Oracle NetSuite has launched a new accountants’ program, SuiteAccountants. Designed to bring the software company’s offerings for firms under one umbrella, the program is also part of an effort to emphasize serving small and mid-size businesses.

That effort has followed several years in which most of the NetSuite focus was on moving upmarket. “We need to be talking to people about what is different for NetSuite for a very small firm,” according to Ranga Bodla, VP of field engagement and marketing. The benefits of joining the program are fairly common for the industry. Member firms receive free NetSuite  license, so they can support clients. A 10-percent commission on the first year’s license for referrals that become new NetSuite customers is available as part of a referral program. There is also instructor-led training through NetSuite Online Learning, designed to provide ‘new members with the foundational knowledge needed to optimize NetSuite for your client’s business needs.” Also, NASBA CPE-approved courses are available for living group and individual self-paced training. NetSuite Education Services offers certifications for users across the entire organization. Among these certifications are SuiteFoundation, Administrator, ERP Consultant and SuiteCloud Developer credentials.

Cloud revenue strongly helped QAD for its third quarter ended October 31. But the company said the COVID-19 pandemic had mixed results on its vertical markets. 

The company reported a sharp increase in net income to $3.2 million from $125,000 in last year’s corresponding period. Revenue was $76.7 for the most recently ended period, a drop of 1.5 percent from $77.8 million with subscriptions were the only revenue category to increase. Sales there rose to $33.8 million, up 23.5 percent from $27.3 million. Not surprisingly, the biggest percentage drop came in license income which fell 49 percent to $1.7 million, down from $3.3 million. Services were off to $14.2 million, down 18.9 percent from $17.5 million Maintenance revenue fell to slightly more than $27 million, a decrease of 9 percent from slightly less than $30 million. During a recent earnings webcast, CEO Anton Chilton reported strong improvement in the sales pipeline, which he said in mid-November was up 26 percent from a year earlier. But he noted, “From a vertical market perspective, we continue to observe a mixed picture in almost all segments, with some companies faring well and demonstrating a high degree of resilience and others more heavily impacted.” The manufacturing software company broke out the proportion each vertical represents of total revenue but discuss provide more detail about the impact of the pandemic on each. High-tech and industrial came in at 35 percent of the total; automotive 33 percent, consumer products and food and beverage 16 percent, and life sciences and others 16 percent. President Pam Lopker said “the Industrial and consumer products, food and beverage verticals led in bookings with auto and life science not far behind, so really showing strong sales in all of our manufacturing sectors.”

It has been a busy month for EDI company TrueCommerce which will have new ownership and made its own acquisition. Current owner Accel-KKR is selling TrueCommerce to private equity investment firm, Welsh, Carson, Anderson & Stowe.

The deal is expected to close with the next 30 days. WCAS’ investment is pictured as supporting “continued organic growth in its existing customer segments and geographies, as well as expansion into new segments and capability areas through a focused acquisition strategy.” Within days of announcing that deal, TrueCommerce said it has acquired B2BGateway, which offerings EDI and APD data connectivity to suppliers, manufacturers, and retailers. Terms were not disclosed. The copany says The purchase adds integrations with Xero, Skubana, Exact, and Mamut and increases its presence in the NetSuite, Acumatica, and QuickBooks segments.

 The purchase of reseller Menlo Technologies earlier this year helped Quisitive more than double its revenue for the third quarter ended September 30. Toronto, Ont.-based Quisitive also benefited from revenue from its LedgerPay line.

And the company is again starting to think about M&A, CEO Mike Reinhart said during this week’s earnings call. “Our goal is to continue to expand through organic and inorganic means,” Reinhart said, noting Quisitive is engaging with some serious targets. Revenue reached $12.7 million, compared to $5 million in last year’s corresponding period. Reinhart said the company is concentrating on improving operations  consolidating back office functions, including consolidating CRM systems. CFO Michael Murphy noted organic growth was up 25 percent with Quisitive sitting on a healthy sales pipeline. Executives also noted it is benefiting from customers shifting to the cloud triggered by the COVID-19 pandemic.

New of the future: 2050—The estate for the late former president Donald Trump filed its latest appeal to overturn results in the state of Pennsylvania that favored the late President Joe. Biden.

