Partner Base

CF: You’re talking about getting in front of partners. Does that entail adding more TSB partners, or is that list already set?

KB: If you checked down the top partners, they’re already on board and connected. You have some that got gobbled up – like in the AppSmart world – and combined. There are some new emerging ones that are coming from the VAR world. I’m already having a dialogue about getting added onto their preferred vendor list. There’s a balance. If you’re a golden retriever, you can’t try to get three or four tennis balls in your mouth. You’re going to end up dropping all of them.

The challenge for us is to maintain presence and have meaningful dialogue with the [TSBs] and their subagents. I know they already have some 80-20s. I’m not going to share who the top engaged partners are, but I know some from my past who should be and could be. The types and scale of customers they deal with are aligned with who we are and the resources bring to bear. We have a tier one global backbone that carries about a third of the world’s internet traffic. I wasn’t even aware of that capacity. But we’re translating, what does that mean to a partner? What does it mean to their customer?