sage software is launching an initiative to encourage accountants to drive more business to its resellers with free consulting.
it’s a good sign that the top management at sage is seeking to leverage the company’s most ardent supporters.
the plan seeks to connect the 10,300 firms in the sage software accountants network, which has over 22,000 members, with the 620 resellers in the business partner alliance. so far, sage has signed up 121 resellers, or 20 percent of the the bpa.
under new program guidelines, business partner alliance members will provide eight complimentary hours of accounting technology consulting services within a 12 month period to their newly aligned accountants’ network members. during that time, business partners can demonstrate the value of their consulting services, cultivating a solid relationship. accountants gain the support of a technology consulting partner, and technology consultants gain access to leads for new business, according to sage.
“small businesses usually get advice about accounting software from their accountant, a technology reseller, or another business owner,” said heather scarpero (pictured), director, sage software accountants network. “as a software vendor, we want to simplify that process as much as possible. our research shows that 71% of sage business partner alliance members have received customer referrals through accountants’ network members. bringing accountants and resellers together in an even stronger working partnership helps our customers as well as our reseller and accountant partners because it creates better service for business owners.”
business partner alliance consulting services are available to accountants’ network members who subscribe to sage mas erp, sage businessworks, sage fas fixed assets, sage abra hrms, sage timberline office, sage master builder, and sage mip fund accounting.
“nearly all of my best and most loyal clients found me through accountant referrals,” said wayne schulz (pictured), a specialist in mas 90 and mas 200 and principal of schulz consulting, glastonbury, ct. “this is an excellent opportunity for business partners to build profitable referral relationships with accounting firms in their area. the eight hours is a great way for the accountants’ network members to ‘try’ us out at no cost to them, and really see the value of the service we provide. it helps build trust and dramatically increases their comfort at referring us to their client base. a cpa referral is the highest level and most closeable type of lead and one that every business partner should strive to earn.”
if wayne looks or sounds familiar, it may because of the fine insights you’ll find from him regularly in accounting technology, recently, for instance, writing about non-profits’ software.
one response to “sage software seeks to mobilize accountants network”
wayne schulz
thanks rick – i was in the meeting where they discussed the 8 hours of no cost consulting that bpa partners would be required to provide.
i almost fell off my chair when i heard one or two people balk at wanting to provide the free hours.
to me there is no better use of my time than to voluntarily provide a cpa firm with some of my services.
i’ve been offering this type of free service to cpa firms dating back to when i first started out in consulting in 1986!
tip: if you’re providing value – many cpa firms insist on paying. i generally refuse them all.
establishing a good (great) consultant/cpa relationship is one of the highest value and mutually beneficial things that any sage business partner can do.
this type of marketing activity (cpa) has enabled me to attract a pretty steady stream of loyal clients (the only type that any consultant or cpa should be interested in).
ps – the biggest success factor in these types of relationships is honesty. i’m not afraid to tell a cpa firm when the solution i represent may not be the best choice — it’s vitally important to never do anything that will harm that cpa / client relationship — even when it means i don’t make a sale.