Right now, that does not include recruiting VARs. "I think we will eventually get there," said Johnny Ola, VP global alliances and business development. Right now, channel means global systems integrators, members of the Salesforce community and ISVs. "We are working with partners who can implement both Salesforce and our products together," Ola said. A third of revenue is coming from partner referrals. It seems likely the community views developing third-party solutions as necessary to move into the VAR market. FinancialForce is also developing an SI certification program to be followed by ISV certification. Those who wish to participate must go through a training program and "at least do a couple of implementations with us and then be willing to be tested and certified. However, remarks from CEO Tod Nielsen suggest his eye is on the VAR channel as when he talked about Microsoft, he commented "There is massive chaos in their field ops."