Should cloud education differ depending on the partner type -- VAR, MSP, telecom agent partner?

Scott Kinka: "That’s why the adoption’s been a little bit slower on the VAR side than on the telecom side. Out of the chute, [telecom agents] are more capable of having the conversation. They know the questions that we’re going to ask them to ask.

"It has a lot to do with how you educate them. It’s a very different model in terms of what you’re doing [with each partner] from educating them to really across the board."