Accounting software resellers cannot stay as accounting software only VARs and survive. The market is changing and technologies are converging while the market favors the emergence of larger organizations.

That may sound like a radical formula. It may fly in the face of the fact that national reselling organizations have largely failed in the effort to dominate the software reseller market. It may sound like just another “the small VAR is dead” prediction. And maybe it is. However, there are trends that appear likely to drive the market in new directions.

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