…  Gov. Rick DeSantis has confounded medical experts by forbidding cities in Florida from adopting rules requiring the wear of masks. I think it’s simple—he believes that having people with tan lines on their face would be bad for Florida’s image. … A sure bet for a hot gift for Christmas is the new Barbie Quarantine House. It comes with a supply of masks and Ken is suffering from a worrisome coughs and is waiting for tests results.… Instead of Baby New Year 2021 crawling in after Old Man 2020 limps, it looks more likely the Old Man will exit on a ventilator and will need assistance.  … Fantasy football has evolved with the times. Now players are not only traded, but can be sidelined in quarantine after testing positive for the coronavirus. … There is nothing like college football math. There are 10 teams in the Big 12 and 14 teams in the Big 10.

My wife got upset with me when she went, “I just broke another nail.” I replied “Why don’t have them all pulled if they are such trouble.”

I mean, I just don’t understand why she gets upset with me. … With most Americans accepting that former VP Joe Biden won the presidential elect, it’s time for Donald Trump to start thinking about his legacy. I am looking forward to the Donald Trump presidential library. I think it’s largely a pile of fast-food restaurant menus. Actually, the president de-elect seemed confused when asked about the library plans. He said he already had a card and couldn’t see why he would need another. … There’s a new TV crossover show being considered, “Queer Eye for the Klingon Guy”. It features hints on grooming such as how to be more stylish when disemboweling an opponent.  And with the latest Star Trek entry “Discovery” raises the question of why each succeeding series makes the Klingons uglier. The original series, the main distinguishing feature between the Klingons and Romulans was how they cut their eyebrows. … Once in a while, I click on corporate privacy statements for a change in reading. Sometimes, they can be a bit paranoid. The last one I read said, “Go away. Just leave us alone.” … Using a bit of oxycodone following my recent knee surgery. “It’s the effective, addictive so you can sleep medicine.”

Recent knee surgery has cut into my sense of humor. Random Thoughts will return next week

The MVIES network shows quite a few horror and suspense movies, especially in the runup to Halloween. One shown more than once in October is “Them”, about mutant, giant ants in the Southwest desert.

They generate a squealing noise that everyone in my household agree sounds like a failing automobile fan belt.  … I don’t get no respect. I asked my wife if I should wear a mask all the time because of the corona virus and she said, “No, I just won’t want to see your face.” I grew up in a tough neighborhood. How tough? The Covid virus was afraid of us. (Rest in peace Rodney Dangerfield.). …  … I have suspicions that the Russians sabotaged some ballots in the area. On one of the public questions, I was asked to vote  “Da” or Nyet”. … Today’s Jeopardy category is “Famous Corporate Slogans” And an answer is “Where the rubber meets the road.” Buzzz. “Mr. Scott?” “What is the Trojan company?” “Incorrect.” … Scientists are planning to put a 4G network on the moon to aid in exploration. I think they should try something even more daring—get 5g installed in the United States.

Submissions for the 2020 Bob Scott’s VAR Stars are still open. But you have to act fast. .

The door closes next Wednesday. The selection is based on quality—not revenue. Past honorees have ranged from one-person operations to the largest ERP dealers. Factors that are considered in the selection are growth, development of significant products and services and contributions to the industry. If you are interested in having  your firm considered, please email bob.scott@pmg360.com as soon as possible.

Where are we going in the mid-market? Or in general? The economy started out the year with record employment and has moved to record unemployment with the effects of shutdowns of the Covid-19 virus.  For resellers this year, how they are doing depends on where they are located and in what markets they are involved. Bob Scott’s Top 100 VARs for 2020 examines the issues in an era of extreme uncertainty and names 100 firms who are the big players in this market.

A majority companies submitting forms for this year’s Top 100 selection have more than 50 percent of their revenue coming from cloud products. That was 62 percent of the 93 firms that answered the question. (All provided revenue and employees)

 This group includes all submissions, whether the VAR was selected as a member of the Top 100 or not. Nearly 10 percent reported their revenue was 100 percent from the cloud. This is a very rough survey—there is lots of room of interpretation about what cloud means and some firms talked only of new sales. But it gives an indication of how strong the penetration has become. Twenty-nine percent said cloud ERP represent 80 percent or more of the total. Only one firm answered the question with zero percent. There was interpretation required as some gave one percentage for new sales and another for total so some back-of-the envelope averaging was performed. 

There is a boom in the mid-market financial software reselling business. One industry observer said the move from desktop to cloud computing has created a once-in-a-lifetime opportunity. This year’s Bob Scott’s VAR Stars firms are participating in that opportunity Along with honoring the firms chosen, this year’s special VAR Star report looks at a market that is providing tons of opportunity to the business people with the talent and will to take advantage of it.