Santa Rosa, Calif. (May 3, 2004) -- Intuit has revamped its sales and installation programs for its MasterBuilder construction software by dropping its direct sales force in favor of a completely channel-driven approach.
The company, which currently has 19 resellers, is carving the United States in 25 protected sales territories for its Solution Providers, and turning its small direct sales force into a channel support team. The resellers only sell -- they collect a fee from Intuit, which bills the customers and ships the products -- while the more than 300 MasterBuilder ProAdvisors install the software. Previously, resellers could pitch prospects anywhere, and they also competed with the direct sales force.
Although this split in the duties is not common in many reseller programs, "We’ve studied this pretty closely and feel it’s the most scalable model that best serves our customer needs," says James Gregg, director of sales for Intuit Construction Business Solutions. Intuit acquired MasterBuilder, formerly owned by OmWare, in November 2001. It was one of four vertical market applications purchased by Intuit in quick succession.
The company also has an Authorized Associates program for those who wish to recommend MasterBuilder. Gregg says that program is well suited to CPAs who specialize in the construction business.
ProAdvisors will now work more closely with the resellers and will be certified for their installation work. A previous certification program did not focus on installation. ProAdvisors pay a $549-a-year fee to participate in the program.
"There is a level of knowledge and training that goes with being an authorized Solution Provider and an authorized ProAdvisor," says Gregg.
--Robert W. Scott
