In direct sales, a company takes their services and/or products right to a client or customer. There is no middleman or third party playing a role. With indirect sales, however, independent parties are brought in to help with marketing and distribution. That may sound less than ideal—after all, they’ll clearly cut into your profits—but a majority of the goods and services sold globally are through an indirect sales channel.
Most indirect sales models begin with a few sales partners, but eventually need to expand. This expansion doesn't happen overnight. You don't wake up one day, decide you want to grow your indirect channel and have everything hammered out by the afternoon. You need to think strategically about what is already working and what gaps in the process need to be filled.