Glen Burrows is Hong Kong based and Asia Regional GM for Dell's OEM Embedded Computing Business. Recently a software customer come to Dell looking to expand its market. Here was their challenge. As a software solutions company they had expertise in the Asia region around storage management and wanted to expand their business but did not have the expertise in house to develop solutions where their software would go on a hardware as a bundled device and that bundle sold into the market as an appliance. The question that they brought to Dell was what should they do? How should they develop this?