Attention Resellers, you can now host the "Overview of the Top Ten Accounting Software Products" seminar in your home town. Simply schedule a date and secure a meeting facility and we will come to your home town and deliver a turn key seminar featuring an overview of the Top Ten Accounting Software Packages. These seminars have been very successful over the past three years and have resulted in numerous leads and closed sales. We will warn you up front - every reseller that has sponsored this event has scheduled additional seminars - there is a 100% chance that you will do the same. This page provides information about this seminar. To register, call Mary Lou at 770.734.0950.

Seminar Objectives:

The reseller seminars are designed to pull prospects in the door. Most resellers report that it is fairly easy to fill the room with qualified prospects (based on reseller seminars conducted over the past three years, typically between 18 to 44 prospects attend with a low of 9 in Denver just after 9/11, and a high of 79 in Dallas and 70 twice in Atlanta). Once the prospects are assembled, the reseller kicks off the program and introduces the keynote presenter. The next several hours are spent demonstrating key features and factors, as well as the strengths and weakness of the top products. This approach establishes credibility with the audience. During the presentation, the primary objective is to provide your prospects with good, accurate, independent information about the top products and make sure that they are 100% satisfied with the seminar. Aside from this primary objective, our five objectives are as follows:

1. Educate the audience about the pitfalls of vertical solutions. Basically we believe that vertical solutions are usually a very poor choice. Products designed specifically for particular industries such as construction, printing, churches, etc. are usually inadequate in many areas. Instead we recommend that they choose widely distributed, well-proven products instead such as Navision, Axapta, MAS 90, Great Plains, ACCPAC, MAS 500, Solomon, and others. For a more detailed discussion of the vertical software information we typically convey, click here.

2. Educate the audience about the benefits of customization capabilities. We accomplish this by demonstrating customization capabilities in several top products and discussing the implications. We point out that businesses are typically far more satisfied with products that are easy to customize than with those rigid products that are not as flexible. For a more detailed discussion of the customization message we typically covey, click here.

3. Educate the audience about the trend towards avoiding the traditional ERP systems such as Oracle, SAP, PeopleSoft, etc. We basically explain that the traditional ERP solutions are just bloated, over-priced, extremely difficult, hard to customize solutions compared to the newer, leaner meaner solutions such as eEnterprise, MAS 500, E by Epicor, Microsoft Axapta, Macola ES, or Navision Attain. For a more detailed discussion of the ERP message we typically covey, click here.

4. Educate the audience about the importance of working with a proven, reputable reseller. The fact is that the reseller is the most critical element to a successful implantation. In our seminar we point this out and take time to promote your organization as a top-notch reseller. (We only work with top quality resellers whom we have performed due diligence on and have found to be reputable.)We explain the importance of working with an experienced and proven reseller. We accomplish this by telling reseller war stories and by providing a table prepared by Deloitte Touche that ranks the reseller as the number 1 factor. You can see the summary results of this study by clicking here.

5. Educate the audience that the top products we are discussing are the best solutions in the marketplace. We accomplish this by discussing the key attributes to look for in an accounting package which include not only the features, but the product’s underlying technology, the company behind the product, add-on applications, distribution channel, product support, product stability, and a large existing customer base. You can view our top forty accounting software product listing by clicking here.

Product Weaknesses:

It is important to note that we cover key weaknesses for all of the products and resellers in general. We do this so that the presentation is fair and balanced, we do not want the presentation to come across as a sales pitch - because it is not a sales pitch. In fact, there will probably be people in the audience whom we refer to products other than the ones you sell (of course we do this only if we truly believe another product is the best way they should go). In other words, we try to put the audience first, even though the reseller sponsors the seminar. We want to be up front about this. We do think that this is a very effective approach to take. With these comments in mind and all things being equal, we will make every attempt to steer the audience towards the reseller and the reseller’s products but only when it is appropriate to do so. (It helps that we only work with resellers who sell the top products).

Audience Satisfaction

To date the prospects have all seemed to be very satisfied with this approach (according to the evaluations). This event gives a good opportunity for the prospects to meet the reseller, and start a working relationship in a favorable environment. We only work with top quality resellers whom we have performed due diligence on and have found to be reputable. Accordingly, we do our best to imply a credible endorsement without crossing any boundaries. After the seminar, we offer to support the reseller with their efforts to work these prospects by doing whatever reasonable measures the reseller asks of us to such as making phones calls, sending follow-up information, sending an e-mail, or even visiting the company. Ultimately, we want the prospect to be glad that they attended the seminar and if it makes sense, we want the prospect to work with the sponsoring reseller. The ratings to date for all evaluations tabulated for all seminars are as follows (5 = excellent, 4 = very good, 3 = average, 2 = below average, 1 = poor):

Seminar Results 

We have been delivering these seminars for almost three years now, and all indications are that these seminars have been highly successful for resellers and attendees alike. Take for example:

$ Tom Wimberly of Compusystems of GA (Microsoft Navision Attain Reseller). In January 2002, Tom Wimberly explained that the three seminars they conducted in 2001 represented the basis for their entire marketing effort for the year - and that these three seminars produced all the work they can handle. Tom went on to say that they were on the verge of closing three deals as a result of the reseller presentation we delivered on their behalf on October 17, 2001. In addition to the leads generated by the seminars, Accounting Software Advisor has also provided CompuSystems with numerous other leads which have resulted in closed deals. Because we do not sell products ourselves, we pass the leads we generate on to resellers who are working with us. Update: On July 24, 2002, Tom indicated that they were in the process of closing two additional deals provided by Accounting Software Advisor. We now conduct a seminar for CompuSystems each month. Update: On January 7, 2003, Tom Wimberly reported that 2002 was the best year their company had ever had, with increased sales of more than 50% higher.

