Taylor Macdonald Joins SaaS Provider Intacct as VP Channels

Intacct, a market and technology leader in on-demand financial management and accounting applications for businesses and CPA firms, today announced that Taylor Macdonald joins the company as VP of Channels.

Taylor takes over the position from Jerry Jalaba who left Intacct in July 2009 after about a year in the position of VP Channel Sales.

Intacct is a Saas (Software As A Service) provider noted for their Salesforce.com integration capabilities, complete set of financial accounting modules and strong revenue recognition capabilities.

Most consultants first took notice of Intacct in April 2009 when Intacct, the AICPA and CPA2BIZ announced an alliance that resulted in their being named the preferred provider of financial applications. CPA2Biz was also named the preferred distributor of Intacct to the CPA profession. At the time the alliance covered over 350,000 individual CPAs and 45,000 firms governed by the AICPA.

Intacct described the relationship as ” The alliance will help CPA firms and small and mid-sized businesses adopt “cloud computing” to improve their financial performance, take better advantage of financial advice and make better and faster business decisions. Intacct and CPA2Biz will also co-develop a new version of Intacct’s on-demand financial management and accounting applications specifically for CPA firms and their clients that includes unique content from the AICPA“.

Because Intacct is privately held it’s difficult to get an exact measure of their partner channel – or their revenues.

In January 2009 Intacct was quoted as having 50% of sales derived from their channel which according to a press release issued on April 2010 included about 100 CPA members.

In a blog posting dated July 5, 2010 Dan Drucker, SVP of Marketing and Business Development at Intacct states they are are “now well above 100” channel partners here at Intacct.

If the results of a channel program that kicked off in 2008 – and included marketing to 350,000 CPAs with the endorsement of the AICPA/CPA2BIZ –  is just “well above 100” channel partners  (which I take to imply less than 200) then it may be simple to see why Intacct would be eager to recruit Taylor to bolster their channel plans.

Some of the lull in partner recruitment may be due to the departure of Jerry Jalaba. After Jerry left, Intacct’s channel program (which was introduced in March 2008) seemed to be in a state of flux.

Intacct had been quietly meeting with a number of the largest Sage partners. After Jalaba’s departure the recruitment buzz quieted significantly with at least one report that Intacct was re-examining their channel strategy.

Apparently the company is done re-examining strategy and has decided to bring on one of the industry heavyweights to move full speed at further developing channel sales.

Taylor Macdonald is well known within and without the Sage Software community where ran the Sage North America channel for over 9 years. As a former VAR he’s respected for introducing or assisting with numerous partner focussed programs such as sales and consulting academies and numerous additional programs in support of Sage’s over 6,000 business partners.

After leaving Sage during a management shakeup in December 2007 Taylor joined Deltek, a provider of software for professional services industry,  and promptly recruited a full slate of firms to act as channel partners which greatly enhanced Deltek’s channel program.  In 2008 Macdonald left Deltek to join Promethean, a provider of educational software where he remained for a year prior to joining Infor in his last position as VP Worldwide Channels.

Challenges facing Intacct include reconciling a distribution strategy where 50% of revenues are reportedly direct, attracting and signing VARS who produce more than one-off single client sales and maintaining an attractive margin to adequately compensate VARS for their initial sales efforts.

The Intacct press release follows (online pdf) – which is also noteworthy for the quote by Sage Business Partner Dave Cieslak who, while not an Intacct partner, does serve on the BPAC for Sage Software.

Intacct Taps Industry Veteran Taylor Macdonald as Vice President of Channels
Former Sage and Deltek Channel Chief to Lead Expansion of Intacct’s Successful Channel Programs

SAN JOSE, Calif. – July 8, 2010 – Intacct, the leader in cloud financial management and
accounting applications, today announced it has named Taylor Macdonald as its new Vice
President of Channels. In this position, Macdonald will accelerate the growth of Intacct’s already
successful Value Added Reseller (VAR) and CPA channel initiatives.

“Intacct and cloud computing represent a massive business opportunity for the channel.
Synergistically, we believe that the channel is the key to driving broad adoption of cloud-based
financial management across North America,” said Robert Reid, president and CEO of Intacct.
“Bringing on Taylor, with his tremendous track record of success and channel leadership will
fuel the adoption of cloud computing and will further drive Intacct’s already rapid growth.”
Macdonald brings more than 20 year of experience building and operating some of the world’s
largest and most successful channel programs at leading financial management and ERP
providers including Deltek and Sage.

Uniquely, Macdonald also has extensive experience running a Value Added Reseller business,
having founded Macdonald Consulting Group in 1990, which he built into a five time repeat
winner as Sage Software’s top worldwide business partner. Macdonald has also collected
numerous channel accolades including being named a Top Channel Executive from
VARBusiness and Top 50 Channel Champion from CRN three years in a row.

“We recently took a very close look at the Intacct product, organization and overall strategy, and
were frankly very impressed,” said David Cieslak, principal at Arxis Technology, Inc., a leading
technology consulting firm and one of the top software resellers in the industry. “As customers
consider cloud-based solutions, Intacct will mostly certainly be one of the top products to
consider and bringing Taylor Macdonald on board represents a very strategic win for the
organization. We are anxious to see Taylor bring his experience and expertise to help craft a
world-class channel partner program at Intacct.”

“We allied with Intacct in 2009 because we knew that cloud computing would improve
productivity, increase transparency and reduce costs for both AICPA members in public practice
and the millions of small and mid-sized businesses they serve – and the partnership has greatly
exceeded our expectations,” said Erik Asgeirsson, president and CEO, CPA2Biz. “We’re
delighted to see that someone of Taylor’s caliber has joined Intacct. Clearly, it will help to
accelerate the joint success of our partnership with Intacct even further.”

“We have reached the tipping point when it comes to cloud computing and the channel – there is
tremendous opportunity for channel partners to leverage the cloud to provide better solutions for
their clients and at the same time run more profitable and predictable businesses,” said Taylor
Macdonald. “Intacct is unique in that it presents channel partners with a compelling combination
of a huge market opportunity, award-winning, partner-centric products and a channel-oriented
company culture and business model. I couldn’t be more excited to join the Intacct team.”
Macdonald holds a Bachelor of Science degree from Yale University. He also currently serves
on the board of directors for the Information Technology Alliance.

About Intacct
Intacct is the market and technology leader in web-based financial management and accounting
applications for businesses and CPA firms. Bringing cloud computing to finance and
accounting, Intacct’s award-winning applications are the preferred financial applications for
AICPA business solutions. Intacct applications are used by thousands of businesses from
startups to public companies and are designed to improve company performance and make
finance more productive. The Intacct system includes accounting, contract management,
revenue recognition, inventory, purchasing, vendor management, financial consolidation and
financial reporting applications, all delivered over the Internet via cloud computing.
Intacct is headquartered in San Jose, California. For more information, please visit
www.intacct.com or call 877-437-7765.

Image via ITA

Press release via Intacct

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