Tell us about the gaps you're seeing in terms of cloud expertise among the partner community.

Andy Stewart: "[VARs] are used to selling and getting that big commission up front, and going to a residual model can be a challenge. They don’t want to embrace it. For us, a lot of the training is just trying to build up the trust first and foremost, helping to ask the right questions, make them look smart with the customers, and then go in together and really try to sell that solution at that time."