And there you have the issue. The billings show the smaller deals are shrinking. Until the "large" deals happen more often and with regularity, the company will continue on the edge.
They are trying to use partners to alleviate some of the financial consideration issues prospects are having. But, other than Dell, the company has not benefited from the "partners" yet. Indeed, one previously hoped for big partner, Bell-Id, is now on the outs according to the CC.
Being "wrong" has been extremely profitable.