entire brand is changing to really reflect better who we are today.

Don: Well, I guess the timeliness of this podcast is pretty good because we're right in the change process for you from Logic Supply over to OnLogic, so that's great.

About your customers though, and the value that you're offering them, can you expound upon that a little bit more? As you look at OnLogic going forward, what are the pain points that they're experiencing, and what kinds of solutions does OnLogic provide them?

Johnny: There's something very unique about us. One is we try to understand the compute needs of a customer, not only in terms of megahertz, but in a more holistic view. From a technical aspect, taking into account things like environment, part constraint, duty cycle. From a service aspect, we give them local design engineering support with the power of a global supply chain infrastructure. Almost everything we do is designed here in Vermont, which is just great because if there's ever an issue, we can get the design engineer that actually designed that motherboard on the phone with the customer working out what that issue is.

Don: If you take a look at those customers' needs and their change, clearly they've been changing over time. Just like you changed your name because of the breadth of what you're offering them. So when you take a look back a little period in time from Logic Supply over to OnLogic, how have your customers' needs changed over this last chunk of time as industry is moving so fast?

Johnny: I think a couple of key things. Before, people would come in looking for hardware, they'd be coming in and saying, "Hey, we need this type of computer," and so forth. I think today they come in with a problem. They come in and say, "Hey, I have this problem. How would you solve it?" And this is where the one-on-one work with the customer is so critical because we have to understand their problem. So our knowledge base has to be very wide.

This is where a lot of our key partnerships come in like this one we have with Inductive. It's very key for us to understand the solution that Inductive brings combined with our hardware. This is funny math that I like to do. We always look at it as one plus one has to equal three. So that's how we look at these partnerships. How do we make things better?

And when you talk about problems or things we see in the industry, the biggest market that we serve today is still the retrofit market because there is a huge gap there. Now the gap exists because analytics and the need for information is growing faster than the rate of new infrastructure at factories. So you still have these old factories, or older lines that require the need to gather analytics or gather information to make better decisions. And no one wants to replace a million dollar manufacturing line every other year just to keep up with analytics. So analytics and machine learning needs to run separately and be modularized to be able to update and upgrade to the latest needs of the factory, or the latest information needs of the management.

Don: I think you bring up an extremely good point there when you're talking about the retrofit market, because clearly we have an industrial space that has equipment that goes five years, ten years, fifteen, twenty. I mean I've seen forty-year-old equipment where people are saying, "It's working. It ain't broke. We don't need to fix it." And it's a very slow-moving market, and very expensive to do upgrades.

And yet the world has changed to that world of IIoT and machine learning, and digital transformation so rapidly that you fit in a very important niche to help people get the newer technology benefits while still not having to do a whole rip and replace viewpoint towards their install base infrastructure that they spend so much money on.

In that context, whether you call it IIoT, or industry 4.0, or digital transformation, those things which are deciding how they're going to use the newer technologies, there is a gap between a lot of the hype and the reality of implementation. Why do you think that gap is there, and how do we approach bridging that gap when you look at how your company is approaching it to really serve your customers better?

Johnny: I think you hit it right on the head. The gap exists because of that old infrastructure, right? Everyone sees the new and how information could transform it, but people don't want to replace machines because the machines still working. So the retrofit market really is giving people solutions out of the box. You have to give them a solution out of the box that will connect up to their old infrastructure, and pull data and do analytics.

Again this is where that funny math comes in. One plus one equals three. We take the software aspect from Inductive, using Ignition, put it onto our box, put it into that factory. Now we've created something better. We've upgraded all their capabilities in terms of information gathering analysis and being pulled to actually make decisions based on better data.

Don: With that thought in mind, I want to get your comments on the whole world of edge computing. As one looks at edge computing and the overall IIoT and digital transformation puzzle, where does edge fit in? How important is edge as a piece of this whole process from your perspective?

Johnny: Well I think it is the key to real-time, actionable, reliable analytics. Speed and flexibility is the advantage to edge compute. Combine that with cloud. With multiple edge computers, bringing back new data to create more powerful analytic models, and later pushing it out to the edge for use, you've effectively created a self-learning loop that'll get smarter over time.

Don: Yeah, I totally get that, and I think that is a good way of articulating how important it is to this whole process of the analytics loop. We're pretty excited about having you on the podcast today since you happen to be a partner in our Onboard program.

I don't know how many of the listeners here know what Onboard is, but in a nutshell, the summary is that the Ignition Onboard program basically grew out of when we launched our edge product several years ago, and they were really taken up very well by industry. We started seeing more and more device manufacturers, equipment manufacturers, taking a look and saying, “I would like edge on my equipment. I would like it to ship with Ignition on board."

