Trends

And that movement reflects four different ways in which the advisory channel is growing and evolving. 

“No. 1, the number of partners that are selling is growing. No. 2, we’re seeing growth outside of the U.S. in many other countries and continue to get pulled into others. No. 3, the type of product that’s being sold is expanding as well,” Edwards said.

He also noted that the average deal size is increasing, especially as some partners move up into the enterprise.

“Each of those things creates expanding  opportunity, but I believe that in order to address those opportunities, you’ve got to retool and meet partners where they are,” he said.