The reason why channel Partners is used is because

The reason why channel Partners is used is because they are the distrubutor. They have the infrastructure and sales team necessary to promote a product. Channel Partners do the heavy lifting. EX. If you have 2 sales people at your business they may be able to close deals by they can not or may not be able to close a deal as fast as 2 channel partners with 20 sales reps each


I speak from experience as I am a mfg. I have a small sales team that sells direct but My distributors have . 5, 10, and even 50 sales reps.
They do the heavy lifting. Who do you think sells more product monthly and yearly?

People will complain about SFOR isn't closing deals themselves well they are closing deals with channel partners. Basically the complainers want SFOR to sell factory direct which is not the best way. You may be offer to cheaper pricing on your goods and keep all profit for what you sell however you only keeping 100% of a slice. Its better to get 50% of the whole pie.

Hope this helps

Often times a co. sales rep will be focused on finding distributors or channel partners because you cover more ground that way.

A channel partner is one, who partners with a manufacturing company, to market and sell a manufacture's product. SFOR is able to use their marketing and sales apparatus

A channel partner is a company that partners with a manufacturer or producer to market and sell the manufacturer's products, services, or technologies. This is usually done through a co-branding relationship.