What are you doing on your end so partners can make the most out of this opportunity?

First of all, we’re building right now internally. The fact that we didn’t have the huge amount of channels that I need to jump in and start, there are pros and cons of sorts. The pro that I see is that we are building it right, so we are putting together the whole channel packaging that includes all the documentation and all of the training in place that they need to learn, educate themselves and be able to successfully sell the solution…We are building, in short, the channel strategy … At the same time, the software needs to be channel friendly, which basically means that it has to be easy to install and easy to do the pilots … We are doing everything possible so that everything around the channel will be easy and simple and replicable.

Are you aiming to go 100 percent through the channel?

The ultimate goal is to deliver through the channel … We have done it direct, but we are definitely going to go through the channel … That’s the plan … I think that our success story is that we have validated the market. We have large customers working with the product. There will be a couple of major announcements coming up, and after that we can talk about names. We have proven the technology - very large, multinational enterprises are using our product and now, I think now is the right time to jump in and get the channels excited as well.