Software Spurs Channel To Compete For Hosted CRM Business
this article at CRN
By Michael Vizard
New York (June 11, 2004) - Best Software
on Friday unveiled a special program for partners selling the hosted version
of its Accpac CRM application that gives them 50 percent margins on deals
signed between now and the end of September.
The special offer signals Best Software's intention to be a more aggressive
competitor to hosted CRM software providers such as Salesforce.com. Best
Software acquired Accpac earlier this year from Computer Associates International.
"We just bought the product, so we're still getting the programs
together. But we think this is going to be huge," said Best Software
CEO Ron Verni. "What differentiates us from others in the space is
that with Accpac, we give customers the option of running it themselves
or in a hosted manner."
Alex Solomon, a principal of Net@Work,
a New York-based solution provider, said the margin incentives are an
excellent tool to motivate his organization to sell hosted CRM applications
against Salesforce.com, which has a largely direct model that provides
little recurring revenue for partners.
"We have a lot of deals pending where the customer is weighing deploying
software or using the hosted version. We really didn't have as much of
an incentive to push the hosted version before, but now we do," Solomon
said. "And later on, we can upgrade the customer to the packaged
version of Accpac as they grow."