I recently spoke with Craig West, NetSuite‘s channel chief about the newly minted partnership with Baker Tilly.

For those that don’t know, Baker Tilly is ranked a Top 10 international firm of CPAs and 13th in the US with a growing reputation in the consulting space.  It had been looking for a business applications SaaS partner and ended up selecting NetSuite. In this video, Carig explains the rationale behind the decision and provides insights into what Baker Tilly and NetSuite are doing to consummate the marriage.

During our conversation, Craig implied that Baker Tilly see this relationship as a way of providing cross and upselling opportunities back into its core compliance and wealth planning services. This makes a lot of sense. If what I am seeing is an indicator, then on-demand technology services are providing forward thinking firms with the opportunity of transforming their business models even as they encourage clients to do the same. That is the real power of on-demand/saas/cloud services.

As a side note, I should add that NetSuite was in a beauty parade that included SAPand its Business ByDesign solution. It turns out out that at the time of evaluation, SAP had not really got its channel strategy or assets in place such that a firm of Baker Tilly’s size and reach could easily buy into the ByDesign offering. That is rapidly changing and it would not surprise me to see that firm acting as a VAR for more than one on-demand provider.

More resources:
NetSuite, SAP, politics and agendas