Channel Momentum… Accelerating the Cloud

Intacct continues to grow at a rapid pace – we grew new business last quarter by nearly 70% over the same period a year ago. Our growth rate is consistently faster than our competition because we continue to hit on all cylinders – from our direct sales efforts, to our business process outsourcing efforts with CPA’s and the AICPA endorsement, and our rapidly expanding business partner channel.

Over the last two years Intacct has made a considerable investment in our channel partners and the overall Intacct channel program. In 2011, we saw a six-fold increase in new business from channel partners over the same period in 2010 – and that growth continues this year. What is the secret behind the success of the Intacct channel partners? It starts with the partners themselves.

Based on years of experience, we’ve created a set of criteria that help us determine which partners will be successful. We only recruit those firms that meet our criteria, ensuring they are the right size, conduct business in an ethical manner, have the proper industry experience, and can offer the necessary commitment to Intacct and our high levels of customer satisfaction. Unlike other vendors who sign up anyone who can fog a mirror and pay the partner fee, Intacct turns down five partners for every one we sign up – including many top firms who simply don’t meet our standards.

In Bob Scott’s recently released 2012 Top 100 VARs, Intacct had 19 partners on the list. This was by far the most of any cloud computing vendor – equaling the total of the next three cloud vendors (NetSuite, SAP, and Acumatica) combined! This reflects our focus on signing up fewer and stronger partners, rather than just signing up any partner. We expect that we will have over 25 firms from this list as Intacct partners within the next 90 days, as the best partners continue to flock to Intacct.

Why are Top Partners Signing Up with Intacct?
Simple – industry leading products, our channel 3.0 philosophy, and our unwavering commitment to our partner’s success. It is also word of mouth within the partner community. Our current partners are seeing a lot of success and they are back to growing their business, as opposed to just supporting existing clients on old, on-premises systems.

But it’s not just the amount of success our partners are having, it is also the speed with which they can achieve that success. Our new partners are hitting the ground running – with many partners closing their first sale in 60 days from completing our product training. We have also seen the overall time to first and second sale continue to decline as our partner ramp quickly with the program.

In my next blog post I will explain a little more about our Channel 3.0 philosophy and why it drives the best partners to Intacct and delivers added benefits to our joint clients. I’m also working on a post that will highlight some of the successes the customers of our partners are achieving with Intacct. be sure to subscribe to the blog to follow along.


Want to discuss this topic? Connect with me on Twitter (@taylormacd). You can also follow Intacct on various social media channels, including Facebook, Twitter, LinkedIn, and YouTube.


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