Reselling cloud means incremental sales as opposed to one-time, large-scale deals. This can be attractive to customers, but causes questions in relation to sales compensation and commission. In this case, both Cisco internal sales teams as well as cloud providers will need to see a payout. "The partner pays based on margin; we tend to pay based on bookings against a quota," Peres said. Now that services are sold on recurring revenue, it is also recurring revenue for the sales representative with the reseller as long as the customer stays with that account.