A marketing method products and services are not directly sold to customers, but rather through partnered organizations, like a reseller, agency, or affiliate marketing partner.
Indirect sales are often used in conjunction with direct sales channels. Utilizing indirect sales can increase scale rapidly for B2B SaaS companies since they tap into the reseller or partner's existing network while also decreasing overhead costs.
Example: Indirect sales mean that there is no direct contact between the software company and the buyer.
An inactive partner is a partner who has joined your program, but has not performed activities that drive value for your business or has not done so in a long time. Inactive partners fail to send leads and traffic or make sales and do not actively engage with your program.
There are several potential reasons for partner inactivity and a few different ways you can attempt to reactivate inactive partnerships, which you can learn about here. Inactive partners may never activate, or they may go inactive after a period of activity.
Example: You realize a referral partner hasn't sent any leads in several months, making them inactive. You reach out to them and find out their business was acquired, so you start a discussion with their new ownership about rekindling your partnership.