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NEWS

Death of Alan Bryant – long time Sage ISV and VP – co-founder of Macabe Associates with his sister Tina Ingallis.

Sage releases attendance estimates for Sage Summit Tour – a total estimate of about 17,000 people expected at the 9 events. https://www.sage.com/sage-summit/en-uk/pdfs/Final_Sage_Summit_Tour_London_Prospectus.pdf

Intuit Inc., the maker of TurboTax and QuickBooks, on Wednesday warned that a later-than usual tax season has cut into its fiscal second-quarter results, and that revenue and earnings for the period would be weaker than expected.

Still, Intuit said it expects the delayed revenue will shift to the third quarter, and the company left its full-year estimates unchanged.

Intuit said data from the Internal Revenue Service indicates that tax-preparation season is unfolding at a slower pace, with total returns processed through Jan. 27 down 33% compared with last year.

Intuit Inc. is expected* to report earnings on 02/23/2017 after market close. The report will be for the fiscal Quarter ending Jan 2017. According to Zacks Investment Research, based on 1 analysts’ forecasts, the consensus EPS forecast for the quarter is $0.16. The reported EPS for the same quarter last year was $0.13.

Read more: http://www.nasdaq.com/earnings/report/intu#ixzz4Y7zFhdhD

https://www.wsj.com/articles/intuit-says-slow-start-to-tax-season-crimps-second-quarter-revenue-profit-1486562025

Epicor gets serious , again, about channel program. Apparently led by Sally Craig, formerly of Sage (VP Sales, Partner Management for 7 years).
For example, with plans to expand channel certification for the Epicor Prophet 21® wholesale distribution solution in Canada and Latin America, partners with distribution industry expertise will be essential to support broader availability of the product offering.

http://www.prnewswire.com/news-releases/epicor-announces-channel-partner-program-enhancements-focused-on-growth-and-expansion-in-the-americas-300402344.html

 

EVENTS

SLA – Strategic Leadership Association – February 22-23, 2017 San Diego, CA – http://strategicleadershipassociation.org/conference/

Carl Gould will show you how to reclaim your status, and take advantage of growing market opportunities in the “4 Disciplines of the Professional Practitioner”

DISCUSSION TOPICS INCLUDE:
· Defining the 4 Disciplines of the Professional Practitioner, and how they apply to your current business
· Identifying the market opportunities that exist in each of these 4 niches
· Protecting your hard-earned and well deserved positioning by knowing which hat to wear…and when
· The single biggest mistake that you are making while advising your clients, and how to avoid it
· How to become the most trusted advisor to your clients

90 Minds – MOTM – February 23-25, 2017 San Diego

 

MAIN DISCUSSION

How to Find Good Customers

  • Baker’s law – the bad customers drive out the good customers
  • Start with the end in mind – what does a good customer look like?
    • Is there a particular industry?
    • Are there certain problems they have that you are uniquely positioned to help with?
    • A certain geography?
    • A specified budget?
    • Do you want break / fix work or strategic customers? (or both?)
  • Look in your current customer base
    • Are there opportunities to help that you can serve and they don’t know about your services?
    • Newsletters / customer events
    • Are there certain industries where you have built up experiences – possibly ask those customers where they get information (trade shows, magazines, key people, blogs, etc.)

Locating The Good Customer

  • Drip marketing – lead to close 6, 12, 24 months
  • Search in industries where you have references
  • Set a minimum criteria for pursuing – do you really want simple customers?
  • Minimum fee level brought up early and strategically
  • LinkedIn is a good resource if you put the time into legitimate groups and participate without selling
  • The web is a great place to share helpful information with your target customer
  • Email newsletter with helpful (not sales) content