How do we find them and bring them on? Basically it is old fashioned sales - I find the Resellers through people that I know or people I bump into at Trade Shows or Networking events. I will call them up, send them some follow up email literature, go and visit them show them what we do, find out about their business and then put a sales proposal together for them. Our win rate is quite high.
We know we have a good product, we know the Telecoms market is changing, we know there is good opportunity out there, we know we can sell it if we can manage to get in front of a new Reseller or customer.