Great Plains sets its resellers straight

Great Plains sets its resellers straight

With a distribution model totally dependent on its channel, Great Plains Software (GPS) has obvious interests in the well-being of its partners. Demonstrating the belief that a healthy channel is a profitable channel, GPS has unveiled a business management and development consultancy.

GPS resellers have been distributing Dynamics -- a Microsoft Windows NT client/server financial management software package -- in Australia since 1989 and opened a Sydney subsidiary office during 1997.

However, according to GPS, most weren't running their business with an eye towards maximising profits and sales.

Paul Templeman, managing director of Sequel Technology in Perth, says before he started selling and developing GPS solutions his business had no core focus or direction.

"Great Plains showed me the importance of focusing on core products, professional sales methodologies and proactive business management. They're the only supplier I've dealt with which has a management consultancy unit.

"After partnering with GPS, we threw out 10 of the products we were selling to concentrate on a few. We have also received advice on everything from employee remuneration to business development."

For David Hassum, managing director of Brisbane-based Kendall Information Technology, the partnership development culture which has been fostered by GPS on behalf of his company has been of great benefit.

"Dynamics is strategic tool for us," says Hassum. "We think we now have the resources to become the premier Dynamics implementer in Queensland."

Great Plains Software

Phone: (02) 9900 3000

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