Shows
RSPA Trusted AdvisorRSPA Trusted Advisor Ep. 139: Leadership Trait – JusticeIn Episode 139 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares insights on the important leadership trait of justice.
Justice: Don’t advantage yourself, your family or friends at the expense of others. Seek first to understand before seeking to be understood. See the other person’s viewpoint.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, vi...2025-07-1113 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 138: Retail IT Channel Networking Best PracticesEpisode 138 of “The Trusted Advisor” features four RSPA members discussing networking best practices for retail IT channel trade shows and conferences: Melissa McGrath of VAR Value Systems, Megan Farley of VAR Electronic Office, Crystal Barrineau of ISV OrderCounter, and host Christine Antonson of VAR Synovus.
McGrath, Farley, Barrineau, and Antonson are graduates of the RSPA’s Leading Conversations Bootcamp, an education program launched in 2024 to help women build the skills and confidence to moderate panels at shows and lead conversations inside their organizations.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-w...2025-06-2534 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 137: Toshiba, Popmenu Share How Vendors Can Navigate Channel and Direct SalesIn Episode 137 of “The Trusted Advisor,” RSPA CEO Jim Roddy discusses how vendors can appropriately manage channel and direct sales with Crystal Harrison, Vice President of Channel & Pre-Sales Solution Architects at Toshiba Global Commerce Solutions, and Tony Roy, President and Co-Founder of software provider Popmenu. Harrison and Roy share their best practice philosophies, strategies, tactics, and communication techniques to effectively work with both their internal sales teams and valued channel partners.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is...2025-06-1155 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 136: Creating an Ownership Culture with Payteva’s Steve CasteelIn Episode 136 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with Steve Casteel, the President of VAR/ISO Payteva. Among the topics discussed are strategies to build an ownership culture inside your organization, the importance of investing time and money supporting local groups, why pushy sales tactics don’t work, and how humility enables leadership growth.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other...2025-05-3043 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 135: Startup Leadership with TechGrid’s Philip Wegner and Coworked’s Shawn HarrisIn Episode 135 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with two startup founders/CEOs: Philip Wegner of TechGrid and Shawn Harris of Coworked. Among the topics discussed are the differences between leading at an established company vs. a startup, how to navigate early-stage turbulence, and how to establish and maintain a “democratic but decisive” leadership style.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and o...2025-05-0852 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 134: Networking and Connectivity VAR Opportunities with BlueStar’s Jim HiltonIn Episode 134 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Jim Hilton, Director of Networks and Connectivity at distributor BlueStar. Among the topics discussed are networking and connectivity opportunities for retail and hospitality VARs, what VARs need internally to seize these opportunities, how these technologies generate recurring revenue, and what’s around the corner in networking and connectivity.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sa...2025-04-1649 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 133: Critical ThinkingIn Episode 133 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares his insights on Critical Thinking, both as an important leadership concept as well as the six-step Critical Thinking execution process.
Critical Thinking is the process of determining what you want to accomplish (the outcomes), evaluating what you know, and determining what actions must be taken to achieve that outcome:
Fully understand the philosophy and process of the best practices.
Fully understand the situation.
Clearly define the desired outcomes – business outcomes and emotional outcomes.
Detail your action plan.
Evaluate your plan.
Develop a contingency plan.
“The Trusted A...2025-04-0214 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 132: Corporate Transparency Act Update from Atty. Jill MillerIn Episode 132 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA General Counsel Atty. Jill Miller about the latest developments related to the Corporate Transparency Act.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.
The RSPA is North America’s largest community of VARs, software providers, v...2025-03-1928 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 131: Industry Experts Analyze 2025 RSPA Retail IT Channel KPI StudyIn Episode 131 of “The Trusted Advisor,” POS Nation VP of Customer Experience Will Atkinson, BlueStar VP of Marketing Dean Reverman, and RSPA CEO Jim Roddy analyze the 2025 RSPA Retail IT Channel KPI Study. Atkinson, Reverman, and Roddy discuss better-than-expected 2024 revenue numbers, VAR and ISV optimism for 2025, strong profit margins for solution providers, how VARs should counter “MSP Creep,” the long-term future of small resellers, and more.
To download your copy of the 2025 RSPA Retail IT Channel KPI Study, visit: www.GoRSPA.org/blog-2025-rspa-retail-it-channel-kpi-study/
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-w...2025-03-0457 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 130: “Remarkablism” Leadership with Turnkey Processing’s Steve MartorelliIn Episode 130 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with Steve Martorelli, the Founder and CEO of VAR/ISO Turnkey Processing. Among the topics discussed are how the guiding principle of “Remarkablism” shapes Steve’s leadership approach and the organization, how to integrate your core values into day-to-day operations, and the importance of opening yourself to 360-degree feedback.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hir...2025-02-1044 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 129: Leadership Trait – PrudenceIn Episode 129 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares insights on the important but often overlooked leadership trait of prudence.
Prudence: Don’t make reckless choices. Use good judgement. Analyze, compare, calculate, and project. Accurate critical thinking (what’s true, what’s false, what’s relevant). Open-minded. Flexible. Lack of prejudice or bias. Keep things in perspective – don’t make mountains out of molehills.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the t...2025-01-2209 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 128: “Speak as Well as You Think” with John VautierIn Episode 128 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks about the overlooked leadership skill of public speaking with John Vautier, a 15-year communications coach and the Vice President of Business Development for Vautier Communications. Among the topics discussed are how strong speaking skills greatly enhance a leader’s perceived competence, the foundational elements of an effective presentation, best practices for calming your nerves before presenting, and tactics to make your presentations more conversational.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and softwar...2025-01-0850 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 127: Entrepreneurial Leadership with Channel Expert Janet SchijnsIn Episode 127 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with channel expert Janet Schijns, the CEO and co-founder of JSG and an RSPA Board Advisor. Among the topics discussed are leading through change, key differences between risk taking at a large company vs. a small company, the state of women in the IT channel, and why VAR and ISV leaders need to avoid “echo chambers.”