$ BKD in Indianapolis, IN - In May 2002 BKD sponsored it's first reseller seminar in which 34 prospects attended. I was told that there was $1.5 million would of opportunity sitting on just one side of the room. BKD ended up closing a $600,000 deal within 3 months based on a lead I steered towards them, and they have scheduled additional seminars, including seminars in other cities.

$ CBSI in Dallas, Texas - On October 24 we conducted a seminar for CBSI in Dallas, Texas and had 79 attendees - the registration was closed due to room capacity. The Microsoft regional manager who attended told me that it was the largest attended prospecting seminar he had ever seen in more than 10 years.

In essence these seminars work because the resellers are able to leverage our name to bring prospects in the door, after which we knock'em dead with  high quality information. Prospects tend to leave the seminar with a good idea as to which products will best meet their needs and we tend to help accelerate the sales cycle as prospects feel much better about moving forward. 

Our Fee 

Our fee is $4,000 plus travel expenses. We provide the projection system and computer systems at our own expense. It is our understanding that this fee currently qualifies for co-marketing funds for all ACCPAC, Navision, Axapta, Great Plains and Solomon resellers...and Best Software informs us that they are implementing a plan to also provide co-marketing funds to help cover the cost of these seminars.

Best of all, there is no cancellation fee. In the event that the reseller decides to cancel the event for any reason, they may do so without penalty - even the day before the event. We will only bill the reseller for any actual airfare or hotel penalties we incur (if any) as a result of cancellation.  

Because we believe in our seminars, we charge no cancellation fee. Think about this for a minute. This means little or no risk for you the reseller. Let's say that you schedule a prospecting seminar in your area two months from now. Both your organization and ours immediately start promoting the seminar. If our joint efforts fail to produce an adequate size audience, simply cancel. Your lost expenses may include minimal airfare and meeting room cancellation fees - but little more. The marketing efforts you will have invested to date are not lost - you will still be able to pursue any leads that were generated as a result of the seminar promotion via one-on-one meetings.

Facilities & A/V Required

Resellers must supply a meeting room with dimmable lights and projection screen at least 8 feet wide, or wider. Ceiling heights must be at least 10 feet high, or higher. There should be no windows or skylights (unless blackout curtains are provided). You must also provide internet access (either phone line or high speed). We provide the computer systems and projection systems. We travel with our own cables, power cords, and back up computer systems. You can view a suggested room layout by clicking here.

Participant Materials

We will provide you with an electronic copy of the materials which you must reproduce. You are free to add or delete as much content to the materials as you desire, and you are responsible for printing the materials for the attendees. 

Timing, Etc.

The specific start and end times are up to you. You may choose to conduct 3 hour, 4 hour, 5, hour or 6 hour, or 8 hour versions of the program - our fee is the same regardless of the length. You may conduct a morning session or an afternoon session. If you exceed 4 hours, it is typically customary for you to provide lunch to the participants. For this reason and other reasons, many resellers choose to host a 4 hour seminar. In this case, we recommend the following schedule:

8:00am - Continental breakfast & registration
8:30am - Introduction by reseller for 10 minutes, then introduce the presenter.
8:40am - Overview of the Top Ten Accounting Packages - live demonstrations & discussions
10:00am - Break
10:10am - Overview of the Top Ten Accounting Packages (continued)
11:30am - Break
11:40am - Overview of the Top Ten Accounting Packages (conclusion) (Q&A)
12:20pm - Reseller's Closing Comments
12:30pm - Participants complete evaluations
12:32pm - Door Prize - (Usually a brand new 21-speed bicycle)
12:35pm - Adjourn
12:35pm to 1:30pm - Speaker and Reseller meet informally with prospects as desired

Optional - You may want to provide lunch for your guest.

CPE Credit

Our organization is NASBA certified (National Accounting Standards Board of Accountancy), which means that our presentations automatically qualify for CPE credit in your state. This is important because CPE credit is a great incentive for attracting local area CPAs. As you are probably well aware, close relationships with local CPAs have long been proven to be the best source of steady leads and closed deals throughout the last 15+ years. If you would like this presentation to count for CPE credit in your state, please let us know. There are certain procedures that we will need to follow to comply with NASBA guidelines (ie: seminar promotional materials will need to contain specific wording and the NASBA logo, we will need to collect and keep evaluations, and, participants must receive a certificate as a conclusion to the seminar.)

