Why did you ultimately end up choosing a channel-friendly cloud service provider for your customers?

We were able to work with Cirrity and find that [to be the] right model that works with education and health care sector budgets … We came up with a model that allows our customer base to do their backups on-site first before it goes to the cloud because they are very much looking for hybrid type of solution.

That channel conflict is a very difficult thing to negotiate and deal with when working with a cloud provider. When we are able to work with white label partners, it really helps us streamline the sales process.