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you...2024-12-1756 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 126: Authentic Leadership with COCARD’s Dan BrattlandIn Episode 126 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with COCARD’s Dan Brattland. Among the topics discussed are the importance of being true to your distinct leadership style, the Three C’s of Leadership (staying cool, calm, and collected), how to delegate effectively, and what to do when delegation to an employee doesn’t work out.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales...2024-12-0338 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 125: Ethical Capitalism with CEO of the Year Bob ChapmanIn Episode 125 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks ethical capitalism and leadership with Bob Chapman, the Chairman and CEO of Barry-Wehmiller, a $3.6-billion global capital equipment and engineering solutions company. Among Chapman’s accolades are being named the CEO of the Year by the Society for Human Resource Management (SHRM), the #3 CEO in the world in by Inc. Magazine, and a Top 10 Social Capital CEO by International Business Times. Chapman is author of the Wall Street Journal best-selling book Everybody Matters: The Extraordinary Power of Caring for Your People Like Family.
“The Trusted Advisor,” powered by...2024-11-2143 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 124: Shared Leadership with Heartland’s Andre Nataf, Maddie StockwellIn Episode 124 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with two Heartland executives: Andre Nataf, Sr. Vice President of POS Distribution, and Maddie Stockwell, Sr. Director of the Heartland POS Dealer Channel. Among the topics discussed are how to navigate shared leadership responsibilities, tactics to bridge generational divides, and the importance of building a team that aligns with company values.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leade...2024-11-1349 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 123: Strategy and Leadership with Round 2 POS President John GilesIn Episode 123 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with John Giles, the President of ISV Round 2 POS, to talk strategy and leadership. Among the topics discussed are choosing a strategy designed to be radically different from your competition, how to implement your strategy, and the importance of frequently running tests to ensure you are the disruptor and not the disrupted.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics o...2024-10-3050 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 122: Leadership Lessons from Epson’s Mike DeGuibertIn Episode 122 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Mike DeGuibert, North America Sales Manager for Epson, about his leadership journey and lessons learned. Among the topics discussed are filling the shoes of industry legend Linda Sudderth, best practices for leading a remote team, how taking notes makes you a more effective leader, and how veteran leaders can improve their skills.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topi...2024-10-2343 min
SQR+ Squash RadioRound-Up (TBD): #55 PRO-fessionalizing the Sport: RSPA’s CEO Brian Dillman & Rich Wade Lead the ChargeConor and Bill kick off the episode by previewing our special guests (a must-listen!), followed by a deep dive into recent major PSA Tour tournaments in Qatar and New York. There's plenty of on-court action to catch up on before we welcome our featured guests: Brian Dillman, CEO of the Racquet Sports Professionals Association (RSPA), and Rich Wade, Director of Squash and Padel at the Philadelphia Cricket Club.
The discussion focuses on the RSPA's recent transformation from the USPTA and its expansion to include multiple racket sports, with squash playing a pivotal role in line w...2024-10-111h 16RSPA Trusted AdvisorRSPA Trusted Advisor Ep. 121: CBS NorthStar’s Jeremy Julian, Tonic POS’s Tyler Young on the Essence of LeadershipEpisode 121 of “The Trusted Advisor” features a conversation between two high-energy RSPA members: Tyler Young, the CEO/Founder of Tonic POS, and Jeremy Julian, the CRO at Custom Business Solutions. Originally aired on The Restaurant Technology Guys podcast (www.restauranttechnologyguys.com), Young and Julian reveal what drives them to lead others. Among the topics discussed are impact over income, humility, gratitude, overcoming personal and professional challenges, and embracing uncomfortable situations to help spark your growth as a leader.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT...2024-10-0953 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 120: VAR/ISV Best Practices for Handing Off Leadership ResponsibilitiesIn Episode 120 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Brett Bennett, Co-Founder and President of retail VAR POSitive Technology and ISV OpSuite, and Jeff Riley, CEO of ISV Retail Management Hero, about best practices for handing off leadership responsibilities. The conversation is a behind-the-scenes look at how they transitioned positions on the RSPA Board, Bennett serving as Board Chair for 2023-24 before handing the reins to Riley for 2024-25. Bennett and Riley discuss collaborative leadership, how to delegate without dictating leadership style, and how mentors impacted their careers.
“The Trusted Advisor,” powered by the Retai...2024-09-1850 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 119: Overcoming Leadership Challenges with DCR’s Gillum, Skurla’s GreenmanIn Episode 119 of “The Trusted Advisor,” RSPA CEO Jim Roddy catches up with Blake Gillum, President of VAR/MSP/ISV Data Cash Register (DCR), and Thomas Greenman, President and Co-Owner of VAR Skurla’s POS Solutions. Gillum and Greeman were Trusted Advisor guests back in 2020 (Episode 12: VAR Leadership Transitions) to discuss their transition into company leadership roles. In this episode they talk about overcoming their #1 leadership challenge, what experience shaped them most as leaders, and the importance of focusing on both relationships and results.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winn...2024-09-0452 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 118: Cash Discounting & Surcharging Update from Atty. Jill MillerIn Episode 118 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA General Counsel Atty. Jill Miller about the latest on cash discounting and surcharging sparked by her RetailNOW 2024 presentation “Legally Speaking: Cash Discounting and Surcharging.” RetailNOW, the retail IT channel’s #1 trade show, education conference, and networking event, attracted over 1,500 attendees July 28-30 in Las Vegas.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other smal...2024-08-2025 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 117: 2024 RSPA State of the Industry ReportIn Episode 117 of “The Trusted Advisor,” RSPA CEO Jim Roddy delivers the 2024 RSPA State of the Industry Report. The report features eight retail IT channel macro trends and our industry’s top two competitive advantages over non-channel organizations. The State of the Industry Report was first delivered July 29 on the main stage at RetailNOW 2024 in Las Vegas.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other smal...2024-08-0828 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 116: Expanding Your Tech Offering and Leadership Skills with ScanSource’s Heather PhilpottIn Episode 116 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Heather Philpott, the Director of Supplier Services at ScanSource, about her leadership journey and her upcoming RetailNOW 2024 panel “Elevate & Innovate: Essential Tools for Empowering Your Retail Technology Solution Business.” Philpott details VAR and ISV best practices for technology expansion and revenue diversification, how she has transitioned from a personal performer to a leadership role, and her guiding philosophies as a young leader.