General Consultant Discussion

Members, A recent posting started by Eric Anderson uncovered a topic that appears to be of significant interest to many in the 90 Minds community. The topic involves adding a new product to a company's portfolio. The conversation has touched many aspects of the process from selection, vendor competition, platforms, margins, adoption costs, and adoption methodologies (including partnering opportunities). Wayne Shultz pointed out in a post that there is an ITA conference scheduled to be held in Salt Lake City Utah on December 8th, 9th, and 10th. As some of us are members of ITA and plan to attend the conference, this might be a good opportunity for us to meet as a group and delve a little deeper into this topic in person. If you had not planned to attend the conference or are not a member of ITA, I would still encourage you to consider joining us in Salt Lake if this topic is of interest to you and your firm. If you would like to get together, please post a response here and let us know when you would be available to meet. If there are fewer than 7 of us, we will meet in the living space of a suite. If the group gets larger, we will either rent a meeting space at the hotel (with a cost share to members attending) or work with Eric Anderson of Eide Bailly to use meeting space in the Salt Lake offices. Regarding when to meet, conference attendees could be available on Sunday morning and/or afternoon before the conference. Those not returning home until Wednesday will be available from about 3:00 pm Tuesday. Additional options can be worked out for Saturday or Wednesday depending on interest. Again, if you are interested in getting together, please post here and we will get things moving. Thanks all.

I will be at the meeting from Saturday to Wednesday - and would definitely attend. I booked a suite so I would probably have room for people to meet in my room if the numbers were about 6-8 otherwise we can find a conference room and split the cost.

Having never been to an ITA meeting, what would be the benefit of actually attending the conference? Having looked at the registration, it seems to be priced the same as the Summit. I would be willing to come out if the conference had value to me.

I'll be here - it's a wonderful place to visit in December, or any time of year!

Jeff, I attended my first ITA meeting in the fall of 2003. Since then, I have volunteered on the on-site committee, the event committee, I have chaired an event, and am now the Social Committee chair and on the Board of Directors on the ITA. I tell you this to 1) to provide a background for my answer below, and 2) to provide full disclosure of my bias. The Information Technology Alliance is comprised of three primary groups of people; resellers like us, vendors (publishers, major product vendors, and vendors to the industry), and the CTO's from the 30 largest CPA firms in the US other than the Big 4. The VAR's (known as CR firms in ITA speak) carry products from a multitude of publishers including Sage, Microsoft, SAP, Intacct, NetSuite, Acumatica, and Deltek to name a few. The advantage of this model is that you get an unvarnished view of the market and publisher landscape. While many vendors/publishers are represented, you get a chance to get away from any particular vendor speak that seems to permeate so many other forums. (We are also members of SLAA. I'm not bashing SLAA in any way. We are big fans of that group as well. It's just that for me personally, ITA gives me a chance to get away from the Coolaide tent and get what I perceive as a more unbiased view on things.) Gary and I joined ITA shortly after completing the Sage Leadership Academy. We really profited from the SLA program and it made a huge impact on our personal growth individually and on our firm as a whole. At that time, SLA Alumni did not exist and there wasn't anything planned that we were aware. We did not want to lose the momentum be had built in SLA. So, we talked to our peers, particularly those in our SLA class, and the overwhelming recommendation was to ITA. ITA has been an awesome experience and investment for me as an individual and for CS3. The initial return was in the continuation of our growth in business processes. We were exposed to different ideas and viewpoints from other resellers, many of whom we looked up to as superstars in the vendor community. We found ourselves having philosophical debates over methodology, perceptions of vendor programs, product roadmaps, etc. This was our early payout and more than covered the cost of involvement. At the same time, we found ourselves rubbing shoulders with people we didn't know but looked up to based on their reputations in the industry. Overtime, not only did we make connections and learn from them, we found we were contributing equally to the conversations and being recognized for our input as well. (This actually helped us achieve part of a BHAG from our internal vision statement that we thought was ludicrous when we set it.) The contacts we have made and the relationships we have built across the country have been the long term (and unexpected) payout for us and dwarfs the early payout referenced above. Today, being part of ITA is as much about the relationships I have developed with friends and colleagues as what I learn at the conferences. Each conference is different and typically deals with a variety of topics. They range from management issues, firm growth, staffing issues, generational issues, marketing, sales, and technology updates. This coming meeting will be no different. I have attached a copy of the tentative agenda for the meeting for you to look at. Featured speakers will include Lisa Codispoti, Chief People Officer at Sage, Robert Anderson with the Gartner Group, Sam Allred from the Upstream Academy and Anderson ZurMuehlen, and Suzanne J. Peterson, PH.D, professor with Arizona State University's WP Carey School of Business. This is a long reply to a short questions but I told you early on that I have a bias. The value you derive from involvement in ITA is more based upon you objectives. If you want a great conference, I think it is worth the cost. If you want an environment to help you grow professionally and increase your sphere of influence, I think this is one of the best options available to people in our industry.

