We get emailed nearly daily from various
software reselling companies around the world. They generally enquire as to the cost of
1 - 5 units of our software, and we generally turn down these requests citing that it does not meet our minimum order size.
This sometimes works out well. In one instance a large software company attempted to buy our software via a reseller, was turned down and then came directly to us. This set up a valuable line of communication with this customer, and we profited more as we did not have to offer a discount to the reseller as they appear to expect.
In the majority of cases however, they disappear.
We generally struggle to understand the software reselling industry, we're not sure why anyone would want to go through these companies. However we had a recent email from a software reseller who briefly mentioned that the educational institute wanting to buy our software generally purchases all their software through the reseller as it's very difficult for them to buy software directly themselves due to their financial logistics et al.
We're wondering if we should be turning these software resellers down or not. We have virtually no experience of the software reselling industry, and are struggling to work out if they could add value. If anyone is able to shed some light on how these sorts of companies work, and offer advice as to if we should be accepting their business or not (how much discount would we have to offer on single unit purchases?) it would be appreciated!