Channel Sales is a difficult work process your sales cycle is dependent on other people to complete and you have to sell to the salesperson who is doing the selling. that takes time and trust, I get why these guys would not care about working with the dealer but they shouldn't bite the hand that feeds them for a quick deal, this takes a long time to cultivate. Software as Service companies is better at this than transactional companies. I was in channel sales for a long time it can be hard, especially when you are in the dark over the sales cycle.