Which kind of partner -- including VARs, MSPs or telecom agent partners -- are having the most success selling cloud right now?
Scott Kinka: "From our experience, it's been the telco [agents] who went there first. They are saying, 'Hey, there's a piece of the pie over there I'm not getting today. I might as well ask about it.'
"The VARs, you've got this model where you've got the issue of 'I'm churning down, eating what I kill on a month-over-month basis. I've got to sell the server. I bill for it up front.' … There's this whole model of sell, buy, kill, sell, buy, kill, and then you try to build this services angle. The telecom agents are in recurring services already."
