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Ben Kepes is a technology evangelist, an investor, a commentator and a business adviser. His business interests include a diverse range of industries from manufacturing to property to technology. As a technology commentator he has a broad presence both in the traditional media and extensively online. Ben covers the convergence of technology, mobile, ubiquity and agility, all enabled by the Cloud. His areas of interest extend to enterprise software, software integration, financial/accounting software, platforms and infrastructure as well as articulating technology simply for everyday users.

More about Ben here.

One response to “Channels – Direct or Partnered, Take Your Pick”

  1. Duane Jackson

    Our experience is more aligned with Xero than Pearl. Around 50% of our revenue comes through our 200 or so accounting partners, you can see a number of them praising it here on UK accountants website, AccountingWeb.

    The difference between our approach to the accountants channel is rather different than the approach of other vendors though.

    We charge an annual fee for Accountants to be a part of our Partner Programme and in return they get heavily reduced pricing (less than 50% of what we charge end users) and so they CAN make money from introducing their clients to our software.

    Many accountants are seeing their clients attitudes change. They don’t want to be dictated to and told to use Sage or some other unwieldy package that they can’t make sense of.

    We’ve seen numerous occasions when a KashFlow user has been told by the accountant “You have to use a package we’re familiar with and we’re not interested in learning about KashFlow”. The client is forced to choose between accountant and KashFlow. KashFlow invariably wins and one of our existing and enlightened partner Accountants picks up a new client.