TL;DR: About 250 of the top IT people attend this. If you're tired of sitting down to lunch at Sage Summit with Ma and Pa Gum who are excited to be at their first conference and sell Sage50 out of their mobile home retirement community -- -ITA is a great place to get a much higher level of interaction with people at a MUCH higher level than you and me. Most of the top software execs are there year after year. I cannot say that I have always felt the sessions were terribly relevant to me but the value is in the connections and hallway networking. I try to go to one a year - though they meet twice.

@WayneSchulz I prefaced with ""I have a bias."" I should have said ""I have a passion."" I will try to be more twitterish in the future.

Wayne, are you making fun of my client base?????

Well, maybe... ;-) --- actually I've just had multiple interactions at Summit where the networking is not with someone in the same type of business. It's great to meet CPAS selling Sage50 to their customer base but I'm convinced that those skills are not super transferrable to a pure VAR model. At ITA there are many more relevant and experienced people who are willing to share ideas. Not all the sessions are home runs but you have a far better chance of paying for the entire conference through some knowledge learned either in a session or in the hallway.

OK, I haven't read the fine print regarding who can attend the ITA. Do you have to be a member? Can you attend under the umbrella of a member company? I am leaning toward attending but don't really want to join the ITA if that is a requirement. Need to do more thinking about it.

Generally you have to be a member though during certain meetings they allow non-members to attend to see what it's like. In most cases you can't attend more than once as a non-member. I am not sure if the Salt Lake City event is open to non-members. Usually if it is they make some type of announcement -- which I've not seen.

@WayneSchulz ITA has moved away from holding member-only conferences. They used to do those in the Spring. Now guests can attend any conference. I have asked Jo Ann Benzer for specifics on the guest rules but I am pretty sure that you are right on the one-time guest policy. Also, for those 90 Minds members who are part of DSD, I believe Doug made special arrangements with ITA for his group. @JeffSchwenk if you are part of DSD, I suggest contacting Doug to get the particulars on that arrangement.

@ShawnSlavin It's my understanding that conferences are absolutely members only - except you may attend as a non-member once to see what they are like. To become a member, you need to pay a one-time fee of $3500 (maybe more now) and then you need to pay the conference fees each time ($900?) you attend. It's really designed to keep smaller firms out so they don't have ""Ma and Pa Gum"" conversations as Wayne called them.

@PeterWolf as stated above, there is a one-time guest policy which allows a non-member to attend any meeting. The point I was addressing above is that, in the past, guests were not allowed to attend the Spring meeting. During that meeting, there were several topics covered regarding participating firm statistics that won't be shared outside the group. We have addressed this by closing certain sessions to only those members who contribute financial and performance information to these studies. Regarding the initial cost, I never thought of it as a barrier when considering participation initially. At the time we joined, I think we were a 6 member firm. The cost was addressed but we paid more than that to participate in the Sage Leadership Academy. To be fair, I don't think I would have paid it when I was operating on my own. In hindsight I know it would have been the best investment I could have made by helping me grow through collaboration, especially since I was operating on my own. However, today, tools like Social Cast help provide some of that networking. I just get more out of one-on-one, fact-to-face interaction. It may just be my personality.

BTW, I'm not pushing membership or even attendance to the ITA meeting. I just want folks to know they are welcome to join us before the meeting to discuss product expansion.

