But the non-believers are still strong with 50 percent of the leads for the Bethesda, Md.-based vendor coming from the SaaS side, but the other 50 percent from the old-fashioned, on-premise stuff. Meanwhile, the company continues to recruit VARs with the idea that SaaS remains the way of future and "we are going to get the VARs to move in to the SaaS world and we are going to guide them there," Johnson says. Acumatica has 20 resellers in the United States and 30 to 40 outside this country. The strong non-U.S. presence stems from fact that its developers have international roots, including some from the former Solomon Software International. The company has been providing marketing assistance and "a lot of little things" on a one-off basis. But Johnson says that Acumatica would expand programs that have worked, including a telemarketing campaign that was cofounded with a VAR.