The current program, he continued, had a point system that could result in a company that did not sell product qualifying for top margins. While Epicor is getting many resellers of other products asking to join its program, it will not aggressively recruit until levels, margins and rules for the way direct and indirect sales work in this country have been decided. "We are going to be selective in our recruiting," says John Matterson, Epicor's senior director of the channel. Epicor has 100 sales and services partners with "45 of those selling something", Matterson said, and 30 of those in the United States. "The top 10 are selling most of the business," he said. Asked about plans to grow the number of VARs in the U.S., Matterson said that 30 "is probably a good number".
EPICOR PLANS NEW CHANNEL PROGRAM Featured
Epicor Software intends to become a more channel friendly company and to produce a definitive plan in October. "We are migrating toward a partner-led model, we are not there yet," Bob Aronson, the company's SVP of sales, said at this week's Insights conference. The company is close to a 100-percent channel approach in Canada and Latin America. While it will not move that direction in the United States, Epicor plans to make the channel a much more significant part of revenue here. Aronson said the company is simplifying a program that included a 67-page document for managing partners.
