Intuit's channel program for its MasterBuilder construction software is something like a layer cake. One group sells the software; another installs it; and Intuit ships the product and the invoice. And throw in another group that can refer the business that results in the sale. "We've changed our strategy to strengthen our customer's experience from sales start up through implementation and upgrades," says James Gregg, director of sales for Intuit's Construction Business Solutions. Intuit acquired MasterBuilder with its 2002 purchase of Santa Rosa, Calif.-based OmWare for $46.1 million. It was one of four vertical market acquisitions made by Intuit within a short time and is one of only two Intuit businesses that use resellers. Intuit's goal ever since has been to increase MasterBuilder's exposure in the accounting profession, and has been tinkering with its formula for selling and distributing the software.
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