A month or so ago, Michael Bertini, president of Open Systems, espoused a non-standard view about accounting software resellers. Bertini suggested that during the economic downturn, big VARs struggled while smaller VARs, particularly those who sell source code products, did well.

Bertini has a vested interest. Open Systems VARs are smaller and those who handle the traditional Open Systems Accounting Software sell source code. However, the usual view is that source-code VARs have trouble growing. They are technically oriented, and have trouble marketing. They tend to sell customizations, and spend their time tinkering, then sell more when a project is finished. They end up with a boom/bust cycle.

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