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Business Partners Must Turn Their Lemons into Lemonade!

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by Brian Terrell

 

About 10 years ago, mid-market ERP software publishers created software maintenance plans to finance ongoing research and development efforts. Publishers require a significant investment to update software to offer additional functions or support improved operating systems or databases. Several years ago, Sage eliminated the basic version of these plans and disrupted their Business Partners’ revenue model in the process.  

Therefore, Business Partners must search for higher and unique value services. Tailoring the ERP application to the exact needs of the customer represents an excellent example of a higher value service, and one where software publishers cannot compete. Essentially, increased competition from software publishers for basic support revenues (the lemon) can be replace by higher margin development work (the lemonade)!

I suggest that Sage and Intacct Business Partners should embrace clients requiring the "last mile" of ERP functionality. These customers are larger, more sophisticated, and more demanding. Customization services involve additional risks. As always, when risk is present, reward is sure to follow. The software publisher cannot match the Business Partner in providing "one-off" automation and integration services.

Very few VAR partners staff the business analysis, project management, and software development resources required to meet the automation needs of sophisticated clients. Therefore, Sage and Intacct Business Partners must find a proven development partner with strong references. Development partners must offer the experience, capacity, and training to deliver quality products at a price point on which the Business Partner can earn a fair margin. Business Partners need a responsive development partner who returns calls, provides timely pricing, starts a project quickly, and delivers it on time.

For more than 10 years, CodePartners has been the Sage Business Partner’s development partner of choice. This year, we added Intacct expertise and sent four senior developers and business analysts to Intacct’s Platform training. We stand behind our work and we provide references from top Intacct and Sage VAR partners attesting to our quality work.  

Contact CodePartners today and learn how we can help you convert interested prospects into happy clients, and happy clients into raging fans!
 

 



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On November 18, 2013 in Development, Products, Project Management, Web application, Web Development by Lori Thomas
Tagged With: CodePartners, Customization, Sage / 1770 Views

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