Q&A With Peak 10's Chris Downie On Recurring Revenue And Growth

How does that work?

They're really the relationship managers and they're supposed to be in close touch with our existing customer base, understand what their existing and future needs are. Customers are evolving fairly rapidly in their consumption of IT resources. So we'll have a dedicated team that covers a set of accounts. Obviously, the larger accounts have more complex and potentially broader relationship requirements, whereas the smaller ones tend to have less. I just think that’s a function of the size of the company, and so we'll have a broader base where you'll have an account manager that’s responsible for a larger set of customers, whereas the larger ones that have more day-to-day requirements will have more dedicated resources, meaning an account manager for the larger accounts will have less customers to cover.