I'm having a little trouble understanding the very large deals part. The channel partners thing, I get, but not sure about getting a big deal outright.

Say you're in charge of IT for, say, GM. You get cost proposals from security companies to install protective measures. Now, say, Trustwave and SFOR both make proposals. Why would you go with a tiny company with no track record?

Why would GM care about who owns the patent, anyway? They aren't liable for using a technology on which Trustwave is infringing, it would be SFOR and Trustwave duking it out and GM would be on its merry way.
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So, ZP, what does SFOR bring to the table that others aren't - even if the others are infringing, they can most often offer a much more comprehensive suite of products.

I'm ready to be accused of bashing in 3,2,1... but I think it's a legitimate question