What is an ERP partner (VAR), and why do you need one?
Software companies are good at building software. They don’t install it, configure it, or learn your business. That’s what a partner does, and it’s why the partner matters as much as the product.
By Rob Griffin, Founder and Principal · Updated
- 1An ERP partner sells, implements and supports the software. The industry calls it a VAR: value-added reseller.
- 2The software company builds the product. The partner decides whether your implementation succeeds.
- 3Gold Certified tells you a partner is established. It doesn’t tell you who will run your project. Ask that.
Who does what
The simplest way to understand it.
- Develops and releases the product
- Hosts the cloud platform and security
- Sets licensing and pricing
- Certifies and supports its partners
- Learns how your business actually runs
- Configures the system and migrates your data
- Integrates your field and office tools
- Trains your people and supports you after go-live
Short answer: If Acumatica wanted to implement every customer itself, it would have to hire thousands of consultants who know construction, distribution and field service. Partners exist because ERP is not turn-it-on software.
What “Gold Certified” actually means
Acumatica ranks partners. Gold Certified means the partner meets Acumatica’s requirements for certified consultants, training and performance. Construction Certified means the partner has consultants certified on Acumatica Construction Edition.
Both tell you a partner is established. Neither tells you who will be on your project, whether they know your trade, or whether they’ll still be there after go-live. Ask those separately.
The 10 questions to ask any partner →
Dominate Solutions holds both.
How partners are paid, and why you should ask
At many consulting firms, consultants are measured on billable hours. That rewards exceeding the budget and adding change orders. And when the managers running your account don’t own the firm, losing your business doesn’t cost them much.
At Dominate Solutions, the owner is on your account. If a client relationship goes wrong, it costs us financially, professionally, with Acumatica and in reputation. That’s the point.
Why who you choose makes or breaks it
Universal Glass explains how the right platform and the right partner gave them a system they expect to grow on for the next decade.
“Acumatica can grow with us in perpetuity… I could see us 10 years from now being on the same system.”
ERP partner terms, defined
- VAR
- Value-added reseller. The software industry’s term for an ERP partner.
- ISV
- Independent software vendor. A company that builds add-on products that plug into the ERP.
- Account team
- One named group of people who work with you from the first conversation through support.
- Implementation
- Configuring the ERP, migrating data, integrating tools and training your people.
- Managed support
- Ongoing help after go-live: fixes, upgrades, new workflows and training.
ERP partner questions
What is an ERP partner?
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An ERP partner is the firm that sells, implements and supports ERP software for your business. Software companies build the software; partners configure it, migrate your data, train your people and support you after go-live.
What does VAR mean?
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VAR stands for value-added reseller. It is the software industry’s term for an ERP partner: a firm that resells the software and adds the implementation, industry knowledge and support.
Why can’t I buy Acumatica directly from Acumatica?
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Acumatica builds software and sells through partners. Implementing an ERP takes consultants who know your industry, and the software company would have to employ thousands of them to do it directly.
What does Gold Certified Acumatica Partner mean?
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It is Acumatica’s recognition that a partner meets its requirements for certified consultants, training and performance. It tells you the partner is established. It does not tell you who will run your project, so ask that separately.
Can I choose my Acumatica partner?
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Yes. You can ask Acumatica for a specific partner by name. If you are already a customer and want to change, Acumatica manages the change and usually offers a short list of options.
Start where you are. Six questions, and you’ll know which path fits your business.