My view is that there are fundamental difference between typical stretchers (around 70%) and switchers (30%) and a corresponding relationship with Direct vs VARs. The needs and expectations of switchers are typically more complex than stretchers (who are more likley to go direct) and whilst that creates an opportunity for VARS (increased services doing a migration), it's also a problem in that they need to demonstrate capabilities beyond just being QB experts. The positioning of QBES is also getting a little mixed of late...is it a significant mid-market contender or just QB with a few extra bells & whistles. It could (or should) easily be the former without losing the advantage of being the natural first choice for stretchers.