For partners getting into cloud sales, where is the starting point?

BARON: The partner really has to have a commitment to move to the cloud. Senior leadership has to be willing to make investments to it, whether it's in how they pay their sales reps, or whether it's in training. We can help partners with pricing and translating the customer's requirements into a solution. We are shoulder to shoulder with them. The stumbling block is really the level of commitment that a partner is willing to make. I think with many partners, it’s they know they need to do it, but the 12 inches needed to move from their head to the heart to actually get behind it is often the biggest challenge in the VAR community.