Managing director Alistair O’Reilly, told VNU News Net that the firm is looking for a 20 per cent increase in the number of accredited resellers. ‘Resellers are vital to building our presence in the market. But it’s not just quantity we need, it’s quality: resellers that are committed to our vision,’ he added.
Access Accounting provide financial software for small and medium businesses. Customers include The RAF Benevolent Fund Enterprises, the trading arm of the air-force charity. Gordon Harris, company secretary explained that the charity needed an integrated finance, stock management, trading and e-commerce system.
O’Reilly hopes to avoid channel conflict by ensuring that resellers are constantly talking to each other, and not ‘trying to cut each others throats by going after the same business.’
‘We also encourage experienced resellers to provide training for newer ones,’ he added.
While some vendors pay lip-service to supporting the channel, Access Accounting has consistently demonstrated their commitment to their dealer channel, said Steve Berridge, sales consultant, at Armstrong Consulting. ‘The reseller forum has been a really useful way of sharing expertise, and helped create a community,’ he added.
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