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Channel Chief Craig West On Four Ways NetSuite Is Investing In Partners

Joseph Tsidulko

NetSuite Channel Chief Craig West talks to CRN about the cloud pioneer’s channel evolution, and where it is putting its dollars to further enable partners delivering diverse business solutions.

Microvertical   Building Partners 

Often the only barrier to NetSuite partners closing a deal is a few capabilities not offered out of the box that meet the particular demands of a niche industry.

“Another trend we’re seeing is partners looking to customize the solution to specific industries, sometimes just adding one or two features,” West said.

Partners have been building such add-ons to support micro-breweries, automobile dealerships and law firms; NetSuite has even done that itself with food and beverage and health and beauty editions of its products.

To further support channel-led customization projects, NetSuite has now introduced a microvertical program that delivers a cohesive playbook of best practices for product extension.

“There’s really two core competencies you have to have: NetSuite and you need to know the gaps,” West said. With the new microvertical program, partners are enabled to fill the gaps with their industry expertise.

NetSuite partners have already built more than 20 mature microvertical solutions, with another 40 in the pipeline.

“There’s a lot of places where vanilla NetSuite isn’t going to win, but vanilla plus the last mile will,” West told CRN.

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