The Channel Stickiness Factor
"It is about creating a value-add in terms of service capability and an on-going stickiness in terms of relationship with the accounts, which the channel is excellent at and excels at in this industry. It's that high-touch capability. No one else can do that. To the extent that we can help you get services -- which may include software, may include hardware, may include cloud-based applications -- that allows you to service your customer and create a stickiness that is ongoing."