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Reseller programme development · Channel and partners

Sign every reseller on the same written terms, not a fresh negotiation each time.

A business that has only sold direct usually adds resellers one at a time, each on slightly different terms. Nobody wrote down who protects a deal or what support a reseller gets. By the fifth reseller, nobody can explain the logic of the whole arrangement.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Editorial illustration for Reseller programme development

In one paragraph

Reseller programme development is the work of designing and launching a reseller programme for a business that has sold direct until now. GullySales sets the tiers, margins, deal rules and a starter list of resellers to approach, so your first resellers have a working system to sell inside from day one.

We build the programme as one system before the first reseller is signed, or tidy it up if a handful already exist informally. It sets the tiers, margins, deal registration and the support each tier gets. Every future reseller conversation then starts from the same written terms.

The problem

Does this sound like your business?

What owners tell us on the first call, in their words.

  • “Every reseller was signed on a different deal”

    The first reseller negotiated hard and got a better margin than the fifth, and now renegotiating anyone's terms opens a conversation nobody wants to have.

  • “Two resellers are quoting the same customer at different prices”

    With no deal registration process, resellers compete against each other instead of against the market, and both end up frustrated.

  • “Resellers get a price list and nothing else”

    There is no shared pitch, no deal support and no clear reason for a reseller to prioritise your product over the three others in their bag.

What we do

Everything that is included.

Each deliverable, and what it gets you. Nothing here is an extra.

  1. Reseller tier structure

    Clear tiers with margin, volume expectation and support level defined for each, so terms are consistent and defensible.

  2. Deal registration process

    A simple way for resellers to register a deal and get protection from another reseller undercutting them on the same account.

  3. Pricing and margin policy

    A written policy on discretion, discounting limits and how margin is protected across the reseller base.

  4. Reseller sales kit

    Pitch material, objection handling and product positioning resellers can use directly with their own customers.

  5. Starter reseller list

    An initial set of candidate resellers identified and approached to launch the programme with real activity, not an empty structure.

How the result is measured

  • Resellers active on the programme
  • Deals registered
  • Average margin realised per tier
  • Reseller-sourced revenue

Recorded as a baseline before work starts, so every later report has an honest comparison.

Who it is for

This is written for you if these sound familiar.

  • Businesses moving from direct sales to an indirect reseller model for the first time
  • Companies with a handful of informal resellers on inconsistent terms
  • Technical or industrial equipment sellers whose products suit a reseller rather than a stocking dealer model
  • Businesses that keep losing deals to resellers undercutting each other on price

Not for

It is not the right fit if.

  • You already run a mature reseller programme that needs day-to-day management; that sits under partner relationship management
  • Your model is stocking dealers or distributors, not resellers working on a margin without holding stock

How it works

From your first message to the first report.

No open-ended retainer. Every step gives you something in writing.

  1. First

    Your brief

    You tell us what you need in a few short steps: your business, what you want, where enquiries come from and how they are handled.

  2. After the brief

    A conversation and a written scope

    We read it, then talk with whoever handles your enquiries. If you want our help, the scope, the fee and the reporting come in writing, and nothing starts before you have read them.

  3. Before work starts

    Baseline recorded

    The numbers this work is meant to move, such as enquiries, quotations, orders, visits or renewals, written down so every later report has an honest comparison.

  4. After the baseline

    The first fix goes live

    The fix we agreed to start with is put in place and measured against the baseline, whether that is a reply, a follow-up, a page, a listing or the handover between marketing and sales.

  5. As agreed

    Report against the baseline

    What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.

  6. At renewal

    Renew on the numbers

    The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.

How the work runs

  1. 1

    Audit the current arrangement

    A review of any existing informal resellers, their terms and their actual order pattern.

  2. 2

    Design the programme

    Tiers, margins, deal registration and support levels set as one coherent structure.

  3. 3

    Build the kit

    Sales and pitch material built so resellers can sell without reinventing the story each time.

  4. 4

    Launch and recruit

    The programme launched with existing resellers moved onto it and new candidates approached.

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

Engagement options

Ways to work with us.

Pick the size of commitment that fits. Every option starts with your brief and a conversation.

  1. Option 1

    The conversation on its own

    A call after you send your brief. It says honestly whether you need outside help, and many fixes are ones your own team can make.

  2. Option 2

    One fix, scoped

    Start with the fix that matters most, such as reply time or follow-up. The fee is in writing before anything starts.

  3. Option 3

    An ongoing programme

    We run the work, report against the baseline, and you renew on the numbers. The term and the reporting are agreed in writing first.

  4. Option 4

    Guidance for your own team or agency

    We plan, brief and check the work of your in-house team or current agency, instead of replacing them.

Your brief

Tell us what you need, and we will read it before we call.

Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.

Tell us what you needor call +91 80958 58589

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
How is a reseller different from a dealer or distributor?
A reseller typically sells on a margin without holding stock or a fixed territory, common in technical, industrial or equipment sales. Dealers and distributors usually stock physical goods for a defined territory. The design principles overlap but the terms differ.
Can we move existing informal resellers onto the new structure?
Yes, and we usually recommend it. Leaving your oldest reseller on a special deal undermines the new terms for everyone else. We plan a transition period and a conversation script, so nobody's margin changes without notice.
Who manages the programme once it launches?
We can hand it fully to your team with documentation, or continue running deal registration and reporting under partner relationship management.
Does this include finding new resellers on an ongoing basis?
The starter list is included: the system integrators, consultants or trade suppliers most likely to resell your product. Recruiting beyond that first group is ongoing work. It sits under channel partner recruitment.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

By industry

Reseller programme development, written for your industry.

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