Recurring Revenue

“One key issue is: How do partners get used to the recurring revenue model? Where they were previously used to selling a system -- and getting a big chunk of change and money for a support contact -- here they get monthly recurring revenue. Over the long haul, it’s better for them. But it creates some cash-flow issues in the beginning. We’ve brought in some third-party resources to help our partners through that — how to pay a salesperson for selling cloud, where the comp plan was designed for selling product before.”