I'm exploring a potential acquisition of a software company that currently relies entirely on resellers for sales. Long-term, I believe there's a strong case for adding a direct sales motion.

That said, I know this kind of transition can be tricky.

I'd love to hear if you've been through a shift like this, or have insights into how to do it well.

• What worked?
• What didn’t?
• How did you manage the transition with existing resellers?
• Any lessons on team structure, pricing, or messaging?