NetSuite’s small business distributor, JCurve Solutions, has stepped up its push for more resellers and launched the JCurve Partner Network.
The move comes after the closure of the vendor’s previous lead Australian distributor, NetReturn, and its decision to take on a variety of strategic vertically-focused partners.
JCurve was formed earlier this year as a NetSuite partner.
CEO, Daniel Perry, was looking for an indefinite number of referral opportunities and select partners.
“A channel partner will be getting 15 per cent on renewals and when the customer upgrades they will get 15 per cent of the upgrade fee,” he said. “When advising your customers to evaluate the solution, that arrangement will be paying a commission on an annual basis.”
Perry blamed the channel community’s slow take-up of cloud-based solutions on the market’s lack of understanding and fixed views on technology.
“I think in the mid-market, it’s very challenging to be a small partner with the amount of competitors out there,” he said. “It’s also a timing aspect because the market has had to come to appreciate what the cloud is about. Being a part of a technology that companies are not comfortable with yet is a very difficult exercise.”
But Perry insisted this wouldn’t greatly affect the distributor’s chances of meeting its 5 per cent market share target across the business [ERP and CRM] market within five years.
“With what we’ve experienced with small business, we believe they’ll embrace it much faster because they actually don’t have the hang-ups. This is borne out by the fact that we’re being very selective with our customers and we’re nearing our 30th within four months worth of operations without doing any marketing,” Perry said.
A range of marketing strategies are being planned including publicity on NetSuite’s website and other measures worth several hundred thousand dollars.
Although NetSuite had its own direct sales team and a direct-to-indirect sales ratio of 80:20, Perry said the vendor was aiming at verticals and enterprise and would not compete with JCurve’s small business product or its partners.
“We are basically a sales and marketing organisation that has signed an agreement with NetSuite to have exclusive rights to a territory. They won’t bring another solution to market in this territory that competes with us and in fact its direct team passes small business leads directly to us,” he said.
“We want a combination of small and big channel partners operating in different territories. Our philosophy is to select the right partners and then back them in the marketplace.”