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."
