What do latency, legacy gear, and local cloud have in common? Everything—if you're Ron Colbert. In this episode, we explore how a data center expert turned cloud strategist is helping customers decipher the signals for change. From real-world wins with Azure Local to uncovering hidden gold in IBM workloads, Ron shares the discovery questions that close deals, the database traps to avoid, and why RLM’s approach is rewriting the partner playbook. If you’re selling cloud, this is the edge you’ve been looking for.