So we launched the Ignition Onboard program. And you guys are a partner in that program. I know our goal was to bring more of that software power to the device world so that your product would be more of a solution. And you even mentioned that people come in now with a problem looking for a solution. They're not coming in to buy a piece of hardware anymore. So how does this whole Edge and the Onboard program fit as part of your strategy and your go-to-market with your customers?

Johnny: Frankly, it's simply put. It's been amazing. It's opened up new possibilities in terms of how we work with our customers, how we service them. It's changed in some ways how we look at our hardware, and how do we design hardware for the future. Internally, we're already looking at how do we enhance our hardware to enhance the capabilities of the software? How do we create more interfaces that the software could use? Things like direct interfaces into the physical world, things that the software itself could take advantage of, and trigger. So it's very exciting for us. I think this fundamentally will change how we do business in the future.

Don: In that area, just another more detailed comment you may make on it, because you guys released a line of edge gateways preloaded with Ignition software. And I can see in talking to you today how that fits into what your customers are asking for, how you bring them a solution when they come to you with a problem. A little bit of understanding of Ignition and the relationship with OnLogic. Why did you choose to work with us on this for starters, and what problems will this help solve for your customers?

Johnny: We really like Ignition, the software itself, because it was very forward-facing. It’s web-based. It basically allowed any device with a web browser to become an HMI. At the edge, you have all the different devices out there, things like OPC-UA networks and things like that. Ignition interfaces into that out-of-the box. So it's perfect for our customer base. The largest customer base of ours is still manufacturing and industrial. And it helps them solve a problem. It helps them cut down on the multiple software they usually use today. It allows them to do one software out-of-the box ready to go.

Don: So when you think of opportunities for edge computing and the partnership with Inductive Automation, what opportunities do you think it opens up for you at OnLogic as you move forward into the future?

Johnny: The biggest thing it opens up are new conversations about how we can serve the customer. We're no longer talking to them about hardware by itself. We're talking about solutions. We're giving them more options to solve their problem. Today, really everyone's looking at problems, not looking at a spec sheet. They're looking at problems and solutions. And enabling our hardware to run Ignition allows us to solve a problem that they specifically have.

Don: You know, I think it's an interesting point that you're making there. I've been very involved in our Onboard program, and you said it very well. The customer is looking to solve a problem. And so the discussion is not around a spec sheet. The discussion is around how am I going to solve my problem? And of course the spec sheet fits into it, but so does the software, and so does the whole package that you're bringing to your customer.

I'd like your comments on, and I think you've been saying it throughout the conversation, but maybe a little emphasis on it, something unique about your company as you evolved from Logic Supply to OnLogic, how does your company maintain a competitive edge? I think you've been hitting on little bit here, but give us a little summary of how you approach the future of the company and its value to customers maintaining some competitive edge.

Johnny: I think that the key uniqueness of that is really understanding the customer's problem, and not asking, "Well what do you want?" It's listening to the customer, understanding their compute needs and their problem together. It's a more holistic view. It's really looking at everything from environment, what are they trying to do at the end, where's this going?

We have a very wide range of customers. Everything from mass transit, things like the MTA, all the way to manufacturing, mining, or even water filtration. A very wide range. And they all have a different problem we're trying to solve. And understanding the little details of what they're trying to solve, and what they're trying to do at the end, help us be different because we can recommend the right solution, the right software, and the right hardware. All of it together is a solution for them.

Don: I totally understand that. And I think it makes a big point to the audience that's listening here too. As you know, you're a guest on Inductive Conversations, which means large numbers of our listeners are going to be members of the Inductive Ignition community, or they're looking at Inductive in one fashion or another.

So as a final question, I want to give you one more chance to maybe summarize or expound on something you said. So when you think about the directions your company is moving into the future, how do you see Ignition helping your company to grow and achieve those objectives?

Johnny: Well I think Ignition definitely enables us to be out-of-the box and ready to face the problem. Our products now are not just products, they're solutions. And they don't have to worry about hardware, software compatibility, and stability because those things are already built in. This is where our partnership with Inductive Automation makes so much sense. And we really leverage each other's strengths to create something better together.

Don: Johnny Chen, I really thank you for taking the time today. I really appreciate you sharing your perspective from the viewpoint of Logic Supply, soon to be OnLogic. And we find that this kind of conversation is very helpful for people in our community. So for you to take the time and share how you fit in, and how we fit in with you, and how at the end of the day that helps our mutual customers, is very much appreciated. Thanks so much for being our guest today.

Johnny: Well, thank you for having me.