Season 8 - Episode 6: Why 90% of Startups Should Avoid Resellers

Most founders dream of scaling fast, but resellers can quietly kill your margins, brand control, and growth velocity. In this episode, David and Chris break down real-world pitfalls from founders who handed off sales too early—and paid for it. If you're considering a reseller strategy to accelerate revenue, this is your warning shot (and what to do instead).

Takeaways

• Partnering with resellers can be a double-edged sword.

• Understanding customer expectations is crucial for pricing.

• Founder-led sales provide valuable market insights.

• Reseller models often lead to channel conflict.

• Successful reseller partnerships require clear communication.

• Direct sales can help identify customer objections.

• Resellers may not prioritize your product.

• The skill set for selling software differs from hardware.

• Customer feedback is essential for product improvement.

• Navigating reseller relationships requires careful strategy.