RSPA Retail IT Community Roundtable: What VARs Want from Vendors -

Rene Stai

Rene is Head of Marketing at LOC Software, where she leads the company’s marketing strategy and execution internally and for its value-added resellers (VARs) and its vendor partners.

Rene has been in the grocery industry for 25 years, beginning her career in the 90s, working on front-end and back-office solutions in large corporate environments. Before her time at LOC Software, she held various positions in her VAR career, including instructional design, consulting, implementation, product management, and Software Director roles. She highly values building strong relationships and takes pride in understanding the market and identifying and strategizing efficiencies.

Allie Haskell

Jason Schlichting

After 7 years of selling in other industries, Jason moved to ScanSource in December of 2013 to become an Account Manager in the Networking & Physical Security division. After 5 years of double-digit growth, he moved into ScanSource’s flagship Point-Of-Sale/Barcode division as an Account Executive. He’s primarily focused on strategic initiatives with Point-of-Sale & Payments VAR partners. When he’s not working, you’ll probably find him in the gym or on the golf course. Jason and his family reside in sunny Phoenix, AZ.

Kate Orara

As Star Micronics’ Partner Development Manager, Kate Orara brings 18 years of retail channel expertise to the table. With a diverse background encompassing sales, marketing, and business development, Kate has worked with every aspect of the channel, including distributors, value-added resellers, and end-users. She has found that the best way to support end-users is through the channel and believes in the power of relationships to provide achievable solutions.

Involved in the RSPA since 2012, Kate hopes to help push the organization into the future, bringing a fresh perspective to the next generation of channel industry leaders.

Brianna Moriarty

Brianna Moriarty started her career in the point of sale technology industry and has been heavily involved in the community and the RSPA ever since. Brianna has a passion for marketing and has used her skills to work with VAR and ISV partners to help them develop their own marketing campaigns and establish partnerships that will help them grow their business. In addition to her career, Brianna is currently pursuing her MBA at Louisiana State University. In her free time, Brianna enjoys reading, running, and traveling the world with her husband, Stephen.

Liz Everett

Liz Everett started her career in the payments world with First of Omaha Merchant Processing in 1994. Her next career move landed with what was Vital Merchant Services then became a division of TSYS. During those 8 years, she managed a team of Account Executives and Sales Representatives as well as Operations. In 2010, TSYS sold this business unit to The Phoenix Group. Liz stayed with The Phoenix Group for 10 years through the acquisition by Ingram Micro where she managed Strategic Accounts then later moved in the General Manager role. She currently serves of the Director of Payment Solutions for TRG, managing Sales Executives in US and Canada.

Michael Tash

Mike is the co-founder, co-owner and Vice President, Customer Relations of Essential Systems Solutions in Frederick, MD. Mike has been in the POS business for over 30 years, beginning his career by installing POS systems in quick service restaurants for Electronic Systems Services (ESS) in Gaithersburg, MD. Throughout his 20+ years with ESS, he worked as an installer, service manager, VP of Administration, and finally VP, Customer Relations as a member of the executive management of the company that made ESS grow from a small local company to a company recognized all over the United States. In 2011, after the owner of ESS closed that company, Mike and his partner formed a new company, Essential Systems Solutions, hiring all of the former ESS employees and continuing to serve their nationwide and local customers. Mike’s role is to be the “relationship guy” and to grow the customer base and make sure that when customers have any POS needs, Essential gets the call.

Essential has been an RSPA member since their inception (Mike for 15+ years) and has found it a valuable resource for learning, expanding their network, and adding suppliers when needed. In addition to previously serving on the Board of Directors (2016-2021), Mike has been a member of the RSPA Marketing Committee and always have been an RSPA Ambassador help to spread the word and the significance of being a member.

Over the years Mike & the Essential team won the 2014 VSR Magazine Innovation Solution Award in the category of Point of Sale Solution and Essential has been recognized by Frederick County, MD as one of the best places to work.

When he is not talking about POS, Mike flies around the country playing guitar with the blues band Bad Influence.

Andrew Faulkner

Andrew Faulkner serves as the owner and Chief Executive Officer of Staley Technologies in Little Rock, AR. Prior to purchasing Staley Technologies, Andrew owned and operated Advanced POS Solutions also in Little Rock, AR. Advanced POS Solutions was a leading Value Added Reseller of Point of Sale solutions and received numerous industry accolades. In 2018, Andrew completed the acquisition of Staley Technologies and the subsequent merger with Advanced POS Solutions. Through organic growth and multiple acquisitions, Staley Technologies has rapidly grown into a national technology player with over 250 employees and offices in Little Rock (HQ), Springdale, Atlanta, Orlando, Columbus (OH), Lansing, Boise, and Los Angeles.

Today, Staley Technologies deploys commercial technology nationwide to help clients stay relevant in ever changing environments. Staley Technology creates custom solutions for each and every client to ensure they can deliver for their customers. We are committed to providing the best possible service exemplified in our 200 W2 technicians across the country. Staley Technologies does it right the first time.

