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

Keith Coker: "About 60 percent of our revenue stream comes through managed service providers. … The VAR community, what I call the reseller community, is split with the remaining 40 percent. For VARs, we spend most of our time not educating them on the technical benefits or the technical solution, but more on the business plan discussion. How do they turn a commission structure or a sales plan from single large sales to recurring sales? Once we are through that discussion and have buyoff from a particular VAR, then we do see business pick up."