How does Cirrity find the right kind of sales rep for the job of selling cloud infrastructure services to its channel partners?

VICINANZA: We are very specific who we hire … We look for people who have that solution selling background. Our retention rate for our cloud services is 95 percent. We have a high renewal rate on cloud contracts, so the upfront work of getting that sale is what you are compensating the salesperson for. Providers have to determine what the target compensation is, how many sales they expect, and the total value of those sales. That then drives [the provider] to understand how to compensate the salesperson for each sale that’s made.