Monday, February 07, 2011

Just a little history lesson

For twenty-five years, Manufacturing Information Systems, developed a manufacturing solution for Accpac accounting software. It sold well with more than 7000 installations in over 40 countries. MISys was recognized as the Accpac Development Partner of the Year FIVE (5) times (1996, 1999, 2000, 2003, 2004). It was, and remains, a great relationship.

Then in 2005 MISys developed another manufacturing solution, based on its existing functionality but on a .NET platform, and which integrated with other accounting packages (Peachtree, QuickBooks, Simply, Adagio). Some Accpac resellers perceived that MISys was not supporting Accpac anymore. MISys adapted its new software (MISys SBM) so that it would also fully integrate with Accpac, demonstrating that it was fully supporting Accpac customers. Still there was confusion. After more than 2 years of marketing efforts to show that MISys supports Accpac, we see signs that the messaging is working. Accpac dealers are recommending MISys SBM to their manufacturing clients at a steady and increasing rate. It took some time, but it is working.

Marketing to existing customers to change their perceptions is more difficult than to market a new idea to potential customers. It takes persistent and consistent messaging and demonstrating the commitment through actions.

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