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software pro...2024-07-1048 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 115: Visionary Leadership with Rod Plus Solutions President Kevin SpencerIn Episode 115 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Kevin Spencer, President of VAR Rod Plus Solutions, to discuss his leadership journey and his upcoming RetailNOW 2024 presentation “Dynamic Leadership: Igniting Growth, Navigating Change & Empowering Teams.” Spencer shares how embracing visionary leadership has impacted his reseller organization, which actions have freed up his time to work on his business, and who inspired him to make the leap from employee to entrepreneur.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software pro...2024-06-2641 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 114: The Secret to Leadership LongevityIn Episode 114 of “The Trusted Advisor,” RSPA CEO Jim Roddy draws business leadership lessons from the world of college athletics through an interview with Brian Streeter, the Director of Athletics for 27 years at Penn State-Behrend, and Dave Niland, Behrend’s head men’s basketball coach for 29 years. Streeter and Niland share the keys to their longevity as successful leaders, how they have changed as leaders over time, the dynamics of coaching your family and leading people who are like family, and the biggest mistakes team leaders make today.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association...2024-06-1849 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 113: Selling to and Leading a New Generation with BlueStar’s Michel SiroisIn Episode 113 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Michel Sirois, President of BlueStar Canada and Past Board Chair of the RSPA, about his leadership journey and his upcoming RetailNOW 2024 panel “Unlocking the Secrets of Selling to a New Generation of Customer.” Sirois shares one of his sales secrets, how he developed his leadership style through “unlearning and relearning,” how mentors shaped his leadership philosophy, and how he keeps his leadership skills sharp today.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and soft...2024-06-0549 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 112: Tonic POS, BOLD Co-Founders Talk Leadership Amid Rapid GrowthIn Episode 112 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with the co-founders of VersiTech, the parent company of Tonic POS and BOLD Integrated Payments, CEO Tyler Young and Chief Revenue Officer Gary Liu. Young, Liu, and Roddy discuss how to successfully integrate three companies into one culture, how to effectively hire and onboard new employees who enhance your culture, challenges that shaped Young and Liu as leaders, and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is t...2024-05-2352 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 111: Emotional Agility with POS Supply CEO Stephen EnfieldIn Episode 111 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with Stephen Enfield, the CEO of POS Supply Solutions. Enfield and Roddy discuss how to integrate company values throughout an organization, how to successfully onboard new hires and newly acquired companies, how successful leaders embrace “emotional agility,” and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insight...2024-05-0850 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 110: Brad & Owen Lucas Find Sweet Spot of Brotherhood, VAR LeadershipIn Episode 110 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with brothers Brad Lucas and Owen Lucas of VAR Lucas Systems, named one of the Best Places to Work in South Carolina. Brad, the company President, and Owen, Vice President of Operations, discuss what drives them to improve their family business, what activities have expanded their leadership skillsets, why retail IT solution providers need to “keep your feet moving,” and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. O...2024-04-1653 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 109: Document Retention Best Practices with Atty. Jill MillerIn Episode 109 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA General Counsel Atty. Jill Miller about VAR and ISV best practices related to document retention. Additionally, Miller, one of the retail IT channel’s top experts in payments, provides an update on surcharging and cash discounting.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the R...2024-04-0331 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 108: Next Gen Leadership with Alpha’s Truman Meecham and BMC’s Bobby BauerIn Episode 108 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Truman Meecham, President at hospitality POS solution provider Alpha, and Bobby Bauer, President & CEO at VAR Business Machines Company (BMC), about their leadership journeys. Meecham and Bauer discuss the nuances of leading your family business, the experiences that shaped them as leaders, the challenge of balancing company history with forging a path for the future, and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educat...2024-03-2046 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 107: Analyzing the 2024 RSPA Retail IT Channel KPI StudyIn Episode 107 of “The Trusted Advisor,” POS Nation VP of Customer Experience Will Atkinson, BlueStar VP of Marketing Dean Reverman, and RSPA CEO Jim Roddy analyze the 2024 RSPA Retail IT Channel KPI Study. Atkinson, Reverman, and Roddy discuss how niche strategies are boosting VAR and ISV profits, the continued expansion of the as-a-Service recurring revenue business model, the forecast for VAR/ISV acquisitions, and more.
To download your copy of the 2024 RSPA Retail IT Channel KPI Study, visit: www.GoRSPA.org/2024-rspa-retail-it-channel-kpi-study
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winn...2024-03-0749 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 106: New BlueStar CEO Ryan Girvin Talks LeadershipIn Episode 106 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Ryan Girvin, CEO of value-added distributor BlueStar, to discuss his leadership journey. Girvin details how he was mentored by the late Steve Cuntz, the challenge of following in the footsteps of an industry legend, actions he’s taking to ensure a smooth leadership transition, the importance of being an approachable leader, and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on the top...2024-02-2248 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 105: Creating and Maintaining a Candid Culture with PAR’s Savneet SinghIn Episode 105 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Savneet Singh, CEO of billion-dollar RSPA member PAR, about his unique leadership journey. Much of the discussion focuses on the importance of creating a culture of candor – and the challenge of maintaining one long-term. Singh also talks about identifying and testing your next generation of potential leaders, which CEOs and books have guided him as a leader, and the value of authentic leadership.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and softwa...2024-02-0840 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 104: Leadership with Jon Decker of BlockChyp and Tom Bronson of Mastery PartnersIn Episode 104 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Jon Decker, CEO of BlockChyp, and Tom Bronson, President of Mastery Partners, to kick off a series of interviews focusing on leadership. Decker and Bronson discuss their time together at ISV Granbury Solutions, which key trait all future leaders must possess, their most impactful mentors, and the difficult experiences that shaped them as leaders.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software providers. Our goal is to educate you on th...2024-01-2353 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 103: Retail IT Channel 2024 OutlookIn Episode 103 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares his 2024 outlook for the retail IT channel based on a recent RSPA Focus Group discussion and the association’s annual review of member company profiles.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.
