In this episode, Emily and Matt sit down with Juha Harkonen, Sage’s VP of Partners and Operations, for a deep dive into how partnerships are evolving within the Sage ecosystem.
Juha shares how Sage is approaching verticalisation, the changing role of partners in an AI-driven world, and why advisory services are fast becoming a growth imperative. They explore how Sage defines ISVs vs. MPPs, the real value of marketplace visibility, and what makes some partners stand out while others get lost in the shuffle.
Expect practical takeaways, sharp insights on program design, and a refreshingly honest view into what it takes to build a sustainable partner model in 2025.
Listen to learn more about:
- 00:00 – Introduction and Welcome
- 00:28 – Meet the Guest: Juha Harkonen
- 00:53 – Roles and Responsibilities at Sage
- 02:31 – Career Journey and Partner Ecosystem
- 13:31 – Advisory Services and Business Growth
- 25:45 – ISVs and MPPs Explained
- 33:07 – Partner Ecosystem and Collaboration
- 39:05 – Upcoming Topics and Conclusion
Related Industries
- SaaS
- Public Accounting
- Advisory Services
- Technology
Speakers
Emily Madere
Host | CAS Practice Lead
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Matt Lescault
Host | CEO, Lescault & Walderman
LinkedIn
Juha Harkonen
Guest | VP of Partners and Operations at Sage
LinkedIn
Sponsors
Related Resources
FAQ: What Did That Mean?
What’s an ISV?
ISV stands for Independent Software Vendor—companies that build software solutions designed to integrate with Sage Intacct. These partners help extend Intacct’s functionality for niche verticals or use cases.
What’s MPP?
MPP is the Marketplace Partner Program. It includes ISVs who partner more closely with Sage—often appearing in Sage’s official marketplace and aligning on co-sell and support models.
Why does verticalisation matter?
Verticalisation helps partners differentiate. Instead of trying to be everything to everyone, they focus on specific industries—like healthcare or legal—with tailored messaging, support, and implementation strategies.
Why should ISVs avoid over-tagging their listings?
If a partner tries to serve every vertical, they risk diluting their message. As Juha puts it: “By trying to be everything to everybody, you end up being nobody to nobody.”
Doug and Emily are joined by Karen Penhallegon to break down Sage Intacct’s latest quarterly release, and this one comes with some big updates. Whether you’re deep into multi-entity accounting or just tired of manual AP work, there’s something in here that will make your team’s life easier.