ACCPAC Revs Up CRM Product, Seeks Partners

Version 5.5 of ACCPAC CRM is the newest release of the product following ACCPAC's December purchase of e-Ware, the OEM that developed earlier versions of the product. New features include a cleaner interface and simplified navigation, messaging monitoring tools and tighter integration with multiple e-mail systems, improved sales forecasting, and service-level agreement alerts. The company also plans to launch a hosted version of the software in June.

"The new look and feel is helpful because it makes the product easier for our customers to use," said Sandy Needham, CEO of AECC, a consultant in New York.

Product pricing ranges from about $2,000 to $200,000, depending on the configuration.

"We took the product and made it much more SMB appropriate," said ACCPAC CEO David Hood, speaking at a solution provider road show here. "We didn't change the infrastructure, but we did make it so it can be installed out of the box," Hood said. "We have an open architecture that offers the customer a freedom of choice."

ACCPAC, Pleasanton, Calif., hopes to increase its U.S. partner base to 2,000 from about 600 during the next year, Hood said.

George Kassai, president of K&K Accounting Systems, Edison, N.J., said the open architecture is a key selling point for smaller clients. "That allows us to interface with some older products and makes the entire integration easier," he said.

Margins on ACCPAC CRM start at 40 percent and reach 50 percent after sales of $150,000. ACCPAC has simplified its channel program and now charges a one-time fee of $3,995, which includes an internal copy of ACCPAC CRM for up to 10 users and full training to certify two consultants.

As part of the marketing program, solution providers receive 5 percent MDF, a lead generation program in which they pay ACCPAC $1,000 to speak to 100 prospective clients with a guarantee of 10 solid leads, and subsidized marketing and campaign initiatives.