The RSPA is North America...2023-12-1417 min
Retail Checks & BalancesRSPA Is Inspiring with Jim RoddyIn episode 6 of Retail Checks and Balances, Kevin Spencer welcomes Jim Roddy, CEO and President of the Retail Solutions Providers Association (RSPA). They discuss the importance of building relationships and networking in business. They also explore the role of self-checkout technology and its impact on the labor shortage caused by the pandemic. Tune in to learn more about building meaningful relationships and finding support in the business world. TIMESTAMPS[00:02:19] More Technology in Retail.[00:03:50] Self-Checkout and its Fu...2023-12-0418 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 102: How Trusted Advisors Embrace Content Marketing with ScanSource’s Wendy ThackerIn Episode 102 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Wendy Thacker, the Vice President of North American Channel Marketing for ScanSource, to discuss how trusted advisors embrace content marketing. Thacker, who has over 27 years of channel marketing experience, shares how VARs can launch an ongoing content marketing program, how they can consistently create compelling content, and how they can effectively execute on a call to action.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to ed...2023-11-3039 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 101: Transitioning Your VAR/ISV Business with RSPA Atty. Jill MillerIn Episode 101 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to discuss transitioning your business through either an outside sale or handing it off to a family member or employee. Miller discusses due diligence, non-compete agreements, the importance of having a written plan, the role of your CPA, and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other...2023-11-1524 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 100: BlueStar’s Rob Dorsey on Building Relationships and Making SalesIn Episode 100 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Rob Dorsey, the Vice President of Sales for BlueStar, about building relationships and making sales in the retail IT channel. Dorsey, who has worked in channel sales for over 25 years, shares his insights on the importance of passion, sincerity, and mindset to build long-term relationships and partnerships.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, an...2023-11-0134 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 99: Tech Trends in Label Printing with Jon Levin and Kate Orara of Star MicronicsIn Episode 99 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks technology trends in label printing with Jon Levin, Director of Product Management at Star Micronics, and Kate Orara, Star’s Partner Development Manager. Levin and Orara share how VARs and ISVs can take advantage of new delivery avenues requiring new labeling solutions, increased consciousness related to food safety and allergens, and helping merchants go green and save money at the same time.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers...2023-10-2642 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 98: SMB Marketing Best Practices with Heartland’s Chris AllenIn Episode 98 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Chris Allen, the Senior Vice President of Marketing at Heartland, about SMB marketing best practices for VARs and ISVs. Allen shares his secrets to developing core messages, utilizing a B2B website to generate leads, executing effective email campaigns, and engaging on social media to win new customers.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, s...2023-10-1144 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 96: Analysis of PayIQ’s Exclusive ISV StudyIn Episode 96 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Tom Byrnes, Senior Vice President of Global Payments Marketing at PayIQ, about his company’s study “How ISVs are Staying Competitive in an Evolving Market.” The report addresses ISV business model changes, integration challenges, payments strategies, the shift to the cloud, and more. You can access an eBook based on the report here: www.pay-iq.com/rspa
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you...2023-08-3039 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 95: Atty. Jill Miller Talks Privacy Policy Best PracticesIn Episode 95 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to discuss VAR and ISV best practices related to privacy policies. Miller also recaps her RetailNOW 2023 surcharging and cash discounting panel and shares what issues she heard about most at the show.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights...2023-08-1728 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 94: Retail Trends & Embracing InnovationIn Episode 94 of “The Trusted Advisor,” James Frank, an Innovations Consultant at Toshiba, previews his RetailNOW 2023 education session “Future Trends in Retail & Hospitality.” Frank and the RSPA’s Jim Roddy discuss the challenges and opportunities personalization presents, innovation best practices VARs need to know, and how retail will change to serve Millennials and Gen Z better.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business...2023-07-1233 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 93: PayFac-as-a-Service for ISVs & VARsIn Episode 93 of “The Trusted Advisor,” Blake Rouse, the Sr. Director of Business Development at payments provider Cardknox, previews his RetailNOW 2023 education session “Why PayFac-as-a-Service? Benefits of the PFaaS Model for ISVs & VARs.” Rouse and the RSPA’s Jim Roddy discuss the challenges, risks, and benefits of the payment facilitator (PayFac) business model, PayFac recurring revenue opportunities, and the forecast for the PayFac model in the retail IT channel.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you...2023-06-2826 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 92: How VARs/ISVs Can Use KPIs to Drive ResultsIn Episode 92 of “The Trusted Advisor,” Tom Bronson, the Founder and President of consulting firm Mastery Partners, previews his RetailNOW 2023 education session “Using KPIs to Drive Results in Your Business.” Bronson and the RSPA’s Jim Roddy discuss how KPIs keep your business on course, why VARs need to track their recurring revenue, and what’s the number one mistake solution providers make to harm business value.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topic...2023-06-1446 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 91: Leadership Cheat Codes for VAR/ISV CEOsIn Episode 91 of “The Trusted Advisor,” Rick Feuling, the CEO of VAR/ISV RITE Enterprises and Cloud Retailer, previews his RetailNOW 2023 education session “Five Cheat Codes on How to Lead: From One VAR/ISV CEO to Another.” Feuling and the RSPA’s Jim Roddy discuss the ethics of persuasion, how to talk pay changes with your employees, and how to transition from being a VAR to the VAR/ISV hybrid business model.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to...2023-06-0729 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 90: Your Sales Pipeline and the Retail IT Channel TimelineIn Episode 90 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with longtime industry executive Joe Finizio about two topics: sales pipeline management best practices for VARs and ISVs and the progress of the retail IT industry as the RSPA celebrates its 75th anniversary in 2023. Finizio led sales and marketing teams with Data Terminal Systems, Micros, Sharp, POS.com, Toast, and LINGA, an ISV he retired from earlier this year. Finizio also spent nearly a decade leading two retail associations: POPAI (Point of Purchase Association International) and he was President & CEO of the RSPA from 2006-14.
“The Trusted...2023-05-311h 04RSPA Trusted AdvisorRSPA Trusted Advisor Ep. 89: Surcharging & Cash Discounting with RSPA General Counsel Jill MillerIn Episode 89 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to discuss what VARs and ISVs need to know about surcharging and cash discounting. Miller shares her insights on updated mandates, which land mines solution providers need to be aware of, and consequences of ignoring guidelines and best practices. Miller will host a surcharging and cash discounting panel during RetailNOW 2023 (www.GoRSPA.org/retailnow), July 30-Aug. 1 at the Gaylord Palms in Orlando.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifica...2023-05-0330 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 88: Retail Strategists Carl Boutet and Michael LeBlancEpisode 88 of “The Trusted Advisor” features a discussion between retail strategists Carl Boutet and Michael LeBlanc conducted live on stage during the RSPA Canadian Community Networking Event April 11 at the Hockey Hall of Fame in Toronto.
