But now it believes that features that allow its Financial Edge product to reach smaller companies open an opportunity for resellers. "We are looking to expand the channel," says Scott Bechler, VP of partnerships. He continued that, "We have started talking to partners" and said the company is conducting what he described as "a couple of pilots." Bechler cited the familiarity with client needs that local resellers provide "especially as you go down market." Blackbaud has produced streamlined implementations, standardized charts of accounts and best practices as part of its process for a market that is downstream from the one it has usually served. It has also rolled all costs, including services, into a single subscription price. The company plans significant expansion to the partner program this year.