How To Create An Effective Indirect Sales Channel

December 1, 2020
0 minute read

Over the years, Duda has partnered with almost every type of web professional you can imagine. From freelance designers to digital marketing agency owners and VPs of product at SaaS companies, there are very few business models we haven't worked with on our way to becoming one of the leading website builder platforms on the web.

Interestingly, this experience has placed Duda at a vantage point that offers a close-up view of what does (and doesn't) help web professionals grow their businesses.

Undoubtedly, one of the most effective ways for digital marketing professionals to grow their businesses and bottom lines is to create an indirect sales channel of some kind in which the Duda partner takes on a (primarily) fulfillment and support role, while leaving frontline sales to another organization or individual. 



How Duda Created an Indirect Sales Channel

If you've been using Duda to build websites for a while, you may be aware that our company wasn't always focused solely on serving web professionals. In fact, there was indeed a time when Duda served small businesses much more directly by offering a mobile website conversion tool that only required a few clicks to make a desktop website mobile-friendly. However, as dedicated web professionals, there was a certain point at which we realized our real passion was building design tools for other web professionals. And with this new mission came a new way of selling websites —  indirect sales channels.

Since making this transition, Duda has also seen a variety of partners — including digital marketing agencies of all sizes — pivot or expand their organizations to support an indirect sales channel of their own.

An Indirect Sales Channel Can Take a Company-Wide Paradigm Shift

As a general rule, realigning an organization's mission doesn't happen overnight. However, if you're going to set up an indirect sales channel that is intended to bring a significant amount of revenue into your business, it may be required.

At Duda, our transformation from an SMB-centric website builder into a web design platform for web professionals changed the game for every department at Duda, including:

  • Marketing
  • Research & Development
  • Customer Success
  • Sales

Though we went through specific transformations in these areas at our company to reconstitute Duda to better serve web professionals, you can assume if you're opening a serious indirect sales channel, you'll have to make similar decisions.





The Impact of an Indirect Sales Channel on marketing

One of the major things you have to understand when switching from a direct sales model to opening up a successful indirect sales channel is your target customer changes in a very essential way. Your mission is no longer just about creating a great product for end users and selling on that value proposition. You have to start thinking about how you can enable your customer to sell more and make those areas your main unique selling propositions (USPs).


For example, when Duda switched from an SMB focus to a web professional focus, marketing underwent the following changes;

  • Expanded our understanding of web pros and their pain points
  • Tone of messaging was upgraded to reflect skill sets of web pros
  • Segmentation of channel partners into different tiers

Though it's highly unlikely your business would go through the exact same metamorphosis, it can be expected that you would at least need to expand your understanding of the partners/customers selling your product and double down on messaging about how you offer everything needed to offer amazing websites to SMB clients.



The impact of An indirect sales Channel
on your developers

One of the truly awesome things about Duda's platform is how flexible it is for developers and designers. The platform is entirely white labeled and, thanks to our custom widget builder and robust API, you truly can make the platform work the way you do.


If your goal is to set up an indirect sales channel for independent sales teams, contractors or affiliates, you'll want to spend some time building out your Duda instance to make sure it provides them with everything they need to sell to customers. This may entail creating certain vertical-specific widgets or integrations, streamlining your support to handle primarily product-centric queries and extensive use of roles and permissions.


Here are three questions any product or R&D team should ask themselves before opening up an indirect sales channel:

  • What are the features that our channel is asking for?
  • What innovative features would my channel customers never think of asking for, but would improve their lives?
  • What features will differentiate my product from competitors in the eyes of my channel partners and their customers?

THE IMPACT OF an INDIRECT SALES channel ON Customer success

When switching from a direct sales model to one primarily based around indirect sales channels, it's important to understand that customer success becomes more important to your success than ever.

Since you're no longer primarily taking care of website maintenance and marketing concerns through direct requests from SMB customers, its important to find a scalable way to enable your indirect sales partners to manage low-level customer requests on their own. This may entail creating PDFs, videos, webinars and other media (or taking advantage of white label assets provided by Duda). However, above all, supporting an in direct sales channel means focusing on customer education to help your partners sell more — what that actually looks like is up to you.



THE IMPACT OF an INDIRECT SALES channel ON Your sales team

Let's continue the thought experiment and assume you have re-worked or expanded your organization to offer website fulfillment and support services to other parties that are selling the actual websites to small businesses.

