@Jerry: BPs definitely are able to resell the software. I choose not to, however, because keeping up with part numbers, prices, procedures isn't worth the hassle -- and there's virtually no margin in it. I refer any software sales for any of my clients to one of several BPs I know who do enough volume to make it worth their while to keep up with it all. Still, you make a very good point. IBM wants to rely on BPs as the primary channel for SMB sales, and there are lots of BPs who can do that, but the percentage who actually do go out and proactively sell product is probably relatively small.
@Jerry: BPs definitely are able to resell the software. I choose not to, however, because keeping up with part numbers, prices, procedures isn't worth the hassle -- and there's virtually no margin in it. I refer any software sales for any of my clients to one of several BPs I know who do enough volume to make it worth their while to keep up with it all. Still, you make a very good point. IBM wants to rely on BPs as the primary channel for SMB sales, and there are lots of BPs who can do that, but the percentage who actually do go out and proactively sell product is probably relatively small.