It's easy to see why Value-Added Resellers for Exact Software North America get a bit nervous over the plans of their vendor's new parent, Dutch company Exact Software. Since taking over the North American operations, Exact has purchased four resellers, including the Kent Group, the top revenue producer in five separate years in the late 1990s.
Owner Jim Kent has gone on to become vice president of sales, and certainly understands the channel and its problems. He also tries to assuage the fears of partners who see the latest acquisitions, Evan Berk’s Integrated Planning Systems and Stuart Hill’s Comprehensive Business Systems, as presaging a move towards a direct sales model.
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