When vendors talk about “partners,” they typically mean solution provides, value-added resellers, systems integrators or some other technology-focused product reseller. Nowadays, technology is creeping into verticals, turning accountants, health care providers, consumer product manufacturers, and civil engineers into technology vendor partners. They’re part of a new class of specialized partners. Taylor Macdonald, senior vice president of channel sales at Intacct, a cloud-based ERP and accounting software vendor, knows a lot about specialized partners, and he shares his insights of finding, working with and rewarding nontraditional partners.