Estimated reading time: 2 minutes, 34 seconds

Getting Accounting Professionals to the POS

Jeff Rosengarden pixProfessionals in public accounting firms are probably not first on the list when most business people consider the purchase of point-of-sale systems, the combination of hardware and software technology that helps retailers accept payment from customers.

But when they are participants in the Sage Accountants' Network, it's another story, says Jeff Rosengarden, CEO of Hightower, a large Sage reseller that also sells its own Point of Sale Professional, a POS module for Sage's MAS 90 and 200 packages. Hightower has marketed the package since it was acquired from Sage several years ago.

"The SAN program? That’s a huge source of leads for our national program," says Rosengarden, whose company is based in Skokie, Ill. "And what we love about the program is that they [accountants] defer to us." That means Hightower does everything in the engagement except "write the sales order," he continues. It's good for both Hightower and for the accounting professional.

That's not the normal model through which POS products are handled. Microsoft's Dynamics Retail Management System is sold through traditional resellers as are hardware and software bundles from Cougar Mountain Systems, which offers its Point of Sale System with software only and POS BackOffice, with hardware and software.

Cougar provides support to end users, including training, from a CPA, But the Boise, Idaho-based company, which also employs direct sales, does not have a program similar to the Sage network, according to spokesperson Angie Early.

Nor, for the moment, does Intuit, which covers many of the bases in the POS field, utilize its relationships with accounting professionals in the way Hightower has. Intuit came into the market a few years ago determined to grab a major share of the business in a market that had been fractured among many different software companies. And has done well in that effort.

But Intuit markets POS systems through resellers who are certified for that line. And while the Mountain View, Calif.-based company also has more than 50,000 ProAdvisors, they aren't involved in the POS game, at least not yet. However, the company notes that the channel program personnel, led by BJ Schaknowski, "is working on improvements in how Intuit Solution Providers and QuickBooks ProAdvisors work together to cultivate and close a sale and then provide installation and training afterwards. They expect to have something in the next week or two."



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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