My view of the channel is that the channel should be treated just like a (direct) sales organization. We are going to compensate them based on performance. The better they perform the more they make.
What we wanted to have was a model where the more you did and the way you did it was important to us. So if you sell a box that may or may not be interesting to us, but if you sold the box to that target market, to that hospital that we can't cover, that is more interesting to us. If you sold that box with our storage, that is even more interesting to us. If you sold it with our support, that is even more interesting.