Step one, then, in Ubuntu’s multi-year “enterprise” strategy needed to be “be there in three or four years.” It’s sort of like nature photography; you need to give your subjects time to acclimatize to your presence, and they’ve done that. As UbuntuLive indicated, this will probably go into the books as a check mark. Step two? “Speak their language.” That one, I think, is still a work in progress, although with Mark Shuttleworth discussing otherwise mundane topics like ISV certifications and SI programs and interoperability during his keynote, it seems as the Canonical folks are picking up the unique dialect of larger customers. Step three, in my opinion, is the really tricky one: differentiate. Two announcements made at UbuntuLive are apparently aimed solidly in that direction.