Analysis Session: 2020 RSPA VAR Sales Compensation Study

Retail IT VARs transitioning to the as-a-Service recurring revenue business model have seen massive changes to their product offering, cash flow, and merchant relationships. But perhaps the trickiest aspect of this transformation is sales rep compensation. To help retail IT VARs understand sales compensation best practices in a SaaS (Solutions as-a-Service) world, the RSPA commissioned the 2020 RSPA VAR Sales Compensation Study. This first-of-its-kind survey attracted responses from 52 VARs and reveals reseller compensation structures for SaaS sales vs. traditional sales, what their top sales reps earn, how they track salesperson performance, and more.

Shortly after the study was released, the RSPA hosted a one-hour interactive online analysis session. RSPA VP of Sales & Marketing Jim Roddy shared six key findings from the study and offered additional insights based on a review of the data and engagements with RSPA VAR members. You can watch that session on-demand here via the RSPA YouTube channel:

Jim Roddy is the Vice President of Sales and Marketing for the Retail Solutions Providers Association (RSPA). He has been active in the POS channel since 1998, including 11 years as the President of Business Solutions Magazine, six years as an RSPA board member, one term as RSPA Chairman of the Board, and several years as a business coach for VARs, ISVs, and MSPs. Jim is regularly requested to speak at industry conferences and he is author of Hire Like You Just Beat Cancer. For more information, contact