Intuit Launches New Channel Program for QuickBooks Enterprise

Intuit's first channel program bases compensation on customer satisfaction and focuses on fixing the direct-channel conflict.

Intuit has officially launched its first-ever solution provider program for its QuickBooks Enterprise financial software. Developed in concert with 54 solution providers over the past 16 months, the program is focused on solution providers who work with midmarket customers.

The resulting program already includes more than 100 certified partners--some of whom were recruited from the ranks of Sage and Microsoft solution providers. And Intuits channel director is hoping to expand the number of solution providers in the program to 200 by the end of the year.

"The program solves a lot of problems in how VARs and solution providers sell to the midmarket," said Jim Gregg, channel director of Intuits Mid-Market Group, in an interview with The Channel Insider. "In the past, customer needs were often not met. And solution providers were not provided with the right tools, and not measured against the right standards for success." Gregg also said that the new program needed to deal with the potential conflict between its own direct sales operations and the channel.

The program draws on elements of Intuits ISV program for QuickBooks, using customer satisfaction as a major metric for success. Commission rates for partners are based on their customer service rating, as well as for the volume and types of software sales they make. Intuit is also providing leads to solution providers enrolled in the program.

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