NetSuite recently announced that resellers will receive 100% commission in the first year and 10% thereafter as part of the SP 100 program. This is reportedly in an effort to win over value added resellers (VARs) who are currently aligned with Microsoft or Sage. See article in PC World. This program addresses the problem...
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Dennis Howell in his ZDnet post NetSuite to crack the cloud channel? described some positive things that both NetSuite and Intacct were doing to build a sales channel. In the process, he made the point that: Most are going it alone rather than investing in traditional channel activities. However, it seems to...
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Clients demand web-based solutions, but can value added resellers (VARs) make money with SaaS models? SaaS provides have declared war on value added resellers (VARs) that specialize in accounting, ERP, and CRM solutions. There is no official declaration, but here are some manifestations of the war: Direct selling versus partnerships. Application providers that sell...
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