What are the VARs asking for that they didn't two years ago? Or even last year?

I don't think they're asking for anything new, [it's] just that there's an awful lot more demand. They're very much looking just to be educated.

The questions are very, very similar now [compared to] two years ago. [But] there are an awful lot more of them.

I think a lot of the VARs have gotten beyond the connectivity question. They're trying to wrap their head around the fact that it [isn't] massively different to connect [different devices in different business settings]. … They’ve gotten away from the techie questions and they've moved more toward the operational questions.