Like the rest of your company, this will have a significant impact on how your sales team operates.

Pounding the pavement and prospecting direct customers won't have the same effect as it may have had before.

Instead, you may consider switching to an inbound marketing strategy that involves leaning more on content creation to promote your work to other web pros. Connecting with trade organizations and attending conferences (when possible) is also a surefire way to meet potential indirect sales channel partners.

Summary

Setting up an indirect sales channel in some way may not work for every digital marketing agency or SaaS company, but it should at least be an option on the table. Depending on how far you want to take it, setting up an indirect sales channel can become quite the project, but, if done right, it may just pay off in the end.

So, think about it?


Did you find this article interesting?


Thanks for the feedback!
By Shawn Davis April 1, 2026
Core Web Vitals aren't new, Google introduced them in 2020 and made them a ranking factor in 2021. But the questions keep coming, because the metrics keep changing and the stakes keep rising. Reddit's SEO communities were still debating their impact as recently as January 2026, and for good reason: most agencies still don't have a clear, repeatable way to measure, diagnose, and fix them for clients. This guide cuts through the noise. Here's what Core Web Vitals actually measure, what good scores look like today, and how to improve them—without needing a dedicated performance engineer on every project. What Core Web Vitals measure Google evaluates three user experience signals to determine whether a page feels fast, stable, and responsive: Largest Contentful Paint (LCP) measures how long it takes for the biggest visible element on a page — usually a hero image or headline — to load. Google considers anything under 2.5 seconds good. Above 4 seconds is poor. Interaction to Next Paint (INP) replaced First Input Delay (FID) in March 2024. Where FID measures the delay before a user's first click is registered, INP tracks the full responsiveness of every interaction across the page session. A good INP score is under 200 milliseconds. Cumulative Layout Shift (CLS) measures visual stability — how much page elements unexpectedly move while content loads. A score below 0.1 is good. Higher scores signal that images, ads, or embeds are pushing content around after load, which frustrates users and tanks conversions. These three metrics are a subset of Google's broader Page Experience signals, which also include HTTPS, safe browsing, and mobile usability. Core Web Vitals are the ones you can most directly control and improve. Why your clients' scores may still be poor Core Web Vitals scores vary dramatically by platform, hosting, and how a site was built. Some of the most common culprits agencies encounter: Heavy above-the-fold content . A homepage with an autoplay video, a full-width image slider, and a chat widget loading simultaneously will fail LCP every time. The browser has to resolve all of those resources before it can paint the largest element. Unstable image dimensions . When an image loads without defined width and height attributes, the browser doesn't reserve space for it. It renders the surrounding text, then jumps it down when the image appears. That jump is CLS. Third-party scripts blocking the main thread . Analytics pixels, ad tags, and live chat tools run on the browser's main thread. When they stack up, every click and tap has to wait in line — driving INP scores up. A single slow third-party script can push an otherwise clean site into "needs improvement" territory. Too many web fonts . Each font family and weight is a separate network request. A page loading four font files before rendering any text will fail LCP, especially on mobile connections. Unoptimized images . JPEGs and PNGs served at full resolution, without compression or modern formats like WebP or AVIF, add unnecessary weight to every page load. How to measure them accurately There are two types of Core Web Vitals data you should be looking at for every client: Lab data comes from tools like Google PageSpeed Insights, Lighthouse, and WebPageTest. It simulates page loads in controlled conditions. Lab data is useful for diagnosing specific issues and testing fixes before you deploy them. Field data (also called Real User Monitoring, or RUM) comes from actual users visiting the site. Google collects this through the Chrome User Experience Report (CrUX) and surfaces it in Search Console and PageSpeed Insights. Field data is what Google actually uses as a ranking signal — and it often looks worse than lab data because it reflects real-world device and connection variability. If your client's site has enough traffic, you'll see field data in Search Console under Core Web Vitals. This is your baseline. Lab data helps you understand why the scores are what they are. For clients with low traffic who don't have enough field data to appear in CrUX, you'll be working primarily with lab scores. Set that expectation early so clients understand that improvements may not immediately show up in Search Console. Practical fixes that move the needle Fix LCP: get the hero image loading first The single most effective LCP improvement is adding fetchpriority="high" to the hero image