That is certainly true...but the knife cuts both ways. It seems that a pulse is the minimum requirement to become a partner for many manufacturers. If manufacturers want to improve the outcomes, they should do a better job of protecting territories and their "white glove" integrators. When dealing with specifiers, they should push not only the product (so long as it is the right solution), but their integrators as well. More integrators != more market share or sales revenue in long run.