Boutet is a Montreal-based business strategist and executive advisor with over 25 years of operational, marketing, merchandising, and retail executive experience. He has worked across retailer environments from the very large, such as 10 years with Costco Wholesale, to working as a strategy consultant for a group of 800 independent retailers across Canada. In May 2022, he published The Great Acceleration: The Race to Retail Resi...2023-04-2025 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 87: Marketing Myths, Mistakes & Masteryn Episode 87 of “The Trusted Advisor,” the RSPA marketing team of Chris Arnold (Director of Marketing & Strategic Partnerships), Ayana Scriven (Marketing Communications Manager), and Jim Roddy (President & CEO) discuss marketing myths, mistakes, and mastery.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.
The RSPA is North America’s largest comm...2023-04-0642 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 86: Industry Insiders Analyze 2023 Retail IT Channel KPI StudyIn Episode 86 of “The Trusted Advisor,” Cervion Systems founder Hunter Allen, BlueStar VP of Marketing Dean Reverman, and RSPA CEO Jim Roddy analyze the 2023 RSPA Retail IT Channel KPI Study. Allen, Reverman, and Roddy discuss how VARs and ISVs have successfully converted disruption into opportunity, solution provider progress with the as-a-Service business model, VAR acquisitions, recruiting best practices, and more.
To download your copy of the 2023 RSPA Retail IT Channel KPI Study, visit: www.GoRSPA.org/2023-rspa-retail-it-channel-kpi-study
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail...2023-03-0650 min
The Voice of RetailUnique Retail Technology Insights with Jim Roddy, President and CEO of the RSPAHello and welcome to The Voice of Retail podcast. My name is Michael LeBlanc, and I am your host, I believe in the power of storytelling to bring the retail industry to life. Each week I'll bring insights, perspectives and experiences from some of the retail industry's most innovative and influential voices. This podcast is produced in conjunction with the Retail Council of Canada. Jim Roddy, President and CEO of the RSPA (Retail Solution Providers Association), author, coach, retail industry insider, podcaster and fellow ReThink Retail Top Global Retail Influencer, shares insights from his unique vantage point a...2023-02-2426 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 85: Changing Opportunities for Women in the Retail Technology ChannelIn Episode 85 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA members Ekta Iyer of Alliance Bancard Systems and Linda Sudderth of Epson about changing opportunities for women in the retail technology channel. Iyer and Sudderth share their personal stories about ascending to leadership positions in a male-dominated industry, outline new opportunities for women today, and offer guidance for both men and women in our channel.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate y...2023-02-2243 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 84: RSPA General Counsel Jill Miller Shares Her Master Agreement ChecklistIn Episode 84 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to share best practices related to her Master Agreement Checklist. Miller walks through how to utilize the checklist prior to signing any agreement plus she shares why a data retention policy is a must-have for VARs and ISVs of all sizes.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, a...2023-01-3124 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 83: ScanSource CEO Mike Baur on the Channel’s Intertwined History and FutureIn Episode 83 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with ScanSource CEO Mike Baur to discuss the history and the future of the retail IT channel. Baur details his company’s transition to the “new ScanSource,” describes his vision of the VAR of the future, and offers his perspective on actions VARs, ISVs, vendors, and distributors should take to help each other adapt long-term.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on th...2023-01-1838 min
Accelerate Restaurant Technology Podcast21. “Hospitality Tech’s Channel; The RSPA”Partnerships are the backbone of any great organization and it’s with those partners that you can provide stellar service and offerings for operators of all sizes locally, regionally, and nationally. This is where the Retail Solutions Providers Association (RSPA) supports the Vendors of tech and their channels of Value-Added Resellers (“VAR’s”) throughout the foodservice, hospitality, and retail industries. In its 75th year, the RSPA provides leadership, training and support to it members in order to provide the best solutions to the operators who need them.On this week’s episode of Accelerate, host Rob Grimes has a conversa...2023-01-0138 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 82: Datacap’s McNamara, Met Sales’ Gribbin Share Sales Success SecretsIn Episode 82 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks sales best practices with Darcie McNamara, Strategic Partner Specialist at Datacap Systems, and James Gribbin, Account Manager with Metropolitan Sales. McNamara and Gribbin offer advice and anecdotes about accelerating a sales cycle, how to persist during a long sales cycle, and how sales professionals can improve their communication skills.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT VARs and software developers. Our goal is to educate you on the topics of leadership, management...2022-12-0147 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 81: What VAR Acquisitions Actually Mean for the Retail IT ChannelIn Episode 81 of “The Trusted Advisor,” the RSPA’s Jim Roddy shares his observations on the changing retail IT channel after the announcements of several VARs being acquired in the second half of 2022.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.
The RSPA is North America’s largest comm...2022-11-1512 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 80: Ron Thurston’s Front Row Seat to Retail’s TransformationIn Episode 80 of “The Trusted Advisor,” the RSPA’s Jim Roddy catches up with executive, board advisor, author, and podcaster Ron Thurston about his firsthand view of the changing retail landscape. Thurston is in the midst of a year-long tour called “Retail in America,” driving across the United States in an Airstream trailer to discover unsung retail heroes. Thurston shares his IT-related lessons learned during his travels, winning strategies for selling to retailers, and the future of brick-and-mortar stores for leading brands as well as SMB retailers.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an awa...2022-10-2547 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 79: Personal Growth, Company Culture Guidance for Aspiring Channel LeadersIn Episode 79 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Lora Coggins of Toshiba and Travis Hare of DCR Point of Sale Systems about what it takes to become a leader in today’s (and tomorrow’s) retail IT industry. Coggins and Hare discuss how their companies have created a pro-development culture, the importance of a servant leadership mindset, and what they learned from the lowest points of their careers.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Ou...2022-10-1347 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 78: Non-Solicitation Advice for VARs from RSPA General Counsel Jill MillerIn Episode 78 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to provide non-solicitation advice for retail IT VARs. Miller talks non-solicitation related to employees, partners, and merchants, plus she offers guidance for VARs and ISVs on business disputes.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at...2022-09-2920 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 77: ISV Growth Strategies and Go-To-Market Plans featuring Bookkeep and Acadia POSIn Episode 77 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks software developer growth strategies and go-to-market plans with ISV executives Jason Richelson, the Co-Founder and CEO of Bookkeep, and Ben Leviton, the Co-Founder and Director of Business Development at Acadia Point of Sale. Richelson and Leviton discuss the changing retail IT channel, their most successful sales strategies, and which partnerships will play a role in their future go-to-market plans.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to...2022-09-0741 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 76: The New-and-Improved Retail IT EcosystemIn Episode 76 of “The Trusted Advisor,” the RSPA’s Jim Roddy shares observations on the changing retail IT channel which was evident at RetailNOW 2022 in Orlando.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.
