Intuit Inc. (Nasdaq: INTU) is restructuring its Construction Business Solutions sales channel into a regionalized network of solution providers. The change will provide greater support for customers using Master Builder construction management software and enable Solution Providers to build their own businesses for long-term success.
The new approach gives Solution Providers responsibility for customer sales and service in geographic territories and creates regionalized teams of resources. Intuit will commit its internal sales efforts to channel development to give Solution Providers the tools, product expertise and technical support necessary to provide better service to new and existing customers. This will further enable the Solution Providers to build their own successful businesses.
"A geographically defined channel strategy strengthens our sales and support processes and offers broader and deeper customer service," said James Gregg, director of sales for Intuit Construction Business Solutions. "With teams dedicated to specific regions, Solution Providers can develop and grow their own businesses. And customers can count on a committed team of experts who know their businesses and understand the dynamics of the local market."
Intuit's decision to change its sales strategy is based on its commitment to serve the construction industry and to provide a consistently positive customer experience -- from sales start up through implementation and upgrades. Solution Providers will operate and develop regionally specific sales and marketing plans and will continue to collaborate on implementation, training, technical support and business consultation with locally based Master Builder ProAdvisors and Authorized Associates, who round out the Master Builder channel.
Benefits to Stakeholders
By dedicating Master Builder resources to specific regions, each of the following stakeholders will benefit:
- Contractors: Receive expert services from individuals who are familiar with the local business climate and who can offer the kind of onsite service and support many contractors prefer.
- Solution providers: Greater opportunity to build their business for long-term success through regionalized efforts and ongoing customer relationships.
- ProAdvisors and Authorized Associates: This influential group of consultants, business advisors and accountants will have a dedicated "go-to" person in their region to collaborate on sales and the overall customer experience.
- Intuit: Improved overall customer satisfaction with Master Builder and increased commitment to sales development and accountability.
Solution Provider Reaction
HardHat Technologies, a Georgia-based provider of software solutions to the construction industry, has been a Master Builder solution provider for three years. Company president Jerry Helms said the reorganization is good for customers and for his firm.
"This new strategy improves the channel because it increases the focus Intuit is putting on the success of our individual businesses," he said. "It will it help us more efficiently identify and close business with clients. And by directing its sales and marketing efforts to support our business, Intuit provides a powerful team to ensure the best quality sales and implementation experience for our clients."
Opportunities for Solution Providers
To fulfill its channel plans, Intuit will add new solution providers to its program. Information about Master Builder and its solution provider program can be found at http://masterbuilder.intuit.com/default.asp, or call (707) 521-7357.
