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VAR RECRUITMENT DRIVES REVVING UP

After writing about what a lousy year 2009 was and hearing repeatedly how VARs are questioning their business model, it's surprising to find that 2010 is going to be a year of intense reseller recruiting. Of course, that recruitment is probably going to be very selective and there are fewer businesses around to be recruited.
But the doors bells are ringing, the emails flying, enough metaphors, things are happening. Not surprisingly, VARs are starting to hear from Infor, which is revamping its channel under the influence of Taylor Macdonald, who joined the company late last year. Meanwhile, SAP is starting to approach dealers about its often maligned and long-overdue BusinessByDesign and is reported to be likely to make an announcement about its channel plans within the next month. Epicor, which has pictured its new Epicor 9 as putting it back in the financial software market, is reportedly hiring a new boss for its channel program. Toss in Fishbowl Inventory which said it needs to get a reseller channel. And at there is at least one overseas software publisher moving into the United States. Start with Pronto, an Australian company that hired a VP to develop a worldwide channel and signed a couple of American resellers last fall, although it's not made any noise since then. On the SaaS side, Intacct has said it's actively recruiting, as is newcomer Acumatica, another SasS vendor. And there are reports of a number of SaaS-based CRM vendors making approaches. I think the problem is not reselling per se. Resellers aren’t obsolete, but channels the size of Microsoft’s and Sage’s are. Every vendor that has begun building a reseller base in the last few years has opted for a much smaller channel. And the vendors who are recruiting are putting their money on bets that VARs still count in this market.
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