When somebody refers to a product as being very simple to install and use, that typically sounds more like a consumer product than it does something for the B2B channel. Where does the channel come in, and where can partners profit on this?
If you want to buy a single Neat Bar, you can probably set that up yourself. But when you want a few more, it becomes a bit of a project. It’s simple, yes. But what we’re seeing is that when customers want 10 Neat devices, 20, 50, a hundred, and they want it across multiple locations and even across multiple geographies internationally, they want to buy this through their channel integrators and resellers. I think the value here for the channel partner is that the simplicity and the reliability of the product means you could scale this in a different way. You couldn’t do the kind of installations that customers now require with old technologies. It would be too complicated.
The simplicity of our product really enables partners to scale this in a profitable way. I usually use the example of, if you take this office space, I have ordered more desks for employees because we’re growing fast. Desks are very simple to assemble. But I’m not asking my engineers to assemble these desks. That’d be a waste of their time. I’m buying these from a partner that can take care of the whole delivery and installation and all of that stuff. It’s the same thing with Neat products. Customers want this taken care of by resellers, the whole project managed, the whole installation taken care of, and of course supported in case something happens. So we’re seeing customers big and small ... where we’ve had tremendous success. More than half of our business is in large enterprises. They naturally want this delivered through their selected partners, but even smaller customers also want that. So we’ve done that from day one.