NetSuite's Channel Structure, Partner Ecosystem Evolving With Its Products

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Then Metafile realized the expertise it had already developed as an add-on software vendor coupled with its internal NetSuite expertise in integration and implementation created a new opportunity.

"We can recast the next generation of ResultsPlus on the platform of NetSuite, rather than reinventing that platform internally," Sprau said, then focus on the nonprofit vertical as a value-added reseller.

"We would rather resell the NetSuite platform, build our expertise and bundle on top of that, and share the revenue with NetSuite," he said. The first release of the revamped product is due later in the year.

The evolution to reselling NetSuite's enterprise resource planning software along with its own custom solution for the nonprofit sector was natural because Metafile already had a team of NetSuite experts on staff, highly experienced with implementing its own products, Sprau told CRN.

Another new partner announced at SuiteWorld, CohnReznick, fits more squarely into NetSuite's traditional deployment model based around the notion of a trusted adviser.

The large New York-based accounting firm joined NetSuite's channel in January, and is already seeing a stream of incoming business from customers across several types of industries, said Mark Friedberg, senior manager of the CohnReznick advisory group.

NetSuite lines up well with the company's client base, made up of many midmarket growth companies, Friedberg said, and those companies have yet to embrace cloud.

Many are still doing spreadsheet-based accounting, or their general ledger and accounting systems aren't integrated with the front office. Some need greater visibility into how the business is performing.

CohnReznick has alliances with several on-premises ERP, business and financial systems, Friedberg said, but the company has been impressed with the ease and speed of working with NetSuite, and the marketing, sales and customer support resources the vendor makes available to its channel.

"In the medium term we'll be building custom solutions," Friedberg said, adding that customization and specialization happens more around the bottom of the enterprise than in the midmarket.

"You hear the word customization a lot at this conference," he said. But the power for solution providers to have available to them a unified global platform -- one that enables scripting, custom fields and integration capabilities, along with a marketplace of third-party solutions -- cannot be overstated.

The Partner Altitude program will enable solution providers like CohnReznick to focus on driving customer wins, developing NetSuite Certified consulting resources, and ultimately delivering stellar implementations, Friedberg told CRN. Partner Altitude is a critical component in ensuring NetSuite's top position as a cloud-based ERP developer for midmarket growth companies and global enterprises, he said.

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