June 17, 2005

The oldest adage in the language of business states, “Time is money.”Those words are so true in our line of work. It’s critical to focus your time on your most profitable services – sales, implementation, consulting and customization. When time is limited, resources are tight and your focus is on meeting the demands of your customers and your sales forecast, training may not always be one of your top priorities. But, to our customers, it remains one of theirs.

Forging an alliance with a Best Software Authorized Training Center (ATC) is a great way to offload the process of training customers and improve revenue. You may currently look upon ATCs as competitors. You may even fear that sending customers to them for training takes money out of your pocket. That’s not the case. A primary objective of the ATC Program is to provide a non-threatening environment for your customers. In addition, an ATC alliance has tremendous value for your business, including:

Improves Customer Satisfaction – A well-trained customer is a happy customer. The certified instructors at our ATCs have the proven curriculum, patience and skill set needed to ensure your customers get the instruction they need to maximize results.

Opportunity for Prospective Customers to Test Software – Sending customers to a training course to evaluate a new solution is a perfect sales strategy when you need a little help sealing the deal.

Additional Sales Opportunities – Training attendees frequently ask how they can improve a particular process or task. Trainers will always suggest they contact their reseller to help them determine what modules and solutions can help.

Assists You in Closing Deals – Training is a factor in many customers’ buying decisions. The assurance that there are training opportunities nearby puts their mind at ease. Even just mentioning that a nationwide-network of ATCs is available to assist can help assure potential customers of the training options available to them.

Provides a Great Way to Get Feedback – Class attendees frequently share stories about their interactions with business partners. If negative feedback occurs, customers are encouraged to contact their business partners directly and, when appropriate, the ATC will contact you directly.

Partners who already have an alliance with an ATC aren’t shy about sharing their feelings on the subject. They give it a clear thumbs-up. For example, Friendly Solutions, an authorized business partner in Atlanta, says sending customers to the local ATC leads to happier customers that they can point prospects to when they ask for referrals.

We encourage you to review the enclosed ATC Classroom Code of Conduct, which outlines the guidelines for forming an ATC and Partner Alliance. For more productive and happy customers – the type of customers who are excited to serve as a reference for your business, call 800-944-4299today to learn more about how to form an alliance. Or contact the ATCs in your area by simply referring to the ATC listing on the back of the ATC Classroom Code of Conduct.

Best Regards,

Kevin Rooker

Vice President, Channel Sales

Accounting Solutions

Best Software, Mid-Market Division