How reseller partnerships work
Reseller partners extend your sales reach by selling your product through their own customer relationships. Some resellers simply transact the product. Others are value-added resellers that bundle the product with implementation, support, consulting, or managed services.
When resellers make sense
Resellers are useful when buyers need local market knowledge, implementation help, category trust, or a bundled solution. They are common in B2B software, cybersecurity, IT services, and products that require setup or ongoing support.
What resellers need
Resellers need margins, training, product support, sales materials, deal registration, and clear rules for customer ownership. Without strong partner enablement, resellers will prioritize easier products to sell.