General Consultant Discussion

Two months into the #NetSuite experience, and not much more to report. I've been working a lot with software companies, mostly in Silicon valley, and I really, really like the stuff that NetSuite does for revenue recognition. I haven't done anything in Manufacturing or Distribution, but a few of my colleagues are doing it, and they like what they see.

What's the sales process like - how many pitches vs closes do you make? plz back out the CPA customers who become Netsuite customers. Thanks

I don't do any sales right now, so I couldn't tell you anything about that. I'm working as if I were NetSuite corporate with NS corporate's customers. Once I know, I'll be sure and update you.

What does that mean? They give you customers to implement?

They have a well polished and focused sales process. They know their positioning in the marketplace. They create their own news. There are lots of resources. As a reseller, however, you're on your own. We are also taking a (painfully) slow approach to learning the product, focusing on distribution and manufacturing.

@MarkChinsky: That's exactly right. I have an @netsuite.com email address, and I participate in all their corporate meetings, etc. I work with the consulting side of things, and never even interface with sales. I don't meet the customers until the close is complete. @BobPfahnl: So true.

Interesting. Is this how the relationship was originally portrayed? What's the long term recurring revenue possibility if the relationship is between customer and Netsuite?

@AaronClark So is this a relationship the accounting firm you are with has with Netsuite and are there others? Are you basically paid an hourly subcontract rate to help them with corporate sold ERP deals? Do you ever get assigned to partner sold deals? Epicor has something similar with consulting only partners who are an adjunct to their own internal resources. Does Netsuite also have their own internal consulting team that bills customers directly?

NetSuite was upfront about everything. The contractual relationship (quote, agreement, subscription document, payment, etc) is between NetSuite and Customer. It is up to the reseller to maintain a consulting relationship, if appropriate. Resellers can sell subscription and NetSuite professional services and collect commission only (on subscription) if preferred. Resellers collect commission only and may have to resell the deal for a renewal. They market, sell, and implement direct. However, they may refer or share a deal if the prospect prefers onsite services. They say that over 50% of their deals are by resellers and growing.

So essentially the only long term relationship you're going to have with a customer is if you are providing a service which Netsuite cannot. I've seen this at IT Alliance meetings where CPA firms or Venture Capitalists had divisions which used Netsuite as a tool but not as their primary business focus.

At the same point, I know a professional services firm in NJ that makes millions being handed large projects from Salesforce.com

I'd be willing to bet that the services firm has some specialty making it more difficult to replace them with another generic trainer. That's what I'm saying.