Anyone transitioned a software company from 100% reseller to hybrid sales?

April 07, 2025
by a searcher in Vancouver, BC, Canada
I'm exploring a potential acquisition of a software company that currently relies entirely on resellers for sales. Long-term, I believe there's a strong case for adding a direct sales motion.
That said, I know this kind of transition can be tricky.
I'd love to hear if you've been through a shift like this, or have insights into how to do it well.
- What worked?
- What didn’t?
- How did you manage the transition with existing resellers?
- Any lessons on team structure, pricing, or messaging?
in Denver, CO, USA
from University of St. Thomas in 50 South 6th St #1301, Minneapolis, MN 55402, USA