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Channel Chiefs 2018: What Market Force Is Having The Biggest Impact On Your Channel Strategy?

We asked the honorees of the Channel Chiefs 2018 list to shed a little light on the market forces that are shaping their company's channel strategies right now. Here's what they had to say.

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Acumatica

Geoffrey Ashley

VP, Partner Strategy & Programs

Market consolidation is making ERP "hot" again - as bigger companies acquire smaller independent ones - but it's also causing disruption and uncertainty to channel partners' businesses. Many longtime resellers from other partner programs are now joining Acumatica, where the partner commitment and product roadmap is quite transparent. This market force shows no signs of abating, and as the big companies get even bigger, adding to their internal sales teams and treating partners as competition, the Acumatica channel strategy will remain consistent: to be 100 percent channel-driven, with no internal field sales, so we can deliver the most value to midmarket customers.

 
 
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