In reply to Jason Edelman.

It is true that leading edge customers are the ones driving SDN today. They are the ones with more unique business problems and the most need for a differentiating network experience.

When I used the word “first”, I was referring to the earlier sentences in the paragraph – i.e., that the set companies which need less customization have increasing incentives to adopt standard network configurations. The value for these companies is that a common outsourced OSS might reduce their costs and increase their control/flexibility. A validation point comes from the bullet directly above noting that Salesforce has become successful by having other companies adopt Salesforce’s standardized business processes and systems as their own.