Seminar Fee 

• Some resellers choose to provide the seminar free of charge to all participants. This approach usually results in higher attendance, but a lower percentage of qualified leads. This approach is recommended if you have a bigger room available to you, and you are interested in developing relationships with local area CPAs.

• Some resellers charge an attendance fee of $50 (to make sure the prospect is interested and qualified).

• Some resellers charge a course fee of $200 a person, with a $100 early bird registration fee, but are quick to provide them with a $200 off coupon if they are good leads and they really want them to come.

• Some resellers invite prospects to bring their CPA along for free.

• Some prospects target CPAs and invite them to bring their prospects to the seminar - they promote the concept of "Spending a morning with your favorite client, while earning four hours of free CPE credit to boot".

• Some resellers allow prospects to bring up to three additional people in their organization along for free.

Products Featured

The actual number of products featured will depend on the length of the seminar, the interest and needs of the participants, and the questions asked by the participants. In general, we are prepared to demonstrate and/or discuss the following primary products, although we do not always get to every product:

• MAS 200 (Best Software)

• Great Plains Dynamics (Microsoft)

• Attain (Microsoft Navision)

• MAS 500 (Best Software)

• Great Plains eEnterprise (Microsoft)

• Axapta (Microsoft Navision)

• E by Epicor (Epicor)

• ACCPAC Advantage Series (ACCPAC)

• Impact Encore (SysPro)

• Macola ES (Exact Software)

• Solomon IV (Microsoft)

• TRAVERSE (Open Systems)

• ACCPAC Pro Series (ACCPAC)

• Oracle Small Business (NetLedger)
• BusinessVision 32 (Softline)
• SouthWare Excellence Series (SouthWare)

Concepts Covered

We typically focus on some of the following topics (Depending on the audience needs, and time availability.) There is not enough time to cover all of the products mentioned above and all of the concepts listed below. Seminar content is typically dictated by audience needs.

•  The Selection Process - A Step-by-Step Blueprint (10 minutes)

•  Selecting a Reseller, Tips for Finding A Good One (3 minutes)

•  Pricing for Accounting Software (3 minutes)

•  The Problems with ERP Solutions (8 - 10 minutes)

•  Manufacturing Solutions (15 - 20 minutes or more)

•  Distribution Solutions (15 - 20 minutes or more)

•  The Pitfalls of Vertical Market Solutions (7 - 10 minutes)

•  Not for Profit Solutions (10 -12 minutes)

•  Reseller Fees, Tips for Getting the Most Out of A Reseller (5 - 7 minutes)

•  Financial Reporting Concepts (14 - 16 minutes)

•  FRx Financial Reporting (8 minutes)

•  Product Look & Feel, Screen Design (8 - 18 minutes)

•  Crystal Reports (6 minutes)

•  Supply Chain Solutions (8 - 12 minutes)

•  Linking Your Accounting Software data to Microsoft Excel (5 - 7 minutes)

•  Customization (Overview, Importance, Tools, Examples) (15 minutes)

•  Remote Access (Citrix, Microsoft Terminal Services, pcAnywhere) (10 - 12 minutes)

•  E-Commerce Solutions (15 - 20 minutes)

•  CRM Solutions (Siebel, Sales, Logix, E-Synergy, More) (8 - 12 minutes)

•  Payroll & Human Resource Solutions (Abra, PeopleSoft, Lawson) 6 - 8 minutes)

Materials

We provide you with a 90+ page manual which you can add to or alter, and reproduce for distribution for your participants. Click here to download a current copy of the participant materials.

Marketing

It is the responsibility of the reseller to promote the event locally and attract attendees to the presentation. Telemarketing and mailers are typically used to promote the presentation. We feel that a short radio spot the week before the event would also be effective, but to date this has not yet been tested. Many resellers report that if you can convey the concept that the seminar features a nationally recognized presenter covering the top ten products, then the seminar practically sells itself. It is also helpful to steer the prospect to the Accounting Software Advisor web site as this helps establish credibility and will increase the prospect's desire to attend.

Most resellers send out about 5,000 brochures, but that varies widely. Assuming a response rate between .005%, this would attract 25 prospects. However the actual number you send should depend on your location, the target and quality of the mailing list you use, etc.

If you can find a mailing list of customers buying corrugated boxes, this particular list yields very high results, as much as a 4% response (according to Cindy N. of ACCPAC in 1989). You may want to send to the Partners of CPA firms in your area as well, or send them a separate mailing along with two free tickets for free attendance that they could use themselves or pass along to a client.

Click here to see the e-mail blast announcement which helped fill the room in Dallas, Texas on October 24, 2002 

Click here to see sample brochures

Please be aware that we collect evaluations from each participant who attends these seminars and they indicate that the top reasons they attended were due to telemarketing and word of mouth. Telemarketing was used to follow up on the brochures and is a very important aspect of marketing this event. Word of mouth usually follows those companies that sponsor this event repeatedly in the same location.

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