If you were a storage manufacturer, and decided your market strategy would be developed through indirect channel partners, what wouldn't you want?.
I mean, this is not a letter to Santa Claus, imagine you're sending an email to the devil. Who would you like the devil to engage?. Yess, of course, not your loyal partners, but those who are playing multi-product quotes in customer's RFPs. They're just able to wipe out all those costly marketing and positioning efforts by just saying: "Oh, yes, Mr. Customer, you know... all these bits and pieces of junk are really all the same, but we can quote at lower prices on all of it since we buy sooo much...". Lovely.
It seems to me a bit ungrateful to qualify security people as "Security Monkeys". Of course I believe some of them are bordering paranoia. For some years I even believed a paranoic could be a good profile for a CSO.