tag. This tells the browser to prioritize that resource over everything else. If you're using a background CSS image for the hero, switch it to anelement — background images aren't discoverable by the browser's preload scanner. Also check whether your hosting serves images through a CDN with caching. Edge delivery dramatically reduces the time-to-first-byte, which feeds directly into LCP. Fix CLS: define dimensions for every media element Every image, video, and ad slot on the page needs explicit width and height attributes in the HTML. If you're using responsive CSS, you can still define the aspect ratio with aspect-ratio in CSS while leaving the actual size fluid. The key is giving the browser enough information to reserve space before the asset loads. Avoid inserting content above existing content after page load. This is common with cookie banners, sticky headers that change height, and dynamically loaded ad units. If you need to show these, anchor them to fixed positions so they don't push content around. Fix INP: reduce what's competing for the main thread Audit third-party scripts and defer or remove anything that isn't essential. Tools like WebPageTest's waterfall view or Chrome DevTools Performance panel show you exactly which scripts are blocking the main thread and for how long. Load chat widgets, analytics, and ad tags asynchronously and after the page's critical path has resolved. For most clients, moving non-essential scripts to load after the DOMContentLoaded event is a meaningful INP improvement with no visible impact on the user experience. For websites with heavy JavaScript — particularly those built on frameworks with large client-side bundles — consider breaking up long tasks into smaller chunks using the browser's Scheduler API or simply splitting components so the main thread isn't locked for more than 50 milliseconds at a stretch. What platforms handle automatically One of the practical advantages of building on a platform optimized for performance is that many of these fixes are applied by default. Duda, for example, automatically serves WebP images, lazy loads below-the-fold content, minifies CSS, and uses efficient cache policies for static assets. As of May 2025, 82% of sites built on Duda pass all three Core Web Vitals metrics — the highest recorded pass rate among major website platforms. That baseline matters when you're managing dozens or hundreds of client sites. It means you're starting each project close to or at a passing score, rather than diagnosing and patching a broken foundation. How much do Core Web Vitals actually affect rankings? Honestly, they're a tiebreaker — not a primary signal. Google has been clear that content quality and relevance still dominate ranking decisions. A well-optimized site with thin, irrelevant content won't outrank a content-rich competitor just because its CLS is 0.05. What Core Web Vitals do affect is the user experience that supports those rankings. Pages with poor LCP scores have measurably higher bounce rates. Sites with high CLS lose users mid-session. Those behavioral signals — time on page, return visits, conversions — are things search engines can observe and incorporate. The practical argument for fixing Core Web Vitals isn't just "because Google said so." It's that faster, more stable pages convert better. Every second of LCP improvement can reduce bounce rates by 15–20% depending on the industry and device mix. For client sites that monetize through leads or eCommerce, that's a revenue argument, not just an SEO argument. A repeatable process for agencies Audit every new site before launch. Run PageSpeed Insights and record LCP, INP, and CLS scores for both mobile and desktop. Flag anything in the "needs improvement" or "poor" range before the client sees the live site. Check Search Console monthly for existing clients. The Core Web Vitals report surfaces issues as they appear in field data. Catching a regression early — before it compounds — is significantly easier than explaining a traffic drop after the fact. Document what you've improved. Clients rarely see Core Web Vitals scores on their own. A monthly one-page performance summary showing before/after scores builds credibility and makes your technical work visible. Prioritize mobile. Google uses mobile-first indexing, and field data shows that mobile CWV scores are almost always worse than desktop. If you only have time to optimize one version, do mobile first. Core Web Vitals aren't a one-time fix. Platforms change, new scripts get added, campaigns bring in new widgets. Build the audit into your workflow and treat it like any other ongoing deliverable, and you'll stay ahead of the issues before they affect your clients' rankings. Duda's platform is built with Core Web Vitals performance in mind. Explore how it handles image optimization, script management, and site speed automatically — so your team spends less time debugging and more time building.
By Ilana Brudo March 31, 2026
Vertical SaaS must transition from tools to an AI-powered Vertical Operating System (vOS). Learn to leverage context, end tech sprawl, and maximize retention.
By Shawn Davis March 27, 2026
Automate client management, instant site generation, and data synchronization with an API-driven website builder to create a scalable growth engine for your SaaS platform.
Show More

Latest posts