Intacct has launched a business solution provider partner program that expands the accounting software developer's existing channel partner program to provide value-added sales, integration services and support.
Jerry Jalaba (pictured), vice president of channel sales, is a former executive from IBM, Google and Postini, who has just been tapped to run Intacct's program. He believes it will allow business solution providers to share ongoing revenue from customers.
"We essentially reward their investment by giving them annuity revenue streams," he said. The program includes certification and training for partners, in addition to help from Intacct's sales and engineering teams.
Intacct has about 10 business solution provider partners signed up so far. By the end of the year, Jalaba hopes to have 100 on board. The company has also been working with other types of partners, including CPAs and business process outsourcers, but
Jalaba does not believe the new program will take business away from those older programs. "The CPAs provide the accounting expertise for the companies that they serve when they use Intacct," he said. "In the case of the business solution providers, their goal is to go out and sell our solution to end users that have accounting and finance departments. The accounting outsourcers are our customers. A lot of the customers they support are not customers we have any interaction with. The incentives are different."