// GTM
Channel Sales
Also known as Indirect Sales
Selling through third parties (resellers, VARs, MSPs, SIs) instead of, or alongside, direct sales.
In depth
Channel is the fastest way to reach geographies or verticals where a direct team doesn't make sense. Requires channel-specific pricing (margin for the partner), enablement, deal registration and channel-friendly comp for internal reps.
Related terms
Reseller
A partner that resells the vendor's product to end customers, taking a margin on each transaction.
Marketplace
Cloud provider (AWS, Azure, GCP) or SaaS platform (Salesforce AppExchange) storefronts for third-party software.
MDF
Market Development Funds, co-op marketing dollars vendors give partners to drive joint pipeline.