Value Added Reseller
I have heard this a lot even working at Channel Partners...
If you dont add value to OEM and require their team/knowledge and support to sale your products - What value does the channel provide.
No likes to have a deal taken from them but there has to be effort on both sides it cannot be a oneway street.
More VARs today (not all) are falling to do more than register the deal and not actively work to close or find new business.