The merely average need not apply.
Adam Ross, the new head of channel sales at NetSuite, is looking for not-your-everyday CPA firm resellers. And that says something about where the CPA market is going.
To be sure, the CPA community remains a core focus for NetSuite and probably always will.
But with NetSuite, which incorporates now a host of integrated applications, resellers will need to be well-versed in everything from debits-and-credits to customer-relationship-management and back again. Many CPA firms sell and service only accounting software, and low-end stuff at that.
If Adam's name rings a bell, it may be because he's been tending the VAR vineyards for about nine years, starting with ACT!, moving on to SalesLogix and arriving at Best before joining NetSuite, which has been funded by Oracle's Larry Ellison.
His views may a harbinger of the future. And certainly worth listening to. There may always be a place in the profession for CPAs who service entry-level software. But as clients grow, they'll need more. CPAs can choose to grow with them, or hand them off to other colleagues in the profession.
