Intacct today announced to their channel that Alan Bryant – the former SVP, ISV and Developer relations at Sage would join the company as Director of Technical Services.
According to VP Channels Taylor Macdonald, Intacct is ringing in 300% Q1 FYE 2013 channel revenue growth compared to the same quarter of last year – and he expects full year over year 2013 channel revenue growth to be 200-250%.
Because Intacct is a privately held company there’s no way to verify the detail behind the growth percentages provided – however things like hiring and expansion plans tend to bolster claims of rapid growth.
In addition Taylor Macdonald says the company is ramping their channel efforts up with channel specific hirings including Stephanie Kleber as Manager, Channel & Sales Enablement , Tina Hebert as Channel Executive and Bryan Parks, formerly of Netsuite joining the Channel Marketing area.
With these hires Intacct now has channel management experience from Deltek, Sage, Microsoft and Epicor
Intacct’s current partner count stands at rough 70 with the breakout coming from:
- 30% Microsoft Exclusive
- 20% Sage Exclusive
- 30% CPA firm, Cloud only or other
- 20% Two or more products – typically Microsoft and Sage
For fiscal 2013 (ending June 2013) Macdonald says Intacct expects to have a channel partner program with 100 partners as well as hundreds in their Accountants Program who primarily use the service for assisting customers with outsourcing their finances.
Kleber moves to Intacct after a 3 year stint at learning and assessment solution provider Promethean when she was Director of Channels – Western Region.
Prior to Promethean she was at Sage from 1993- 2009 where she spent 5 of those years as VP of Channel Programs and was responsible for creation of Sage’s 5-Star Partner Advantage programs.
A blog post dated July 19, 2012 indicates that SingerLewak will move from being a VAR to being a fan of Intacct.
The firm became a VAR for Intacct in October 2010 with an October 22, 2010 announcement that the Largest Los Angeles-based Accounting/CPA and Consulting Firm Chooses Intacct as First Cloud Computing-Based Solution.
Now after a little less than two years the firm is throwing in the towel on their Intacct efforts. According to their site they will remain a VAR for Avectra cloud based SocialCRM.
According to this report the breakup was amicable with the most interesting comment:
“We’re still a very big Intacct fan and we will continue to recommend them and have a relationship there, but we discovered that being in the VAR business long term would be more of a commitment of resources and energy than we were willing or able to do,” said Bob Green, a firm partner and head of the ERMS practice. “It takes a number of years to go from zero to VAR and be successful at it, and we found that the time to have a profitable cloud ERP practice was underestimated. Our team knew implementation and sales and really thought we could do it, but ultimately we found it was hard to justify [being an accounting/ERP VAR] over time.”
One of our consulting firms just received this offer from Intuit. The promotion appears aimed at QuickBooks users, specifically software companies, who have outgrown their QuickBooks software.
What’s unusual about this mailing is I’ve yet to see a press release that these two competitors (Intuit and Intacct) are working together.
The promotion also states “we have a new way” which may indicate this is a test or perhaps as yet unannounced partnership.
UPDATE: Intacct PR replies “..I would certainly not characterize intacct and intuit as competitors…”.
Most software companies tightly guard their installed user list and only as a deep last resort would they consider referring an existing customer to a competitor.
Relevant information from the email is below (emphasis is mine):
The Fall Collaborative of the IT Alliance was held this past week (December 3-6, 2011) in Austin Texas. The closing session “The Cloud – SaaS Best Practices” moderated by Avalara’s Rob Johson and presented by a panel including Taylor Macdonald – VP Channel Sales Intacct, Jaqueline Tiso , President JMT Consulting and Craig West VP Channel Sales at Netsuite.
Record attendance of 260 technology members was announced. Most IT Alliance members provide mid-market ERP or related services. The conference is marketed as a collaborative and is heavy on member to member sharing of experiences.
One of the hottest topics at this year’s event was cloud computing. Each conference day spotlighted sessions on creating, adapting and how to change a VAR practice to market SaaS offerings which typically charge customers a lower initial price which means VARS have had to retool their thinking about how to market and provide SaaS services.
During last year’s ITA Fall 2010 collaborative I noted that most IT Alliance member VARS who had adopted SaaS as a business offering were in the early stages of ramping up and offering services. This meant there was not much live feedback about actual results of converting from an on premises to SaaS VAR.
This year’s conference was different and one session about SaaS business best practices featured a prominent Sage partner – Jackie Tiso of JMT Consulting – who is a 9 year Sage President’s Circle winner and one of their top Non-Profit VARs. Jackie and her firm have been providing a SaaS solution since October 2010. Here are some notable results that Jackie shared during her session.
Rob Johnson, formerly Sage’s Senior Director, Channel Programs & Readiness and now is the National Sales Manager for outsourced Sales Tax provider Avalara is confirmed as a keynoter for next week’s Intacct Advantage partner conference October 26-28,2011 in Las Vegas.
Rob’s keynote – 5 Keys to Radical Business Growth – is scheduled for Wednesday October 26, 2011. Based on a partially designed page on Avalara’s site – look for Rob to possibly continue extending his popular sales courses in 2012 .
Bob Scott reported last night on his excellent newsletter service – Bob Scott’s Insights – that CPA firm Baker Tilly has joined Netsuite as a Value Added Reseller. That firm follows CPA firm Clifton Gunderson who joined the Intacct solution provider program this month as well.
It’s fitting that the announcement of Baker Tilly broke on Ground Hog Day 2011 because it seems as if we are suddenly starting to relive the very successful practice that former State of The Art CEO David Samuels introduced in 1985.
Under Samuels’ reign at State of The Art the company essentially signed up all CPA firms who had $500 and wanted to be a reseller. No specific training was required. If you could fog a mirror you were on board.
Channel representatives from Netsuite (Craig West) , SAP (Geoffrey Ashley) and Intacct (Taylor Macdonald) made an impressive case for VARS to begin offering Software As A Service.
This was one of the most heavily attended sessions at the conference. It also provoked a good level of discussion and the presentations were top notch.
After the vendors were done three VARS (Christopher Goguen of RSM McGladrey, Robert Gaby of Arxis Technology Inc and Steve Jones of Explore Consulting) took the stage to answer questions and make a presentation about how their SaaS based practices. What follows are my notes – and initial impressions. Continue reading “The SaaS Business – A View From ITA Fall Collaborative 2010”
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. Continue reading “Taylor Macdonald Joins SaaS Provider Intacct as VP Channels”