Acumatica Partner Program Now Targets Channel Service Providers

Services-only implementation and integration partners interested in provisioning enterprise resource planning to midmarket customers now may join the Acumatica partner program.

The news comes as the worldwide ERP market stands to experience 9.1% compound annual growth through 2029, according to Fortune Business Insights. Indeed, the projected totals for ERP demand are impressive. Last year, Fortune Business Insights valued the sector at $45.9 billion. By 2029, that number should reach $90.1 billion. Throughout those years, cloud-based ERP will prove the most popular delivery method. That should come as little surprise, given overall demand for cloud products.

As for what’s fueling ERP growth, the reasons come down to the increasing number and stringency of governmental requirements, as well as improving technological capabilities. To the first points, more regulatory bodies are mandating transparency and operational competence in business procedures. ERP platforms support those aims. Second, as technology evolves, organizations can integrate more of their existing apps with an ERP system. This allows them to flow more data through one interface for holistic insight, rather than trying to piece together information pulled from silos.

ERP Is Hot

For its part, Acumatica intends to capitalize on rising ERP demand, which correlates with the need for third parties (read: channel partners) to oversee the implementation and management of those platforms. To that end, the company this week launched its Services Partner Program. The Acumatica partner program already targets value-added resellers and independent software vendors. Now, services partners may join, too. This strategy “will bolster our partner program in a way to ensure each customers’ unique needs are being met,” said CJ Boguszewski, vice president of partner strategy and programs at Acumatica.

Importantly, services partners will work with Acumatica’s VARs and ISVs (think of that ecosystem concept). They’ll also be able to refer new leads back to Acumatica VARs.

We caught up with Boguszewski to learn more about the Acumatica partner program and its plans for channel service providers. The following is a lightly edited Q&A.

Channel Futures: What types of services partners does the Acumatica partner program target?

Acumatica’s CJ Boguszewski

CJ Boguszewski: We are targeting experts in ERP software consulting, development and customization. By adding another level of specialized expertise, we will be able to better serve our customers by providing them with expert sources to answer questions, support integrations and maximize their Acumatica cloud ERP investments.

CF: Why did Acumatica decide now is the time to add services partners to its channel efforts?

CJB: Acumatica’s growing customer base and continued focus on micro-verticals across industries have spurred us to become more creative in providing resources and support to our customers. By adding services partners to the mix, we supply a unique perspective to our customers on specialized areas of interest. With this program, each customer [gets] access to a trusted adviser across a range of specialties.

CF: What credentials do services partners need to join the Acumatica partner program?

CJB: Acumatica requests the following information to determine if an organization is well-suited to support Acumatica customers: the company, its focus, target industries, products, staff, revenue and experience in managed services. To qualify for the Services Partners Program, an organization must have a minimum of 10 consultants available to offer support to Acumatica customers at any given time. Customers can then select services partners based on the types of Acumatica certifications (or badges) the partner holds. This might include industry-specific certifications or product solution expertise.

CF: What certifications do these partners need to earn and why?

CJB: We will consider Services partners “industry authorized” after completing two successful implementations of an Acumatica cloud ERP Industry Edition. This is a designation that authenticates their technical knowledge and capabilities when implementing each of Acumatica’s Editions. The industry authorization process ensures that Services partners are well accustomed to Acumatica’s products and that they have the level of expertise required to fully support Acumatica customers.

CF: What incentives are you offering?

CJB: Acumatica Services Partners gain access to the materials required to earn certifications and badges, without having to become a full VAR. Instead of having to hunt for additional resources, VARs can view a robust pool of services partners pre-vetted by Acumatica. This accelerated view of opportunities helps VARs capture revenue from a rapidly growing market. At the same time, VARs can maximize billable hours. All the hours partners spend providing tech support to customers typically aren’t billable. If VARs rely on services partners to support customers, they will likely reduce their unbillable support costs.

CF: How have you structured the Services Partner Program?

CJB: The Services Partner Program joins VARs and ISVs to create an evolved program that provides customers with access to a range of partners who deliver specialized, high-quality services in their areas of expertise. After signing an agreement to join the program, Services partners can review educational materials and certification credentials. A Services partner becomes gold certified after earning nine badges. … As Services partners increase their number of certifications, they will earn higher utilization rates. These utilization rates demonstrate the Services partner’s expertise to VARs, which means they’re more likely to be chosen by the VAR to support customers.