But the company has not done themselves any favours in their choices of distribution channels.
If they want more penetration they need to start pushing product into the mass market distributors like Ingram Micro, Synnex, Tech Data, and D&H. These are who most of the retailers do 99% of their purchasing through. That is who they have integrated their point of sale systems with to populate their web stores, and do EDI for inventory management so that's who they tend to deal with when some customer comes and asks for a new product they don't stock yet. If they have to go push a bunch of paper to get a new distributor account setup it better be a good sized deal.
So far I just see Ubiquiti dealing with the specialist distributors who deal with wireless radio specialities. That's not going to get their access points on the shelves of your local computer dealer or the small and medium sized consulting companies who tend to run the IT departments of small businesses where their products really do fit well.
Ubiquiti is doing a bad job of targeting their channel market from what I can tell. They are designing a product that does away with the complexity of enterprise level equivilants. They don't need dedicated controllers sitting in an enterprise datacentre to run the stuff, but they give a small business many of the same benefits that the enterprise guys sell at a half of the enterprise price premium but the small businesses that really need that stuff are services by local computer stores and small consultants who are not always wireless specialists. They are generalists and they deal with the mass market distributors where they can get 99% of their needs filled. So yeah, they buy the Netgear access point or the Asus wireless router that's in stock and they make due with the consumer grade equipment, consumer grade power supply, and get on with it.