NetSuite Inc. today extended its reseller channel with a unique arrangement bringing together an on-demand software
vendor and a national computer retailer.
NetSuite announced today that it is partnering with CompUSA and its Business Services unit, a 1,100-person direct-to-business salesforce.
"They came to us," said Kristen Brown, vice president of business development alliances and channel sales at San Mateo, Calif.-based NetSuite. "They wanted to enter the business applications space. Most of their customers were outgrowing these desktop applications. They leapfrogged into on-demand and understood the value to their businesses and chose NetSuite to be the catalyst."
CompUSA's Business Services organization operates out of the Dallas-based retailer's stores, but do not sell computers and accessories on the show floor. Rather, they sell products and services to small businesses, typically between 10 and 200 employees, Brown said. A typical service they provide today would include the installation and configuration of desktop PCs, servers and networks for a small business.
CompUSA will sell NetSuite's Small Business, CRM, CRM+ and full-suite applications and receive a portion of subscription fees.
The rollout of the program will begin June 27 in 10 stores across New York and Connecticut, Brown said. CompUSA will own the customer and offer NetSuite implementation services through the software vendor's local channel partners.
There is a limited period of exclusivity on both sides of the arrangement. CompUSA considered Siebel OnDemand and Salesforce.com's CRM Software as a Service before electing to go with NetSuite, Brown said.
"For a retailer like CompUSA, transitioning to be a service provider, I think this is tremendously compelling," Brown said. "The difficult thing about this SMB market is it's been so hard to reach. There are very few players who have scale, and with this Business Services division and the direction they're going, we're excited about the opportunity."