Later today I travel to Florida to speak at the Tech Data conference for resellers. The reseller channel is crucial in the VoIP market because without healthy resellers there is no way to get products installed and serviced. Sure, a small company can potentially handle some of the telephony chores themselves but as systems get larger you want a professional to help you figure out the best combination of software and hardware for your organization.
In addition a reseller can help you deal with security and QoS issues.
As I wrote about earlier today, the opportunity for resellers is absolutely immense and if you are careful who you work with you can do very well in the VoIP business.