What type of solution providers are you seeking?
If the partner only cares about margins, and doesn't really consider themselves strategic or a trusted adviser for their customer, they're generally not the right partner for us.
The kinds of partners we're looking for are the ones that want to create a bit of a differentiated service compared to others. We want people who want to be strategic with customers and want to help them move forward in a cloud-centric environment. We work well with partners who have a practice around cloud or around modern network environments -- which are internet-centric environments -- and want to bring better software into their play.