TOUGH YEAR ON BIG RESELLERS?

Much of the summer was devoted to channel and vendor discussion of the demise of the MIS Group, Sage’s Partner of the Year for  the year ended September 30, 2008. And true, for that Houston-based business to exit was notable. Originally a Timberline VAR, it had grown by buying other Timberline VARs, but also MicroAccounting Systems and the Enterprise Resource Group, whose operations were centered on Sage’s MAS line.  But there are other signs that it’s not so easy being big. Early in 2009, Skyytek, which had been NetSuite’s largest VAR, and NetSuite, got into a nasty court fight about the circumstances regarding Skyytek’s exit from the NetSuite channel program. Then on July 14, Tectura, the largest Microsoft Dynamics VAR, filed a Notice of Exempt Offering of Securities with the SEC that said it had sold $7.5 million in securities on June 30 and that had another $2.5 million to sell. (It didn’t indicate that the sale of the remainder was inevitable.)  Tectura CEO Terry Petrzelka said the company swapped debt for equity to clean up the balance sheet.  But I don’t see businesses willingly giving away pieces of ownership lightly. On June 26, Qurius, a large Dynamics VAR headquartered in Belgium, announced it was seeking approval for a share issue valued at roughly $1.4 million “to meet a postponed acquisition payment.” Read more...

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