Thanks for clarifying Shawn! I hadn't realized that about the Spring meeting. Apparently, I'm super cheap ... $3500 plus the $900 attendance fee seems like a lot to me. :)

I plan to attend the ITA meeting. Haven't mapped out my schedule yet, I should be able to attend a Sunday meeting for sure. Will be flying out Wednesday morn. Thanks for arranging.

After you pay a joiner fee -- which varies depending upon the type of membership (Consultant, Vendor) then the annual fee is much less. For consulting firms it appears to be $750/year. If you are a vendor or sell to the type of person who joins ITA then the fee is much higher annually to renew. Here's the fee schedule https://www.italliance.com/eweb/DynamicPage.aspx?Site=ITA&WebCode=CONSTITUENCY

Ouch! There is a $4000 joiner fee PLUS $750 annual PLUS the individual conference fees. I would love to see an audit of their books - that's a lot of $$$ coming in.

It's like a country club. It's expensive to join and to be a member, but you make a lot of good connections with very bright and successful individuals.

@PeterWolf the $750 is for years 2 and on. There is no annual fee in the initial year. Regarding finances, have you ever put together a conference for a large group of people with multiple, simultaneous meeting spaces, meals, entertainment, etc? It adds up in a giddy up hurry. Having seen the books and been involved in the budget process for the first time, I can tell you that the group is definitely a not-for-profit organization. I have started a conversations with Jo Ann Benzer, Executive Director, and Stan Mork, President, of ITA regarding the 90 Minds group. If it gets beyond an initial conversation, I will hand it over to representatives of the 90 Minds group. I would do this for two reasons; 1) I'm fairly new and am not a full member and 2) as a member of the ITA Board, I have a conflict of interests. So, is a discounted membership opportunity of interest with the group and if so, who needs to lead the charge?

I would say yes though I cannot predict the number who might take advantage. I know the ITA meetings are convenient times to hold side meetings because unlike Summit you are in an atmosphere that is much smaller and it's not a 3 ring circus with people going off in every different direction. Thinking out loud I'd be very up for piggybacking ITA with some type of 90 Minds gathering - either formal or informal. The room rates have typically already been negotiated so we'd only have to find meeting space.

Thanks again @ShawnSlavin. I'm guessing the difference is that ITA puts on very nice conferences with good guest speakers. I'm used to cheese and crackers events. :) I think several members would be interested in discounted membership offerings. Hard to say specific numbers though.

I'd be interested.

@ThereseLogeais I will talk with Stan and get back.

I'm interested also. No dsd affiliation.

@ShawnSlavin - has there been any progress on this for 90Minders? I am very interested in attending.

I went to the last ITA conference and found it interesting. Good networking, good speakers, yada yada. The cost is high for a small company with a limited number of principals. At the price point, it seems better suited to a Client's First than most 90 Minds members. Salt Lake City in the winter before snow would not be my first choice.

@GaryFeldman, don't give up on the snow! I plan to ski Thursday, Friday, and Saturday at Park City prior to the conference. Don't go jinxing my snow! ;-)

Just an FYI, Rapid City, SD had over four feet of snow last week. Fortunately, all we had was rain!

Yahoo! Now that's more like it! This flatlander is looking forward to some downhill fun time!

if you enjoy the Christmas mood in a small/medium size safe city, Salt Lake is pretty nice in December. A lot of lights/decorations downtown, Mormon temple square is very festive - with new giant indoor/outdoor City Creek shopping center pretty much attached to Temple Square. You can also be up in Park City in about 20 minutes which is a great atmosphere in December. Skiing is hit and miss - a few years back our best skiing of the season was early December, but typically it's best in February. Shawn - if there isn't much snow, Park City might be your best bet as they probably have the most snowmakers, but if there is snow - I'd definitely make your way over to Big or Little Cottonwood canyons, about the same distance from SLC. Big Cottonwood has Brighton and Solitude (my personal favorite - never a lift line other than small ones on Saturday). Little Cottonwood has Alta and Snowbird. The snow is typically better at these resorts, less crowds, less money - incredible mountains. Inversion/smog is also hit and miss - if it's here that weekend I apologize in advance and you'll definitely want to get up in the mountains so you can see more than a foot in front of you.

