“In the past, Elementary was responsible for provisioning each of the devices for our customers – we had to intervene with any type of issues on behalf of the customer. We needed to move to a path where customers could actively take on that role and be able to perform …

“Selling through our partners is a very fluid process. They may think they need this many devices, but actually they need that many devices in this region or that region. Prior to this, everything had to go through us, so there was a much slower sequence of events to get …