CEO Tod Nielsen said he found the company was taking 110 days to close a deal in the SMB space, a deal valued around $14,000 while it spent 119 days on an enterprise day valued at $55,000. “Flying people from San Francisco to Iowa for a $15,000 deal?  I lose money out of the chute,” he said. This formula is what normally leads organizations to consider channel sales. While the company announced an expansion of its ISV program, it did not say anything about signing up resellers. However, adding indirect distribution is one of the options under discussion, according to chief marketing officer Fred Studer. I did not get a solid view of how far along such discussions might be. The choice seems to be, avoid the small deals or move to a channel. I would expect the latter is more likely