@EricAnderson - Are you leading the 90Minds ski patrol that weekend???? Look forward to that sign up sheet if I don't have to pay the initiation cover charge.

@EricAnderson because we are there so early in the season, I intend to take all comers to Park City. They have snow making equipment and have scheduled opening day for Thanksgiving weekend. It may not be February powder but it beats skiing the Tulsa hills!

that's right - it's all relative! I grew up in Rochester, NY skiing on tiny hills of ice - even got a concussion once. There is no bad skiing in Utah :)

Given the very apparent lack of coverage that Sage 100 ERP has gotten in the last few Sage email broadcasts to the channel -- diversifying from Sage 100 should be top of the mind for key personnel at each member firm.

And not to mention, the ongoing walking of the plank of key Sage 100 support personnel....... Actually, my exist strategy is to retire......

Do we know how many 90 minders are going to ITA. I am still on the fence...

I only know of those who have responded here. Wayne and I have a call with ITA this week. Will let you know more after.

I am going if I can get the 4K fee waived for this conference. Might even have Shawn show me the top of a black diamond run before finding something easier to handle......

I am going - Leonard Smith is going. I think someone from Eric Anderson's firm - maybe even Eric is going.

Thanks for working with Wayne on this @ShawnSlavin . I'm thinking very seriously about attending. Are you still on the fence @GaryFeldman ?

we'll have Dan Milne and possibly Stuart Tholen from our firm attending ITA. I probably won't be attending ITA (but let me know if we're able to negotiate the cost down significantly and I'll give it a try) but I would definitely attend the 90 Minds meeting in SLC.

I am still on the fence. Seriously looking at joining ITA. Ski forecast is better than I expected.

@ShawnSlavin I just registered for the conference including skiing on Saturday. I haven't snow skied in 25 years before I tore my ACL, so hoping you can help me out on what I need to bring/do. I play ice hockey 3 times a week, so it should be a breeze right?

@BobKohlmeyer first, welcome aboard. Second, I haven't skied in many years and I don't play hockey. I don't even watch it on TV and I spend too much time on the sofa so skiing is going to be a challenge. You may have to carry me off the mountain.

Here is the agenda for Salt Lake City - most of the value to these conferences has been outside the classroom. https://www.italliance.com/temp/ClientImages/ITA/01dfeeb7-eaa4-4224-9493-4cd7fa2dd7b3.pdf

Just seeing that ""Adding a product"" session is led by two Info folks. I was more hopeful this would be a cross section of members.

There are a couple Large Firm sessions which look interesting - one is ""what's not working"" and another is on diversifying. Not sure if attendance to these is restricted to large firm members or if anyone can attend.

Not just 2 infor folks - Walt Goodfield (who is a straight shooter) and Bill Hammer who used to be my Sage contact for years. Bill had good insights that you could extract from his working with a large number of VARs over the year, but always had a what is good for Bill slant. I would suggest that we set aside a specific time to talk as a subgroup. Tuesday morning breakfast may be a good time after listening and gleaning.

I am interested in attending, but trying to understand what the avaialble options are. There is an early bird registration with a $100 savings through today, but that is only if a member. Non-member fee is $1,200. I don't mind paying for value, but it seems high. DSD affiliates can attend under a deal that has been reached. (Not me.) 90 Minds may have a possible meeting, but there is no negotiated deal for us to attend ITA. So, I can attend 1 time for $1,200, plus expenses, and after that would need to join. Are those the options?

Stay tuned for breaking news to be announced in the near future regarding 90Minds members attending.

I agree with @GaryFeldman regarding the guys from Infor. They are one of the publishers we have been talking to in our search for a 500 replacement. They have been VERY direct about their offerings and have had some really good advice regarding the process. They want to make sure the fit is right for both of us. It is definitely a two way street with them. Anyone else and I might be suspect of the forum and quite frankly, I've seen folks I expected to do well miss the mark and others knock it out of the part. I suspect you can get most any question answered regarding the process that you have and expect a straight answer. I'm in for a breakfast meeting on Tuesday to review.