Recurring Revenue Is King. Transactional Hourly Lifestyle Consulting Decaying.

According to a CRN Channel Chief Roundtable one thing  differentiating  winning , profitable resellers from  losers –  recurring revenue.  The article implies that it can be the different between a valuation of 8 to 10 times earnings and a valuation that provides a reseller with a marginally higher paying job for a few years.

[Read more…]

Takeaway From Sage Tier Announcements of April 2014

IAAF World Athletics Championships - Day 3

Sage yesterday announced a revamping of their partner tier computations. On the surface not much seems to have changed – well at least to the naked eye. Partners seem  ambivalent about the changes likely because margin percentage wasn’t drastically impacted.

Well, no impact  so long as you keep selling new  licenses. Whether these changes are good or bad largely depends on the VAR’s specific situations Good for larger partners heavily invested in Sage. Bad for small independent partners largely making money from commission on maintenance renewals and installed base license sales.

However there are two messages that were clearly broadcast which I believe apply to every partner. [Read more…]

Walt Goodfield Joins RKL eSolutions From Infor

walt goodfieldRKL eSolutions announces the hiring of Walt Goodfield as VP Sales and Marketing.  Walt previously was Director, Global Partner Recruiting & Onboarding for Infor and prior to that spent 10 years at Sage where he had most recently been Director of Field Sales overseeing Sage’s mid-market ERP sales teams.

According to the press release Walt will focus on both new customer acquisition and partner alliance programs.

In November 2013 RKL eSolutions   acquired most of the Sage 500 ERP practice from Sage partner ISM as well as ISM VP Stuart Blumenthal and 3 consultants.

The company would appear to be jockeying for position in a future situation where Sage consultants who do not carry ERP X3 would  be aligned with the company such as RKL eSolutions for the purposes of referrals.

They join New York based Sage partner Net@Work and SWK Technologies in offering alliances for Sage partners.

Ease Your Security Headaches With Two Factor Authentication

The tech world is abuzz with news this week about Heartbleed a critical programming flaw in OpenSSL—an open source implementation of the SSL/TLS encryption protocol. This flaw had gone undetected for the past two years and might have allowed  leaks of data from a server’s memory, which could include SSL site keys, usernames and passwords, and even personal user data such as email, instant messages, and files.

You’ve probably received multiple notices from sites to change your password. These notices are being sent out of an abundance of caution. While there’s no proof that anyone exploited this bug the severity warranted recommending a password change for just about every online account.

Now that password security is in the spotlight let’s review two things you can do to significantly reduce your chances of a security hack.   [Read more…]

Sage Summit 2014 Promo Video

Sage Summit Vegas – Sponsorships Now Open to Sage Partners

In what I believe is a first – Sage North America will allow partners to sponsor and exhibit in their trade show area. Previously the show only accepted sponsorship from those companies selling software products to end users. During the first few iterations of Sage’s inaugural customer conference partners were barred / discouraged from attending unless they also were accompanied by one or more of their customers.

[Read more…]

Sage Summit 2014 Session Catalog

Sage have just published an abbreviated version of their Summit 2014 conference agenda. According to their website this is only a sampling of the courses and more details are to be made available in May.


Sage Summit Registration Opens April 9, 2014 – Sans Full Agenda

According to this Tweet from the official Sage Summit account partners will be registering on April 9, 2014 for the annual Sage North America Summit conference with only a limited view of the conference agenda. According to Sage more details on the agenda will then be revealed in May.

And, no, we don’t have any  details to share about the conference.


Let Me Try Your Services For Free

Here’s one way to respond to prospects who request free services.



BrainSell Buys Sage Accounts From Bonadio Group CPA Firm


More acquisition activity in the Sage channel this morning as Topsfield, Massachusetts Sage Partner BrainSell announces that they’ve purchased the Sage 100 ERP practice of The Bonadio Group a Pittsfield New York CPA firm and reseller of Sage Software products since 1998.

This is the first acquisition for BrainSell in 2014. BrainSell has 11 office locations in the United States. BrainSell has offices in Maine, New Hampshire, New York, Boston, Virginia, Georgia, Illinois, Florida, Colorado, Minnesota and Utah.

BrainSell’s focus is  on CRM and Marketing Automation as well as Sage ERP products.


Press Release