Acumatica launches APEX direct-sales program, breaking 100% channel model
Why this matters: Direct vendor competition with channel partners has immediate financial impact by reducing addressable deal flow and margin opportunity for VARs.
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Acumatica launched a program called APEX, pilot tested in January 2026, that allows the vendor to sell directly to small companies using standardized implementations. This represents a departure from Acumatica's previously 100% channel-driven sales model. Channel partners are now in direct competition with the vendor for certain customer segments.
What changed
- Acumatica introduced the APEX program enabling direct sales to small businesses, bypassing channel partners.
- APEX was pilot tested in January 2026 before broader rollout.
- Standardized implementations are used under APEX, targeting deals traditionally handled by VARs and MSPs.
- Acumatica's long-standing 100% indirect channel model was broken with this program.
VendorRadar's neutral summary. For the vendor's own wording, follow the source below.
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