Ann: Investor Presentation, page-53

DSE delivers 4 main items:
1) the back-up products - which are state-of-the-art cloud solutions
2) additional features like extremely good search to find archived items and analytics
3) world class API's to make the integrations as effortless as possible for the platform partners
4) incredibly low prices - and lots of free add-ons

So when a new partner on-boards - like Giacom yesterday - the ease of sales to end-users is maximised - therefore one can hope for higher rather than lower conversions.

No-one can say for sure how many sales will eventuate from any partner - or how long it takes to reach good numbers - but given that the partner is the means by which sales are delivered, each partnership is crucial to growth - and therefore worthy of being announced.