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INTUIT CAPS RESELLER CHANNEL

Intuit has decided to limit the size of its reseller channel at 700. But it's probably not going to exceed 600, according to BJ Schaknowski, director of the Internet Solution Provider program.

The company has already dissolved its recruiting organization, although there will still be some selective recruiting to fill gaps in markets. Currently, there are 556 active reseller locations. That declaration comes as Intuit grapples with what it wants from the channel, how to eliminate conflict between resellers and its direct channel. But its new recruits that are doing well. Schaknowski told attendees at this week's Intuit Solutions Partner conference in Chicago that 70 percent of new resellers are closing two or more deals in their first 90 days. One testament to the company's success in recruiting VARs to sell its QuickBooks Enterprise Solutions package is that 430 people from reselling organizations showed up for the meeting. Intuit has not yet said how many reselling organizations were represented. One of the biggest problems all sides face is the conflict with the inside sales force that makes 80 percent of QBES sales. Schaknowski said Intuit needs to identify which prospects are better targets for the sales force and which for the dealers and he continued that during the last year changes in the sales force compensation plan, designed to ease conflict, actually made it worse. The company is also encouraging the QBES VARs to consider taking on the Intuit QuickBase product.

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