“It’s about bringing on board the right partners,” Geoff Ashley, VP of partner strategy and programs, said during the company’s partner summit last month. That meant although the Acumatica had 208 partners at Summit 2018 and added 31 during the year, it was down to 196 at Summit 2019. (The worldwide count is up to 272). It’s a fairly typical approach—Sage Intacct has practiced that method for some time. Acumatica also followed another standard path—requiring resellers to have three persons minimum on staff. Ashley noted the improved results of VAR sales in the last year include 50-percent growth in deals booked, along with an 80-percent increase in renewals.