Estimated reading time: 0 minutes, 54 seconds
NEW LIFE FOR ACCOUNTANT PROGRAMS
Accountant programs have hardly disappeared. But right now there seems to be a renewed interest in using accounting professionals for their ability to refer business to software vendors. In this category is Cougar Mountain Software’s recent revitalization of its program. Growing accountant relations was also part of the goal discussed with Acumatica’s acquisition of funding. And with Avalara’s hiring of Brian Austin as director of accountant and industry relations, the sales-and-use tax vendor said it is building its accountant programs.
Accountant programs are always tricky since it is quite easy to make them an extension of a software sales program and it takes commitment to convince accountants they have something to gain. It takes a lot of touch from the vendor to keep on accountants’ radar. It also helps to develop end-user recognition of the products to make referrals easier to begin with. Maybe Cougar is showing the way, offering 20 percent referral fees on sales, compared to the average 10 percent. One the other hand, accountants often prefer business to be referred to them rather than receive compensation for referrals.
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