Estimated reading time: 1 minute, 33 seconds

DOING BUSINESS WHERE PEOPLE KNOW YOUR NAME

Messages from three companies came together in this one. Taylor Macdonald talks about Intacct making reselling fun again and David Dierke, CEO of AccountMate, about how resellers can reach him by telephone. Then, I turned to Joey Benadretti, VP of Syspro USA in an interview a few days ago. It was triggered by the fact I think I’ve seen some good quality resellers turning up with Syspro in the lined up. Benadretti was also pushing the personal touch as good channel management. “Part of my mission is to be on site with all my channel partners,” he said. It’s clear that Macdonald and Dierke are also in that camp and it shows the cultural issues that Sage and Microsoft face with their resellers where, unless you’re really big, nobody knows your name.
Even then, management sometimes can’t recognize key people at top VARs. Benadretti talked about the work his team has performed. “We have put a lot of effort into speeding up response times, aligning ourselves with partner strategies and customer,” he said. The average Microsoft VAR doesn’t get this kind of treatment. The average Microsoft VAR is being shown the door, whether explicitly or not. That message was delivered by Jered Cady, owner of Synergy Business Solutions of Portland, Ore., a long-time Dynamics SL dealer that just picked up Intacct. “I almost never hear from Microsoft,” said Cady. He noted, “We used to have a regional manager. We worked hard with her; we had fun together; we communicated.” Those days are gone. I think I can assure smaller VARs that with Microsoft providing the services of George Brown to dealers it wants to grow that the people Microsoft really wants do hear from the company. I find a lot of them can’t stand the company they deal with. But they hear from it.
Read 1997 times
Rate this item
(0 votes)

Visit other PMG Sites:

PMG360 is committed to protecting the privacy of the personal data we collect from our subscribers/agents/customers/exhibitors and sponsors. On May 25th, the European's GDPR policy will be enforced. Nothing is changing about your current settings or how your information is processed, however, we have made a few changes. We have updated our Privacy Policy and Cookie Policy to make it easier for you to understand what information we collect, how and why we collect it.