Reseller Program
Selling through resellers without losing control.
Workflow
Step 1Reseller Selection
ObjectivePick who resells.
InputMarket, criteria
OutputReseller shortlist
Key activities
Qualify resellers by reach and fit
Decision points
Who can sell us well?
Tools: AssessmentRoles: Channel
Success: Shortlist built
Quality gate: Go: strong. Loop back: weak.
Why it matters
- Resellers reach segments and geographies you can't. A managed program extends reach without becoming chaos.
Best practices
- Onboard resellers properly — product, sales, portal.
- Set margins that make them prioritize you.
- Support their deals like your own.
- Measure performance and prune the underperformers.
Common mistakes
- Resellers with no training selling badly.
- Margins that make you a commodity.
- Treating all resellers equally regardless of output.
Key questions
- Which resellers actually produce?
- Is the channel profitable and controlled?
Agents that drive this
Onboarding CoachWorkflow Builder
Tools we use · alternates in [ ]
HubSpot[ Salesforce, Pipedrive, Attio ]Notion[ Confluence, Obsidian ]