The RSPA is North America’s largest community of VARs, software developers, vendors, and distribu...2022-08-1110 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 75: Social Media Strategies for VARs and ISVsIn Episode 75 of “The Trusted Advisor,” Karen Licker, the Director of Marketing for the United States and Canada for EVO Payments, and Dorian Sandi, the Marketing Director for RSPA VAR member OSS Data, preview their RetailNOW 2022 session “RetailNOW Live Lab: Social Media Strategies that Work.” Licker, Sandi, and the RSPA’s Jim Roddy discuss what VARs and ISVs need to understand before they select social media channels, how to best allocate labor for social media activities, and outcomes social media can generate for IT solution providers.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-wi...2022-07-0729 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 74: Organic Leadership with Cervion’s Alejandro SwabyIn Episode 74 of “The Trusted Advisor,” Alejandro Swaby, the Director of Sales for RSPA VAR member Cervion Systems, previews his RetailNOW 2022 panel “Organically Grown Leadership.” Swaby and the RSPA’s Jim Roddy discuss leadership from several angles including how metrics accelerate leadership development and why initiative is a required character trait for successful future leaders.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best...2022-06-2232 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 73: Alternative Cannabis Payments with EMC’s Kirsten TruskoIn Episode 73 of “The Trusted Advisor,” Kirsten Trusko, CEO and Co-Founder of RSPA member Emerging Markets Coalition (EMC), previews her RetailNOW 2022 panel “What's a ‘Cashless ATM’? And Other Alternative Payment Methods in Cannabis.” Trusko and the RSPA’s Jim Roddy discuss “good guys” and “bad guys” in cannabis payments, opportunities and pitfalls with cashless ATMs, and recommended actions for VARs who are interested in the cannabis vertical.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leade...2022-06-1422 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 72: COCARD’s Brattland Talks Sales Strategies for VARs and ISVsIn Episode 72 of “The Trusted Advisor,” Dan Brattland, President and Chair of RSPA member COCARD Marketing Group, previews his RetailNOW 2022 presentation “VAR and ISV Sales and Customer Strategies for the New Normal.” Brattland and the RSPA’s Jim Roddy discuss sales myths, sales best practices, and why growth-oriented solution providers need to embrace delegation and sales training.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small bu...2022-06-0224 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 71: Enroll & Pay’s Brian Booth on ISV InnovationIn Episode 71 of “The Trusted Advisor,” Brian Booth, founder and CEO of software developer Enroll & Pay, previews his RetailNOW 2022 presentation “Innovating for the Payments Space: An ISV’s Perspective.” Booth and the RSPA’s Jim Roddy discuss how to establish a culture of innovation, the role of AI in product development, and mistakes ISVs make with their VAR partnerships.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other...2022-05-2624 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 70: How to Leverage the Unconventional to Recruit TalentIn Episode 70 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Tracey Lande, Vice President of Strategy and Growth/Business Development Lead at VAULT, about her unconventional – and highly successful – employee recruiting strategies. Lande shares how her personal journey back to the retail IT channel is influencing her hiring plans at VAULT, the importance of personalizing open positions and creating outcome-based job descriptions, and how to leverage your network and social media to build a strong team fast.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically f...2022-05-1953 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 69: The Changing Retail IT ChannelIn Episode 69 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with Mike Monocello, the co-founder of DevPro Journal and XaaS Journal, about his perspective on the ever-changing retail technology channel – both the past 15 years and what’s ahead. Monocello and Roddy also break down an RSPA-exclusive chart analyzing current and emerging business models in the retail IT channel including VARs, ISVs, ISOs, PayFacs, and DISDs (Direct Independent Software Developers).
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software develo...2022-04-2655 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 68: Rebranding Lessons for the Retail IT ChannelIn Episode 68 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with Paul Griffiths and Stephen Bergeron of apg (formerly APG Cash Drawer) to discuss rebranding lessons for VARs, ISVs, and vendors in the retail technology channel. They discuss rebranding principles and processes, how to best engage employees and customers during this journey, and why resellers with “cash register” in their company name are likely candidates for a rebrand of their own.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software devel...2022-04-1450 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 67: Industry Experts Analyze 2022 Retail IT Channel KPI StudyIn Episode 67 of “The Trusted Advisor,” Hunter Allen of VAR Cervion Systems, Tom Bronson of industry consultant Mastery Partners, and the RSPA’s Jim Roddy analyze the 2022 RSPA Retail IT Channel KPI Study. Among the topics discussed are the recent success of ISV/VAR hybrids, the as-a-Service recurring revenue business model’s continued acceptance, expected mergers and acquisitions, and the state of today’s retail IT channel.
To obtain your copy of this year’s RSPA Retail IT Channel KPI Study, follow this link: 2022 RSPA Retail IT Channel KPI Study
“The Trusted Advisor,” powered by the Retail Solut...2022-03-3055 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 66: VAR Opportunities with Electric Vehicle Charging StationsIn Episode 66 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with Mark Fraker, CTO of RSPA distributor member BlueStar, to explore VAR opportunities with electric vehicle charging stations. Roddy and Fraker discuss the technologies, target market, and reseller recurring revenue opportunities related to EVCSaaS – Electric Vehicle Charging Stations-as-a-Service.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insight...2022-03-2240 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 65: No-Nonsense Customer Service for VARs and ISVsIn Episode 65 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Randy Gunter, one of the principals at VAR Spark Solutions Group, and Jeff Sanders, the President of VAR Southwest Point of Sale, about customer service best practices for retail technology solution providers. Among the topics discussed are reactive and proactive customer communication strategies, the importance of an annual customer survey, how to win over an upset customer, and the biggest customer service mistake many resellers make.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed sp...2022-02-1647 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 64: Lucrative Growth Strategies for Retail IT VARsIn Episode 64 of “The Trusted Advisor,” the RSPA’s Jim Roddy interviews Rohan Mani, the Senior Vice President of Business Development at Shift4, about lucrative growth strategies for retail IT VARs. Among the topics they tackle are achieving trusted advisor status in a chosen niche, adding new products and services, outspending the competition on marketing, and ramping up an outbound salesforce.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management...2022-01-0630 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 63: Retail IT VAR/ISV Opportunities with Analytics, AI, and IoTIn Episode 63 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Mike Canevaro, Senior Vice President at ISV Fobi, about how retail IT solution providers can embrace – and generate recurring revenue from – analytics, AI, and IoT. Roddy and Canevaro also discuss how Fobi will use its technology as the official Health and Safety Technology Provider for RSPA Inspire 2022. Fobi will help RSPA provide vaccination and COVID testing verification for the event (follow this link for more details).
