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.
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