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Preliminary Agenda-at-a-Glance

Saturday – August 1, 2020
RSPA Board Meeting	9:00A – 5:00P
Implementing an Effective Sales Management Program Key Components to Driving Results and Productivity of Sales Teams Download Video Download Audio Only	Dave Menton
Learning From Another’s Forensic Engagement Download Video Download Audio Only	Adam Perella
Meet the Modern Marketer: Content Marketing Key Concepts Download Video Download Audio Only	Mark Fraker and James Korte
Things You Can Do Right NOW to Improve the Value of Your Business Download Video Download Audio Only	Tom Bronson

Branch tracks
8 Key Drivers of Business Value Download Video Download Audio Only	Jim Kahrs
Best Practices for Qualifying your Prospects Download Video Download Audio Only	Phil McCarthy
Building A Sustainable Sales Team in Times of Change Download Video Download Audio Only	Chris Lybeer
Capital For Business Growth Download Video Download Audio Only	Jon Engleking
Delivering the Right Content Download Video Download Audio Only	Stephen Bergeron
Expect Change For Success Download Video Download Audio Only	Mark Schulze
Hijacking Customer Success Download Video Download Audio Only	Butch Langlois and Jake West
How to Create an Effective Sales Compensation Plan Download Video Download Audio Only	P.J. Tierney
Innovation as the Key to Success Download Video Download Audio Only	Mark Paley
Innovative and Simple Solutions for SMB Payments Download Video Download Audio Only	Jim Parkinson
Marketing In The Digital Age Download Video Download Audio Only	Stephen Bergeron
Merging Payments and the Ideal Customer Experience Download Video Download Audio Only	John Arato
Practical Customer Service Tools Download Video Download Audio Only	Andrew Bourne
Put On Your Own Mask Before Helping Others – Critical Security Controls for Resellers Download Video Download Audio Only	Nathan Sweaney
There is No Silver Bullet -Why Multi-Layer Security Strategies are Critical to Success Download Video Download Audio Only	John Ayers
VAR & ISV Secrets to Maximizing Your Vendor Partner Relationships Download Video Download Audio Only	Moderated by Jim Roddy
Win More Business by Selling 24.7.365 with Marketing Automation Download Video Download Audio Only	Jeremy Julian

Leadership in You -If You Don’t Prioritize Your Development No One Will Download Video Download Audio OnlyKathy Meader and Shannon Reichart

Breakouts
Balancing Retail, Hospitality and Security (Slides Unavailable) Download Video Download Audio Only	Michael Weaver
Blocking Breaches with Blockchain Download Video Download Audio Only	Dee Duncan
Cloud or Client Server – A Winning Recipe For Each Download Video Download Audio Only	Bob Bauer
Credit Card Processing 101 – Winning Strategies for the Convergence of Industries Download Video Download Audio Only	Dan Brattland
Innovating as an SMB Reseller Download Video Download Audio Only	Alan Outlaw
Keeping Your Top Talent Download Video Download Audio Only	Chelsey Paulson
Positioning VAR Businesses for SMB Success Download Video Download Audio Only	Jeff Riley and Chris Rumpf
The Challenge of Implementing Saas Download Video Download Audio Only	Andrew Warker
The Voice of the Customer Download Video Download Audio Only	Ansley Hoke
Unlocking the Hidden Value of Recurring Revenue Download Video Download Audio Only	Chad Carr

Pacesetter Awards

Topics for 2024

Sales Management: Fundamentals of managing sales deployment, process, forecasting and compensation.

Sales, Marketing & Customer Service: Portfolio expansion (adding to tech stack), How to find & retain customers

Executive Education: Business Management, Operations and/or Culture.

Express Education (These are short, 10–12-minute presentations followed by Q&A): Suggested topics include: Emerging Technologies, Security, Leadership, Sales

ISV Education: Channel Development, Strategies for Partnerships

Other: Please describe any session you are proposing that does not fit into one of the categories above.

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Essay Instructions

Each applicant is required to submit a Scholarship Application Essay. This is a two-page, double-spaced paper, which cannot be handwritten. Submit your essay by uploading a text file with your other materials.

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Finalize your essay, asking yourself these questions: Is this precise or too general? Is it concise or does it ramble? Have I used grammar properly? Is this essay persuasive? Are the quotes accurate? Are the facts valid? Are my thoughts and conclusions well organized?

The RSPA Academy proudly presents our second Regional Education Event being held on Tuesday, May 7th in Tampa, Florida. Join RSPA and sponsor EVO Payments, for a 1 day, on-site workshop like no other event in the industry. Agenda topics include:

Market Sizing/Market Potential Indexing
Sales Process Methodology
Sales KPI’s/Metrics.

Hosted by EVO Payments at their headquarters in Tampa, FL and led by RSPA’s VP of Sales, Dave Menton and VP of Education, Kathy Meader, this interactive workshop event will help you think about change and transformation in your sales organization. Join your colleagues as they share best practices around:

Identifying a target market
Deploying a sales team to execute against sales targets
Implementing a disciplined sales process
Leveraging sales management best practices
Measuring and monitoring Key Performance Indicators around Sales Activity and Results

Registration will open at 9:30 AM. The workshop will be held from 10:00 am – 3:30 pm and lunch will be provided for all attendees. Seats are limited, so click here to register today!