RSPA Inspire, the retail IT channel’s premiere leadership conference, is scheduled for Jan. 23-26 at the Wyndham Grand resort...2021-12-1430 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 62: How VARs Can Help Merchants Solve Their Labor CrisisIn Episode 62 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with labor technology experts Audrey Hogan of ISV TimeForge and Barb Trushenski and Jeff Zimmerman of VAR North Country Business Products about how VARs are helping merchants solve their labor crisis. They discuss their joint report on grocery labor market trends, how to best start a labor tech conversation with a merchant, and which technologies are helping merchants improve their labor situation.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and softwa...2021-12-0949 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 61: 6 Key Skills Every Channel Leader NeedsEpisode 61 of “The Trusted Advisor” features the wildly popular “Battle of the Channel Stars” format, an industry-focused conversation in a fun and competitive framework. The RSPA’s Jim Roddy talks with Steve Silberman of VAR MPI POS and Stacy Carrillo of North American Bancard about the six key skills every channel leader needs:
Sales/business development
Customer service
Troubleshooting
Teamwork
Lifelong learner
Servant leadership
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software developers. Our goal is to educate you on the topics of...2021-11-3051 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 60: How to Steer Your Team Towards Reading and Ultimately Professional SuccessIn Episode 60 of “The Trusted Advisor,” the RSPA’s Jim Roddy connects with Jeff Brown, host of the world-renowned Read To Lead podcast and co-author of the new book Read to Lead: The Simple Habit That Expands Your Influence and Boosts Your Career. Brown discusses which practices will encourage your team to read more, effective tactics for sustaining that development, where to find the books your team will want to read, and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software d...2021-11-1751 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 59: Compliance Best Practices for VARs and ISVsIn Episode 59 of “The Trusted Advisor,” RSPA Legal Counsel Atty. Jill Miller talks with the RSPA’s Jim Roddy about compliance best practices for VARs and ISVs. Miller discusses common SMB compliance blind spots, steps solution providers should take to ensure they are compliant with the latest regulations, and more.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insig...2021-11-0322 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 58: How to Sell Technology to Cannabis DispensariesIn Episode 58 of “The Trusted Advisor,” the RSPA’s Jim Roddy connects with John Bachanov, CEO of cannabis ISV Appspensary, and Oscar Alvidrez, Business Development Manager for Custom America, about selling technology to cannabis dispensaries. They discuss key differences between selling to dispensaries vs. traditional retailers, the best contact sources, how to earn a first meeting with the dispensary decision maker, and where the cannabis channel is heading.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software developers. Our goal is to educate...2021-10-1939 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 57: Self-Service and the Changing ConsumerIn Episode 57 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with Fredrik Carlegren, Vice President of Global Marketing for Toshiba, and Blake Gillum, General Manager of VAR/ISV hybrid DCR POS Solutions, to discuss self-service trends and how solution providers should adapt.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at ww...2021-10-0649 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 56: Opportunities and Challenges for Women in Today’s Retail IT ChannelEpisode 56 of “The Trusted Advisor” features 2021 RSPA W2W Leaders of the Year Nell Alverson, the Director of Channel Marketing at ScanSource, and Breanna Brown, Global Marketing Manager for APG. Alverson, Brown, and the RSPA’s Jim Roddy discuss opportunities and challenges for women in today’s channel, actions both men and women can take to avoid bias and promote inclusion, and changes the retail IT industry should embrace to accelerate progress.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software developers...2021-09-2957 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 55: Security Trends & What to Expect in 2022In Episode 55 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with Mark Shelhart, the Director of Digital Forensics and Incident Response at Foregenix, and RSPA Security Advisor Nathan Sweaney to discuss security trends in the retail IT channel and what VARs and ISVs should expect in 2022.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for point of sale resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more in...2021-09-1533 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 51: How to Stop Selling on Price with NAB’s Keith SampsonIn Episode 51 of “The Trusted Advisor,” Keith Sampson, the National Sales Director for North American Bancard, previews his RetailNOW 2021 breakout session “Sell on Price, Lose on Price – Don’t be a Loser!” Sampson and the RSPA’s Jim Roddy discuss how to capture the attention of merchants, which tools will help you sell value over cost, and why VARs and ISVs should invest time attending shows, especially in 2021.
Scheduled for July 25-27 at the Gaylord Opryland in Nashville, RetailNOW 2021 will feature 20+ education sessions across six tracks: VAR & ISV Executive Education, Sales & Marketing, Customer Service, Security, Next Gen Techno...2021-06-2932 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 50: Security Advisor Nathan Sweaney on Zero Trust and Other Security TrendsIn Episode 50 of “The Trusted Advisor,” RSPA Security Advisor Nathan Sweaney previews the security education track for RetailNOW 2021. Sweaney and the RSPA’s Jim Roddy discuss balancing business needs with security preferences, which threats and technologies will remain relevant after COVID, and why POS solution providers should investigate the Zero Trust security model.
Scheduled for July 25-27 at the Gaylord Opryland in Nashville, RetailNOW 2021 will feature 20+ education sessions across six tracks: VAR & ISV Executive Education, Sales & Marketing, Customer Service, Security, Next Gen Technologies, and Cannabis. For more information on RetailNOW or to register for “Where The Indus...2021-06-2233 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 49: ZolTrain’s Danny Gold on the Emerging (and Challenging) Cannabis MarketIn Episode 49 of “The Trusted Advisor,” Danny Gold, co-founder and CEO of ZolTrain, previews his RetailNOW 2021 panel “Everything You Need to Know About Cannatech in 45 Minutes.” Gold and the RSPA’s Jim Roddy discuss nuances of the cannabis market, how VARs should market themselves to dispensary owners, and common reseller mistakes in this niche market.
