Before launching the newest upgrade of the BQE Software’s reseller program, we talked a lot with BillQuick Advisors, other resellers, and industry experts. The conclusion was that advisors today are far less inclined to invest substantial time and money in every product they need to help their clients. They want product and market knowledge. They want to be comfortable with a company’s solution, but they do not want to spend hundreds of hours and thousands of dollars.
Most advisors today reserve such investments for their core or “primary” solutions. They view products and services for “non-primary” solutions as resources to tap as needed. “Non-Primary” solutions are ones critical to a client’s business, but that the reseller has not invested substantial time and money. The application may become “primary” over time.
Of course, other advisors want to make a new solution part of their “primary” or core solutions. They want to expand their skills and knowledge to include BillQuick as a key focus in their business.
BQE Software offers partnership paths for both types of advisors.
Certified Advisor Partnership
The BillQuick Reseller Program is for the large majority of companies as noted above. These companies want fast, efficient and effective certification training that focuses on making its BillQuick Advisors comfortable with BillQuick. Their advisors should:
- Know when BillQuick is a good candidate.
- Know what products and services are available and where they fit with target markets and in various situations (e.g., remote and outsource staff).
- Understand the basics of time and expense entry.
- Understand billing options and flexibility.
- Understand how BillQuick’s time, expenses, billing, and other features save time and effort.
- Understand target market differences so the right products and services, their benefits and features are emphasized.
- Understand the basics of integration between BillQuick and QuickBooks, Microsoft Office Accounting, Peachtree Accounting and MYOB Accounting.
In other words, a reseller’s Advisor should know what BillQuick resources can serve their a client.
So, how does an advisor make money?
- Commissions – BQE Software commissions advisors on products as well as training, consulting and custom report/invoice services. Once certified, advisors also receive commissions on technical support contracts and upgrades. Advisor training focuses on what’s needed to recognize opportunity, give good advice, and close the sale.
- Value-Added Consulting – BillQuick is the not beginning and end of what a client needs. An effective advisory engagement with a client involves workflow discussions and needs analyses to make sure BillQuick is right for the client and to a great extend, layout a good part of the plan for implementation (optimizing BQ, customization, etc). A certified advisor’s training plus direct and indirect experience (e.g., blog articles, webinars) provides a solid foundation that facilitate value-added consulting.
- Implementation Management – BillQuick needs to be implemented. More than simple installation of software, this involves data conversion, setting preferences before deployment, training and more. Some advisors do most of the implementation process using internal resources and available documentation. Most manage the process while outsourcing implementation tasks to leverage their time and compensate for less experience. Outsourcing may be to a local IT or other expert and/or to BillQuick Consulting (which can handle most consulting on-site or remotely). Your client pays you for the valuable service of expertly managing implementation (rather than them assigning someone to do it, taking time away from billable activities).
Value-added consulting and implementation management are natural parts of being a client’s advisor.
Certified Trainer Partnership (Coming soon)
BillQuick Resellers who want to make BillQuick part of their primary focus will soon have the opportunity to add a new component to their partnership with BQE Software – BillQuick Certified Trainer.
The BillQuick Certified Trainer Program is in development now.
Certification is the only way to ensure that individuals have the requisite skills and in-depth knowledge required to effectively train their clients and others. Individuals granted the title BillQuick Certified Trainer will be tested and proven. BQE Software will call on the best and the most willing to conduct online and on-site trainings for BillQuick customers. Because this involves a greater commitment of time and money, commissions will be higher.
Watch the blog! When the BillQuick Certified Trainer Program is ready, you will receive an announcement.
