Channel partners face a unique challenge when selling cloud-based accounting and finance software , customers think it is too cheap to deliver benefits .
Which technologies and innovations can make a difference to the channel market dynamics in the near future ?
Artificial Intelligence is set to deliver advanced automation of accounting and finance team processes . That might mean improving the reliability and accuracy of Optical Character Recognition technology by automatically capturing invoices and allocating suppliers . AI could also learn who is responsible for settling different invoices within the company , based on individual supplier details or invoice amounts , prepare them for approval and forward them automatically to that person .
Businesses can complement their core accounting solution with a few pieces of specialist software but should not rely on a network of third-party systems to underpin everything they do . If they find they are doing more tasks via third-party integrations and less in their core operating software , it is probably an indication that their core system is no longer fit for purpose .
Our partners add value here , too , by helping users understand this subtle difference and finding the best solution .
How can a channel partner disrupt the regional market and gain a leading competitive position ?
Resellers must really get to know their partners and align with their core values . This is our priority at Aqilla . 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 .
It is essential that resellers can be ambassadors , maintaining reputation , integrity , and brand . This creates a longstanding and loyal partnership that will propel both the vendor and channel partner to success .
Which non-competitive business do you admire for its channel drive and strategy ?
I would say Kluster , a revenue analytics and forecasting platform for startups and fast-growing businesses . Two friends of mine founded it , and I really admire how bold they have been . When they were starting up , they had been in conversation with several venture capitalists . They used those connections to find their ideal customers , knowing that the startups and growing businesses that the VCs were funding would benefit from the software .
How do you best like to de-stress and re-charge off work ?
I have a 13-month-old Labrador who takes up a lot of my time ! We do a lot of walking and camping . We also enjoy relaxing at our village pub and spending time with family . I have also just started a property renovation project , so I am kept busy outside work ! •
64 www . intelligenttechchannels . com