The Randy and Andy parties are must-attend events at Microsoft’ Worldwide Partner Conference and Convergence. But now, formerly loyal Collins Computing, by Steve Collins -but whose most visible representative is president Randy Forkner. the Randy of the party name - has become an Acumatica VAR. The company, whose ERP line was previously limited to Dynamics AX and GP, has been selling Acumatica under the radar and has already become a Gold-level reseller for the cloud company. This will get some people’s attention.
Microsoft has probably taken the lead in having the unhappiest VARs. That’s because Sage resellers are more resigned to fate. But with the decision to drop many of the certification requirements to carry Dynamics GP, NAV and SL, Microsoft illustrated problems faced by companies like Microsoft, Sage and Infor. All were built from aggregating unrelated products. All face the need to deal with aging technology and move to the cloud. Infor is different in that it has to pay off $5.3 billion in debt. But all have squeezed the channel to get more income.
In a major surprise to the channel, Microsoft has dropped strict requirements for Gold resellers that carry Dynamics GP, NAL and SL. The changes do not affect requirements for selling AX and CRM. The development, which reverses years of hiking qualifications to sell the products, makes it easier for smaller dealers to carry the three financial packages because they will no longer have to employ a required number of personnel in a variety of categories, which had increased the staff size VARs needed to play the Dynamics game. I'll ask Microsoft for a comment, but I'm not sure its PR people work Saturday nights.
Clifton "Johnny" Laurent has lost the game of executive musical chairs as Sage adjusted leadership for Sage HRMS and the group handling Timeslips and DacEasy. Laurent, VP and GM of Sage HRMS, joined Sage in January 2006 and had worked in the Employer Solutions organization since June 2009. His duties are being transferred to Henry Benamram who heads Small Business Solutions effective September 8. Benamram, who has spent 22 years at Sage, started in France and then transferred to North America in 2012. He initially had responsibility of for Sage One, the company’s cloud product of the future, as part of a Sage One North America Group.