For many years, the product focus for Oracle NetSuite has often been about moving up-market. But that is changing with the organization formulating a plan to expand more aggressively down-market, according to Craig West, VP of channel sales.

Although West said NetSuite is expanding  both up and down market, it has been a long time since a desire to go after smaller deals has been voiced. That doesn’t mean onesy, twosy deals. West said he wants VARS who are “doing smaller projects with velocity. We are looking current partners and recruiting partners who are doing a higher volume in smaller deals.”  And West did not put a limit on the size of companies that NetSuite can support. "I think with SuiteSuccess there are very, very few customers who are too small for the NetSuite suite," he said  This change is coming as Intuit is making a great deal of noise about its new QuickBooks Online Advanced which is designed to go after what Intuit says are mid-market companies that are being “overserved”—in other words, buying products that have too much functionality or too high a price for their needs, or both. West says SuiteSuccess, introduced in 2017, is the tool enabling the new march to the low-end. SuiteSuccess provides packaged versions of NetSuite for different industries and is also geared to delivering rapid adoption and consumption by customers. Versions are offered for Agency, Financials, Professional Services, IT VARs, Solution Providers, Media & Entertainment, Distributors, Retail Companies, and United Kingdom and Ireland-based companies.

Last modified on Sunday, 10 November 2019
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