Kevin Cumley, IntacctIntacct has trimmed its reseller and outsourcing channels as it tightens requirements. The San Jose, Calif.-based cloud software company has reduced its reselling ranks to 80 dealers from 95 a year ago. And it has slowed the paced of requirement of accounting firms and outsourcing organizations to utilize its software to deliver outsourced accounting services.

In both channels, the emphasis is on retaining those that are willing to devote resources to Intacct.

Kevin Cumley, who heads the Intacct Accountants' Program, said the company has signed 40 new members in the last year, about half the total of the year before. Cumley made his remarks at the company's recent Advantage user and reseller conference.

The software publisher has revamped IAP education and created the categories of Intacct Accounting Specialist and the Intacct Implementation Specialist, which means participants must study more to be successful.

"They are investing about twice the amount of time to get fully and completely educated to pass that exam," Cumley said.

Also in July, the Intacct Partner Community was launched—a portal for customers and the channel.

On the reseller front, the message was that Value-added Resellers must have resources to be able to carry the company's software successfully.  "If you were of a size that would not be successful we asked you to go partner with somebody or do something else," said Taylor Macdonald, Intacct's VP of channels.

Macdonald told the VARs the company did not put enough money into partner marketing and also had some inexperienced VARs selling complex deals. "We tried to rein that in so partners are in right-sized deals," he said. "Customers were moved on to other partners."

Bob Scott
Bob Scott has provided information to the tax and accounting community since 1991, first as technology editor of Accounting Today, and from 1997 through 2009 as editor of its sister publication, Accounting Technology. He is known throughout the industry for his depth of knowledge and for his high journalistic standards.  Scott has made frequent appearances as a speaker, moderator and panelist and events serving tax and accounting professionals. He  has a strong background in computer journalism as an editor with two former trade publications, Computer+Software News and MIS Week and spent several years with weekly and daily newspapers in Morris County New Jersey prior to that.  A graduate of Indiana University with a degree in journalism, Bob is a native of Madison, Ind
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