Intacct Using a Different Approach in Courting Veteran Dynamics GP and SL Partners - Part 2

As we discussed in part one of this story, cloud-based accounting and financial management software firm Intacct has strung together a series of new partner signings in 2011 including several veteran resellers of Microsoft Dynamics GP and SL. These partners revealed various reasons for adding Intacct to their portfolios after years with the Microsoft product line.

A different approach to the channel

With 4,000 customers and a North American focus, no one can say the pre-IPO Intacct's channel is anything close to the behemoth of Microsoft's.  But Intacct's vice president of channels Taylor MacDonald says that under his leadership, Intacct is deliberately doing things differently. 

Dubbing his approach "Channel 3.0", MacDonald says Intacct has taken a selective approach to signing on partners.  "I'm taking the best things I've seen at Great Plains and Sage [in past roles as a Great Plains VAR and a Sage channel manager] and I've done away with other elements like tiers and co-op funds because they are not productive to partners," he says. 

MacDonald also stresses limited distribution.  "We only recruit the partners that we want and vet the ones who we want as well as who want us...We're only targeting on-premises partners who are very skilled, mid-tier size (10 to 40 people, 1 to 2 offices) who want to build a cloud practice," says MacDonald.  Currently, he estimates they are accepting one of every four reseller firms who approach them, with limited numbers in any geographic region.

For GP veteran Massey, the Intacct experience has been very positive - a feeling echoed by all other partners we talked to. "The leaders [at Intacct] listen to the resellers and care what they think and do," says Massey. "They provide a ...