Intacct Embraces the Channel

By Sara Driscoll  |  Posted 2008-03-03 Email Print this article Print

The accounting and finance SAAS provider has launched its first channel program as it looks to drive 50 percent of its business through partners

The former channel chief of security vendor Postini, which has been taken over by Google, has joined Intacct to help the SAAS provider build a channel.

Jerry Jalaba, the vice president of channel sales for Intacct, left Postini following the Google take over and is now aggressively building and developing a channel for accounting and finance SAAS vendor Intacct, which previously operated a majority direct strategy.

The company March 3 launched its Business Solution Provider program and according to Jalaba, intends to drive 50 percent of its business through the channel by the end of the year.  "One of the key elements for VARs in the SAAS arena is the ability to drive an annuity revenue stream for the duration of the contract—we allow our partners to do that," he said.

Jelba said in the SMB accounting and finance arena most companies do not migrate very often, therefore VARs were like to get a long-lasting annuity revenue stream.  "Small businesses invest in accounting suits for between five to seven years and VARs will get margin for as long as the company is using Intacct."

The company intends to target VARs that are delivering on-premise software from its rivals.  "No one has got the right SAAS channel strategy for the channel yet, so we will look to entice VARs from our on-premise rivals over to delivering software as a service, under our new channel program," Jalaba said.  

The single-tiered partner program allows VARs to offer the entire Intacct accounting and finance packages, service, and support, while Intacct operates behind the scenes, hosting the software.  It also offers VARs deal registration, joint marketing opportunities, training and certification.

Jalaba said although the company currently operates a direct strategy, it has completely connected its direct sales team, both sales and engineers, to working with the channel. "They are all 100 percent incentivized to provide solutions through the channel.  The opportunity to sell direct versus partners is neutral and they are more encouraged to work with partners than without," he said.

Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached

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