Madhan Kanagawa

requires us to have a lot of certifications.

And these are some expensive certifications and compliances.

So we spend on that.

We need to shore up our sales team and potentially think about things like outbound.

We have four sales engineers.

With quota?

Well, they don't actually operate on quotas right now.

Why is that?

Well, I think when we started out, the sales team is actually fairly new.

In fact, we got four sales teams

full-time salespeople only starting beginning of last year.

So this is fairly new.

So what we want to see is exactly how does it all work when we have new salespeople ramping up and then we'll figure out the process of adding more.

So we don't want to hurry the process too fast in the beginning.

We have over 200 plus channel partners right now around the globe.

And they basically sign up for a reseller program.

And there's also a service partner program.

So the reseller program is basically we incentivize them by giving them discounts on the actual price that we sell.

How big of a discount?

It starts at 20% and then it ramps up based on volume of licenses.