Resellers must really get to know their partners and align with their core values . We take an innovative , modern , and easy-to-use approach to our accounting software , so we are looking for partners who really get us and share our passion in delivering this to the end users , says

MARK SIMMANCE at Aqilla .

Mark Simmance is Head of Partnerships at Aqilla , a cloud-based accounting and reporting software vendor . It is all about managing and supporting partner relationships and actively recruiting new partners .

The move to Aqilla at the start of this year marks a strategy shift for the company because , although we have always had partners , we are keen to have more proactive engagements with them . We have also launched a new partner programme , which I oversee . We have taken a tiered approach to provide tailored help and support to our partners based on their experience , client engagement , and technical support requirements .

What are your strengths and abilities that you bring to the above role ?

Simmance understands what motivates partners and how to engage with them . It is all about coaching and communication to align

The major opportunity in the accounting and finance market revolves around the cloud and begins as an education piece . our objectives . Good partner relations come down to listening to and acting on feedback to create a mutually beneficial environment .

Having previously worked as a channel manager , I feel confident in engaging partners in a way that makes sure we both get the best out of our relationship and can deliver a stellar experience to our customers .

Please describe the opportunities and challenges that exist for channel partners in your market ?

The major opportunity in the accounting and finance market revolves around the cloud and begins as an education piece . Too many organisations believe they are using cloudbased accounting and finance solutions because they can log in on any device , anywhere in the world .

But they are still accessing their software via server-hosted platforms . That means they are not experiencing true cloud benefits , such as quick reporting , advanced process automation , timely access to new functionality , automatic updates , easy implementation , and maximum uptime .

Channel partners face a unique challenge when selling true cloud-based accounting and finance software , customers often think it is too cheap to deliver benefits . To compound the problem , those in charge of sourcing new accounting software are often given a budget based on spend it or lose it .

This means they are less likely to go for a cloud-based software solution that costs a fraction of their budget . So , there is still work to be done to raise awareness of the benefits of cloud-based accounting software and set the expectation that these advantages can be delivered at a lower price point .

Mark Simmance , Head of Partnerships , Aqilla

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