There are two main types of sales channels: direct sales and indirect sales.

Direct sales: you have you own sales force interacting directly with the buyers:

• Own sales shops or local office
• Face-to-face discussions with customers
• Telefone / Skype / Video conferencing / Webinar
• Also remember that emails are unidirectional and nothing can replace a fece-to-face meeting!

Indirect sales: you sell to end-users via third parties:

• Eco-systems of partners: consultants, service integrators, other technology companies, all acting as reseller
• The benefit: better scale, larger reach, increased value of your offering, focus on your core strength
• Question: why do consultancy only use direct distribution channel?