NetSuite campaign to tempt Microsoft VARs
Software vendor employs aggressive recruitment strategy to lure rival's channel partners
Software vendor NetSuite is looking to poach resellers from arch-rival Microsoft with a targeted channel campaign.
NetSuite has unveiled a range of perks, such as free training and higher margin for Microsoft resellers requiring additional on-demand software to compliment their existing Microsoft legacy client server applications.
Martin Painter, international channel sales director at NetSuite, said the programme was targeted directly at Microsoft’s resellers.
“We are trying to entice Microsoft VARs because they are of the standard we want. We also offer an integrated on-demand complete solution that Microsoft doesn’t yet offer.”
According to figures from Net-Suite, its on-demand ERP, CRM and e-commerce divisions grew by 100 per cent last year. However, the vendor claimed that in contrast, Microsoft’s business applications offering grew by just six per cent last year.
A Microsoft representative told CRN: “With 110 accredited CRM partners in the UK, and a further 300 expressing interest in joining the Microsoft Partner Programme, we are in a strong position to offer customers in all industries the solution which best fits their business needs.”
In the UK, NetSuite has already had success with Hampshire-based IT consultancy Nolan Computers.
Tim Nolan, managing director of Nolan Computers, told CRN: “We have signed up with NetSuite in addition to Microsoft Great Plains. It was a decision based on the NetSuite system which seems like the future. Microsoft doesn’t have an offering in that space.”
However, Nolan stressed that Microsoft was likely to launch some form of retaliation in response to NetSuite’s reseller expansion tactics.
“Microsoft will review its hosted strategy at some point. However, NetSuite will see more VARs moving over to it as it presents an enormous sales opportunity that Microsoft just doesn’t offer,” he said.