A channel play for SaaS in 2006


Until now the only one-stop shop for a CTO was an Oracle or an SAP. But for SMBs, working with them is a daunting task, says Robert Jurkowski, CEO of Intacct. Intacct works with industry-specific market-makers, such as Achieve Healthcare Technologies in managed health care and RealPage in property management, to offer packaged SaaS solutions.

Companies such as Intacct, IQNavigator, and Jamcracker will help the VARs create packages they can "just slam through their channel," Brent Arslaner, vice president of marketing at Jamcracker, says with great relish. If anyone thought Oracle and SAP were going to dominate the kingdom of business software, they had better guess again. The coming SaaS channel will redraw the map.