Top VAR StarRobert Lane, CEO of The Copley Consulting Group Calls the Software VAR Market in 2016 Transformative

Bob Scott’s latest Insight article lists the Top 100 2016 Value Added Resellers (VARS). In the article, entitled, A New Direction But So Many Choices, Scott analyzes the changes that have occurred since the late 1980’s and 1990’s in the market for accounting software.

Resellers have broader reach into their markets, software is more complex, subscription pricing is eclipsing license sales and software is the commodity, versus customized implementation based on end user’s specific industry and nuanced needs.

“The market this year in terms of channel players is really in a transformative state,” says Robert Lane, CEO of The Copley Consulting Group, an Infor Gold Channel Partner.

“software as a whole has become a commodity buy to a large extent, the differentiators are the expertise in that nuanced version of it in the market your prospects may be in.”

The Copley Consulting Group is listed in the top 60 leading VARs in the report based on national revenue.

The report goes on to further predict continued growth in VAR channels due to impact of cloud computing, organic and acquisitions in the marketplace.  Specialized offerings within micro-verticals are also a factor in anticipated growth.  Infor has flexed it muscle creating the Infor Cloud Industrial Suite (SyteLine) with a focus on the medical device vertical.  “The medical device specialty has brought the promise of significant revenue growth and granted us a national presence,” said Robert Lane.  Lane predicts Copley’s revenue will reach $13 million to $16 million compared to $9million in 2015.  Copley has also moved into Qlik’s Business Analytic Solutions which Lane says will be a further avenue to future growth.

Download the VAR Pamphlet: VARMAY2016


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