Zabala says target firms are “developed enough to have web site, to have a sales process.” As of mid-August, there were six active firms and “seven more that are ready to get started or evaluated,” Zabala says.

“This is an accelerator program," Zabala says.

Selected firms received access to a variety of technology stacks, both Sage and non-Sage. In exchange, they provide 20 client leads a quarter to Sage.

Asked how Sage will ensure that leads are not just 20 names sent over, Zabala says the company has a team to work with the firms. Also, the agreement is not legally binding. Sage can be flexible in dealing with firms which might not reach that goal in a particular quarter. Zabala cites one early entrant that only provide four leads in the first quarter but delivered 28 in the next period.

Bob Scott

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Bob Scott has provided information to the tax and accounting community since 1991, first as technology editor of Accounting Today, and from 1997 through 2009 as editor of its sister publication, Accounting Technology. He is known throughout the industry for his depth of knowledge and for his high journalistic standards.  Scott has made frequent appearances as a speaker, moderator and panelist and events serving tax and accounting professionals. He  has a strong background in computer journalism as an editor with two former trade publications, Computer+Software News and MIS Week and spent several years with weekly and daily newspapers in Morris County New Jersey prior to that.  A graduate of Indiana University with a degree in journalism, Bob is a native of Madison, Ind