How will Kofax handle enterprise sales, as more and more of those opportunities arise?
We’re willing to let any sized deal go through the channel. Take, for instance, our deal with the Social Security Administration. At $20.9 million spread out over five years, it may be the largest deal to date in the capture space. That deal went through a reseller. That’s a pretty good indication that we don’t allow only the low-end and midmarket deals to go through the channel. But, Kofax does handle a portion of its sales directly, doesn’t it? Yes, but it’s a very small portion. In some instances, resellers will come to us with large deals that are beyond their means. They’ll come to us, and sure, we’ll take the deal. But, we still pay the reseller what the commission would be had the reseller completely handled the deal. Of course, there are times when a Fortune 100 or Fortune 200 company will come to us directly, and there’s no reseller involved. However, if there’s any indication that a channel partner is already in communication with that company, we’ll make sure the partner is
