Consona recently acquired open-source ERP provider Compiere (press release). This post will examine the merger from the perspective of ERP VARs (value added resellers). What’s Missing – the Value Added Reseller As an open-source company, Compiere was predisposed to work with the community including value added resellers that could profit from configuring ERP to...
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The ERP channel is alive and growing. All ERP vendors are actively courting value added resellers. In Bob Scott’s Insights, we found the following blurb about Epicor: CEO George Klaus has finally owned up to the fact that has company has a channel program, following Epicor’s Five-Star award by Epicor’s Partners for Growth Program....
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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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A recent article by Rick Whiting on CRN ChannelWeb covered a warning that NetSuite CEO Zach Nelson issued to traditional ERP channel partners. Nelson said “If traditional midmarket VARs don’t change to meet the demand for cloud computing solutions, they will go out of business.” This comment prompted a response by a traditional vendor...
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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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Talk of SaaS and cloud computing is leading some to say that VARs are going the way of the dinosaur. While this might be true for VARs that make a living installing software, those with expertise in ERP and accounting have skills and expertise which is needed. An ERP Installation Example Earlier this week,...
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On September 10, we noted the tensions between SaaS vendors and traditional VARs (value added resellers). Today, we discover that the SaaS vendors are still on the offensive. This is evidenced by Zach Nelson, CEO of NetSuite, predicting disaster for traditional resellers. Why VARs will Continue to be Important 1. VAR Sources of Revenue.Nelson...
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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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