When it came to convincing them of going with Intermedia, did they have to overcome some hurdles in their thinking to say "Yes, we want to do this"?

Certainly they did, and it's real common with what we find today. The hurdle was [in the form of] education to the customer. … The bulk of the clientele out there today is still working on those hundred-year-old analog phone lines or they're working on those little PRIs (primary rate interfaces) that were designed in the 1990s, so they have a certain concept of what dial tone is and how it's provided. … One of our primary jobs … is to educate the customer that that's yesterday's dial tone and the problems that [they're] bringing up … are yesterday's problems, and what we're really talking about is … bringing forward today's current technology.

A lot of small and [mid-sized] customers are a little intimidated by cloud or hosted [voice services]. So, a lot of our time is spent educating them.