2024 RSPA Retail IT Channel KPI Study

For the eighth annual Retail IT Channel KPI Study, the RSPA has compiled data that will help VARs and ISVs better navigate today’s ever-changing ecosystem. Among the key takeaways:

  • Growth trajectory continues for VARs, ISVs, and hybrids
  • Revenue stream analysis: Are VARs too dependent on payments?
  • Strong 2023 profits: No VARs report losses, ISVs achieve record margins
  • Preferred business model for today’s retail IT VAR/ISV is recurring revenue
  • Expect continued VAR/ISV acquisitions — but from an unexpected source
  • Top niches for 2024: Liquor, ethnic grocery/restaurant, cannabis
  • Solution provider sales rep pay holds steady
  • 2023 VAR/ISV marketing spend sends mixed signals
  • Opportunities & threats: “Lots of opportunity in the niche software space”

Access the 2024 RSPA Retail IT Channel KPI Study here.

For additional analysis of the KPI Study, listen to this episode of the RSPA Trusted Advisor podcast. Will Atkinson of VAR/ISV POS Nation, Dean Reverman of distributor BlueStar, and RSPA’s Jim Roddy share their perspectives on this year’s report and what it means for the retail IT channel.