Talk about the value of cloud sales, compared to cable sales, for partners. 

The cable industry, aside from it being high-maintenance, is low-margin. In cloud, the average commissions that we pay on cloud-related services, regardless of product, for the most part, run within 16 to 18 percent monthly. If the customer spends $10,000 a month on a cloud sale, that would be, say, $1,600 a month commission for the life of the contract.

Logic would dictate that the business that is a $10,000 customer versus someone who is a $100-a-month customer … is bigger business and is more likely to require or ask for additional services that you might be able to layer onto that $10,000 sale, like disaster recovery or data center services, for example.