A channel can still add a lot of value here particularly when competing against other market players who mainly sell through channel partners. Direct is clearly doing a great job but a quality set of partners (numbers are not really the issue I don’t think as around 90% of “partners” who sign up never perform in cases like this) can still deliver a competitive edge when dealing with SMBs at the upper end where their needs are more complex and they want more personal attention. Read more...