Is there a lack of deep expertise in the channel about cloud? (Part 1 of 2)

There is certainly a segment of the channel that might have dipped their toe in the water or might not have gone in at all and there's that fear, uncertainty and doubt of "What happens when I do that?"

They don’t have an expertise in the area of cloud. A lot of those, I believe, are traditional partners that have historically been in more of the reseller model, haven't been providing services in the past, have built a really good business but then, moving forward, they kind of [started] pumping the brakes a little bit on moving forward to avoid maybe making the wrong choice. They're venturing into this new world that they're not sure about.