"We are going to allow the accounting organizations to make a decision about 'Do we want to sell or not'" says Chris Clinton, VP of global channels and the partner ecosystem. Clinton says firms can choose to receive margin on product sales, perform consulting services but not sell software or simply refer their clients to Blackbaud's products.
Blackbaud has had a small channel of FundWare resellers that remained since 2005 when it killed the channel for its Financial Edge software. And Clinton says with its acquisitions over the last few years, it ended up with more than 30 different channel categories and no one with an idea of who had responsibility for the programs.
Clinton says when he took his job in November 2012, "It was apparent to me that the organization had no idea what partner programs were in which business unit and who owned them." Clinton says it was also apparent to Blackbaud that it needs a channel program to reach its goal of $1 billion in annual revenue. The company is more than halfway there as it reported just over $503 million in revenue for 2013.