This e-marketing campaign is making the rounds to former Sage customers in an effort to convince them to come back to Sage Business Care aka software maintenance.
In the series of videos (see link below or click the main image above) Sage makes some effort to explain the distinction around why a customer would be paying both a partner for support and Sage. In the opening video stating ” Sage wants to be your business partner”.
You may recall that Sage changed their plan offerings in early 2012 so that direct Sage phone support was a component of all maintenance plans. Previously customers could choose to purchase software maintenance only which included upgrades but no Sage telephone support for technical issues.
Some background channel chatter is that Sage now may be marketing against partners in certain circumstances by bundling phone support into all contracts instead of making it optional.
There are a number of separate videos – some of which seems to be tailored based on customer responses to questions about whether the customer is presently using a business partner or not.
Sage has been pretty clear in their intent to reach out directly to
Expect to see more of this happen for cross-selling of strategic products like Sage CRM , FAS, X3, etc.
Depending upon who you speak with you’ll get a different story about whether partners will be awarded margin for these types of sales.
My gut says that if Sage makes a winback or cross-sell direct that there won’t be any margin paid to a partner.
I’m not so sure that I disagree with that either. Partners have had the opportunity to cross sell and pursue win back. If Sage has to take a lead position in driving the business then why should they compensate a partner (unless of course there’s a material role that the partner plays).