While I'm not taking the time to snip form David's refreshing comments
from a channel partner, let me just say "HERE, HERE".
 
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We are also a channel partner, I myself one for over ten years.
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 The sad part about this issue is that while a channel partner works very
hard at meeting the many rules and certifications HP sets forth, HP and
its sale force have historically not always advertised the value of its
channel partners clearly.  But the times are changing.  The HP sales reps.
are becoming more educated about the channel, and are finding that
partners bring a great deal of "industry" knowledge to the table
(remember, HP authorizes partners into specific markets) that not only
supports the HP rep., but can become very valuable to the enduser.
The end result is that while the HP rep. knows the HP product line, a
channel partner does too.  The partner also has "real world", "in the
trenches with the customer" experience.  The partner also has an ever
growing support link with HP, allowing the partner to truely function as
an extension of the HP sales team.
HP reps. are embracing channel partners as an additional tool to met the
HP3000 customer needs, perhaps the HP3000 customers will too.
Lonnie Mason
Global Business Systems, Inc. (GBSI)
Fax: 303-363-2605
Email: [log in to unmask]
Homepage: www.gbsi.com