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EPICOR GROWING CHANNEL Featured

Epicor Software plans to utilize channel partners at a level it has not used before.

The company, which derives only about 10 percent of revenue from channel sales, intends to add both services and reseller partners and is eying relationships with four global systems integrators. “To go to the next level, we need more channel partners selling for us,” says Lisa Pope, Epicor president, said during this week’s Insights conference. “We need more services partners.” The next level refers to growth beyond the $1.25 billion in annual revenue and $1 billion in annual recurring revenue the privately held company recently reported. Epicor had already outlined plans for expanding the reseller channel to handle its Prophet 21 distribution package with Brenda Noblezza, VP of the Americas channel, saying Epicor will recruit both manufacturing and distribution resellers, likely signing up VARs that do not handle its Kinetic manufacturing package. Growth also includes acquiring more companies and technology. On the heels of its recent purchase of Smart Software, Epicor has 12 targets under examination. Noting the level of revenue contributed by the Epicor channel, Pope said some competitors have partner revenue in the are of 35-percent of the total.

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