After nearly two decades of selling direct accounting software, vendor and hardware integrator Corporate Task Force has set upon a channel model that brings a new meaning to the expression channel partners.
"We really haven't pursued a channel model previously, because we had put it in the too hard basket," said Clive Rainbow, Corporate Task Force director. "We understand that resellers have to work in a competitive market, but we had always found it difficult to find resellers that were committed enough to our products to give them the attention they needed."
However, steady growth had left human resources thinly spread across a vast geographical and professional plain.
"In order to grow, we either needed representatives in the other capitals or we needed to approach the channel," Rainbow said.
Working on the concept that independence and responsibility go hand in hand, Corporate Task Force decided to open its code and encourage resellers to take an active role in the development of new applications.
"We are offering a Cooperative partnership that looks more like a franchise model rather than a traditional reseller, vendor relationship," he said.
According to Rainbow, each Corporate Task Force reseller would retail 90 of every software sale and 100 per cent of their service revenues for installation, training and support, as well as profit from hardware sales associated with the installation of the software.
Ten per cent of all sales will be retained by Corporate Task Force to cover Web site marketing and sales support.
At this stage, the partnership deal stands with the Corporate Task Force accounting and business process management package, TradePac and associated industry variations.
"We are keen on encouraging a partnership model that allows us greater geographical reach and provides partners with their own legal identity and responsibility for their own affairs," Rainbow said.
According to Rainbow, Corporate Task Force channel partners will need an understanding of accounting practices, and preferably have an interest in software development.
"We are looking for people who will be able to use the code to create their own solutions," Rainbow said. "Either they can take the source code and continue to do their own thing or they can work on with the different industry specifications we are developing all the time."