Pastel Accounting Software has revamped its dealer channel, with the aim of providing better after sales support for end-user customers.
The changes introduce a new shortlist of trained Pastel consultants, with the status of "Gold Consultant", as well as a secondary tier of "registered" dealers.
"There is a market for qualified resellers and consultants to get involved with the product on-site; because of their knowledge they can genuinely provide value added services," said Kevin Leif, Pastel's recently appointed managing director.
"The Gold Consultant status is really a case of wanting to appeal to those dealers and resellers who feel they can offer a client a bit more; they are not just a buyer and seller of software, they are actually a value-added service provider," he said.
Gold Consultants will be trained by Pastel, and will have at least three references from clients recommending their services both in the on-site installation and overall knowledge of Pastel software. All other Pastel resellers will fall into the "registered" dealer category.
The dealer channel reclassification follows a change in Pastel's pricing, and the repositioning of its product range to differentiate between its two markets - retail and reseller.
Leif said Pastel released its SOHO accounting product last year as a retail solution, marketed as an off-the-shelf first-time small business accounting system.
Repositioning the range
"That has let us reposition our Pastel Partner range at the $1000 to $3000 level, equivalent to Attache and Sybiz. That is the sort of level it is now at, in all but price tag."
He said the Partner range is aimed at medium-sized businesses, from five to 100 employees in a multi-user environment, where it would not be their first accounting system, but rather one which they have grown into.