If you're keeping your operation fairly small and you haven't brought on any sales staff, I think those "enterprise service" middlemen can be really helpful. I

If you're keeping your operation fairly small and you haven't brought on any sales staff, I think those "enterprise service" middlemen can be really helpful. It took no effort on your part to get those additional users. It might be indirect, but for a purely API service, I don't think it makes a great difference. The risk would be if they implement some layer over your API service and then down the road shift it to another provider. To avoid that, I would actually try to find and partner with any such resellers to make sure they stick with you.