Syspro: Start at the Beginning

Accounting Technology,  December, 2006  

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Resellers will have a happier ending if they concentrate on a better beginning in the sales process. That's the view of Joey Benadretti, president of Syspro US, which markets manufacturing software. And like Microsoft and Sage Software, Syspro wants to find ways to improve the skills of its channel.

In formulating a sales program, Syspro took a little bit from some of the many sales programs on the market. It sent three staff members to five different sales courses, while examining a number of others, and blended these approaches. Like the other vendors, Benadretti sees the need for resellers to be knowledgeable about the products that they represent because of the knowledge that buyers have accumulated about software. "People have been through three or four different systems," he says. "They know what they like and what they don't like." Syspro has put an emphasis on teaching its channel how to ...