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.