For solution providers interested in partnering with AWS, what do they need to know going in?

The key element to remember is that this is a software business. The former MSP business wasn't. It really takes a completely different mindset to consider the different ways you're going to bring products and services to market. It's a valid and profitable business model for a channel partner, but you have to offer a real value-add -- it's not something you can just turn on overnight.

Now, four years down the road, we'll be crossing the mark this year where we have quadrupled the revenue of the company and we have done it with only a 50 percent increase in headcount in four years. You can only do that with software. It's a potent set of numbers because it really does speak to the changing business model.