Scheduled for July 25-27 at the Gaylord Opryland in Nashville, RetailNOW 2021 will feature 20+ education sessions across six tracks: VAR & ISV Executive Education, Sales & Marketing, Customer Service, Security, Next Gen Technologies, and Cannabis. For more information on RetailNOW or to register for “Where...2021-06-1528 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 48: Chelsey Paulson on VAR & ISV Business Growth TractionIn Episode 48 of “The Trusted Advisor,” Chelsey Paulson, COO, EOS Implementer, and Culture Strategist for Keystone Group International, previews her RetailNOW 2021 presentation “Best Practices for Gaining Real Traction Toward Your Goals and Business Growth.” Paulson and the RSPA’s Jim Roddy discuss how operating systems benefit SMBs, why so many business owners struggle to operationalize their orgs, and why business leaders need to “stop mowing dandelions.”
Scheduled for July 25-27 at the Gaylord Opryland in Nashville, RetailNOW 2021 will feature 20+ education sessions across six tracks: VAR & ISV Executive Education, Sales & Marketing, Customer Service, Security, Next Gen Technologies, a...2021-06-0824 minRSPA Trusted AdvisorRSPA Trusted Advisor “Quick Take” Ep. 47: Dan Jablons on the Business Language of RetailIn Episode 47 of “The Trusted Advisor,” Dan Jablons, owner of technology consultant Retail Smart Guys, previews his RetailNOW 2021 presentation “Learn the Business Language of Retail.” Jablons and the RSPA’s Jim Roddy discuss retail VAR communication shortfalls, how to engage in more meaningful conversations with prospects and customers, and the importance of inspiring your team to serve as trusted advisors.
Scheduled for July 25-27 at the Gaylord Opryland in Nashville, RetailNOW 2021 will feature 20+ education sessions across six tracks: VAR & ISV Executive Education, Sales & Marketing, Customer Service, Security, Next Gen Technologies, and Cannabis. For more information on RetailNO...2021-06-0128 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 46: Retail Tech and Customer Experience Trends with Analysts Nicole Reyhle and Stacey WidlitzIn Episode 46 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks retail technology and customer experience trends with two industry experts: Nicole Leinbach Reyhle, the Founder and Publisher of Retail Minded and author of Retail 101: The Guide to Managing and Marketing Your Retail Business, and Stacey Widlitz, President of equity research firm SW Retail Advisors and for 10 years a retail analyst for CNBC.
Reyhle, Widlitz, and Roddy – all named Retail Industry Top 100 Influencers by RETHINK Retail – discuss the latest tech innovations SMB retailers should embrace, AI (artificial intelligence) applications for smaller retailers, customer experience technologie...2021-05-2629 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 45: RSPA Legal Counsel Jill Miller Talks VAR/ISV Post-COVID ChallengesIn Episode 45 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with association General Counsel Atty. Jill Miller about current business and legal issues in the retail IT channel. Among the topics discussed are next steps for solution providers related to the Restaurant Revitalization Fund, how VAR and ISV executives should approach staff travel and flexible work schedules, and best practices for creating your data privacy policy.
For more information on RetailNOW, July 25-27 in Nashville, or to register for “Where The Industry Meets,” follow this link: http://www.gorspa.org/retailnow
...2021-05-2119 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 44: Moving Your Business Forward During Canada’s COVID LockdownsIn Episode 44 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Hussain Darsi, CEO of VAR Loyalty Sense in Calgary, and Shannon Moyes, Business Development Manager for software developer Volante Systems in Toronto, about how their organizations are moving forward during Canada’s COVID lockdowns. Among the topics discussed are best practices for maintaining company culture in a restrictive environment and impactful sales/marketing innovations for VARs and ISVs.
For more information on RetailNOW, July 25-27 in Nashville, or to register for “Where The Industry Meets,” follow this link: http://www.gorspa.org/retailnow...2021-05-1353 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 43: Cannabis Retail Technology Today with New West’s Dan King and APG’s Stephen BergeronIn Episode 43 of “The Trusted Advisor,” the RSPA’s Jim Roddy explores the fast-growing cannabis market with Dan King, Owner and President of New West Technologies/GreenForcePOS, and Stephen Bergeron, VP of Sales and Marketing in North America for APG Cash Drawer. Among the topics discussed are why VARs should jump into this market before the payment processing stampede, how to initially engage in the cannabis vertical, and which cannatech products and services generate the most sales for resellers.
For more information on RetailNOW, July 25-27 in Nashville, or to register for “Where The Industry Meets,” f...2021-05-0556 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 42: Accountability Adventures with Qlaborate’s Jules Curs and Shopify’s Sean BuckleyEpisode 42 of “The Trusted Advisor” features the second-ever “Battle of the Channel Stars,” an industry-focused conversation in a fun and competitive framework. The RSPA’s Jim Roddy talks with Jules Curs, the Director of Operations at VAR Qlaborate, and Sean Buckley, the Retail Partnerships Lead at Shopify about accountability. Among the topics discussed are how self-accountability is foundational to organizational health, how obviating helps your team stay on track, and how conducting a candid failure analysis helps you avoid repeat mistakes.
For more information on RetailNOW, July 25-27 in Nashville, or to register for “Where The Industry...2021-04-0752 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 41: Experts Analyze 2021 RSPA POS Channel KPI StudyIn Episode 41 of “The Trusted Advisor,” Josh Wintoniak of Auto-Star Compusystems Software, Hunter Allen of VAR Cervion Systems, and the RSPA’s Jim Roddy analyze the 2021 RSPA POS Channel KPI Study. Among the topics discussed are the rise – and sales struggles – of ISV/VAR hybrids, an expected increase in channel M&A activity, the continued shift to the as-a-Service recurring revenue business model, and why VARs and ISVs keep missing out on marketing opportunities.
To obtain your copy of the RSPA POS Channel KPI Study, follow this link: 2021 RSPA POS Channel KPI Study
For mo...2021-03-0352 minRSPA Trusted AdvisorRSPA Trusted Advisor Ep. 40: Cannabis Opportunities for VARs and ISVs in 2021In Episode 40 of “The Trusted Advisor,” the RSPA’s Jim Roddy takes a deep dive into the fast-growing cannabis market with Dave Albert, president of VAR Retail Control Systems, and Duane Roebuck, Sr. Channel Manager of Retail and IoT at distributor BlueStar. Among the topics discussed are recent market changes affecting VARs and ISVs, opportunities for retail IT resellers in this space, and steps solution providers should take now to position their business for the future.
“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is a content series designed specifically for point of sale res...2021-02-1153 min