A tid bit from the Bell Potter analysis:
"DSE plans to add SME specialist partners to its distribution channel for its Email / Microsoft Office365 Backup solutions. These partners are particularly attractive as we understand that there is a shorter sales cycle, with no integration required with the resellers, and offers higher ARPU."
ALSO fits into that category perfectly. Dropsuite integrate once to ALSO (which they have done) and then all the resellers are already integrated to the ALSO Cloud Marketplace.
Everyone else does the heavy lifting. Tick.
Ann: Dropsuite Partners with ALSO, page-53
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