Registration is complimentary for Current RSPA Members. For lasped and non-member companies:

$50	1 individual*
$75	2 individuals of the same company*
$100	3+ individuals of the same company (best value)*

*Cost will be credited towards renewal or new membership fees if activated within 30 days of the event.

Join us as we review the lessons we learned from forensics investigations in 2018. Dave Ellis, SecurityMetrics’ VP of Investigations (PFI, GCIH, CISSP, QSA), also gives his forensic predictions for 2019 to help you strengthen your organization’s defense. Dave is also joined by John Bartholomew, SecurityMetrics’ SVP of Technology (PCIP), for a Q&A session where they answer questions about data security and breaches.

REGISTER NOW!

Let’s face it. Our most valuable resources walks out of our offices at the end of each workday…that resource is our people. The question every leader should ask themselves is “Have I done enough today to ensure they come back tomorrow?” Join Paul and Shannon for the 1st part of this 2-Part session that will assist you in developing your people. Part 1 will focus on HOW to develop your people and where to exert your time and energy.

REGISTER NOW!

In 2018 most processors began requiring resellers to sign up for MasterCard’s Terminal Servicer Program. We also saw a few changes to the program with the release of the updated QIR program. Join us on this webinar as we review the details of this program and how it applies to all POS resellers.

REGISTER NOW!

By incorporating the newest in payment technologies into your POS sales pitch, both POS VARs and ISVs can complement their existing sales points while differentiating their product from a competitor. Join Matt Bruno VP of Sales for Payment Logistics as he looks at a few of the new technologies, their functionality and, most importantly, how dealers can capitalize on these new tools.

REGISTER NOW!

RSPA Academy

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Security: This committee’s focus is to help the retail technology industry better understand the realities and risks of PCI Compliance and to provide the voice of our community to strategic partners, such as the PCI-SSC.

Education and Certification: This committee serves as the advisory board for the RSPA by providing recommendations on content and assisting with the execution of industry education for members. Included in this has been support with content and breakout sessions for both INSPIRE and RetailNOW.

Membership: Responsible for helping to grow and retain RSPA membership. This committee also assists in outreach to other organizations to encourage membership and engagement.

Marketing: This committee helps raise awareness of the RSPA brand and image, as well as works closely with the RSPA team on creating and branding campaigns and initiatives.

NextGEN: We are working to build a community of RSPA members that will help the industry evolve and continue to flourish. Those that are creating and offering new solutions as well as those that will take ownership as the previous generation begins to transition who are at any level of their organization (executive, sr management, management, entry level, etc). You don’t have to be a leader today to help guide the RSPA for tomorrow.

Scholarships and Awards: Assists with assessment of the RSPA scholarship program and evaluates and provides suggestions regarding RSPA’s Vendor Awards of Excellence awards program. This year we will break into two separate work streams: one to evaluate the awards categories and voter engagement and the other to promote donations to the scholarship fund.

Strategic Technology Solutions (STS): The STS committee works to identify emerging technologies that may be of benefit/interest to RSPA members and/or their customers. The committee also provides an article published in each issue of connect magazine.

W2W - Women In Retail: The W2W Committee works to unite, lift and empower women in technology by providing educational opportunities and peer to peer collaboration in a supportive environment.
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W2W Leader of the Year Nominations

The W2W Leader of the Year award has been created to recognize a woman in the Retail Technology Industry, who is determined to reshape the industry and create a smarter and more inclusive future.

This honor recognizes a woman who has demonstrated key characteristics of a pioneer paving the way in the Retail Technology Industry. These include:
- Professionalism – commits to the continual improvement of knowledge and skills, while providing motivation to others in the industry
- Leadership – is a positive role model and actively seeks to bring greater diversity to the technology industry
- Mentorship – enables professional growth of those they manage or mentor through their actions and encouragement
- Communication – displays strength in both interpersonal and organizational communication
Winner for the current year will be selected in mid-June and will be recognized at RetailNOW. The deadline to nominate for the current year will coincide with the closing of the Vendor Awards of Excellence voting, at which time the nominations process will reset. However, nominations for the subsequent year are accepted anytime after this date.

Disclaimer: By submitting this ballot RSPA member confirms they are employed by a member company in good standing. Incomplete nominations, or nominations that do not address all criteria, will not be considered.
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Hall of Fame Nominations

Inductee for the current year will be selected in mid-June and recognized at RetailNOW. The deadline to nominate for the current year will coincide with the closing of the Vendor Awards of Excellence voting at which time the nominations process will reset. However, nominations for the subsequent year are accepted anytime after this date.
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Time	Function
6:00pm – 7:00pm	Open Networking & Tabletops Open Bar & Passed hors d’oeuvres
7:00pm – 7:10pm	RSPA Welcome & Intro RSPA President & CEO: John Kirk
7:10pm – 7:55pm	Guest Speaker Michael Leblanc
8:00pm – 8:55pm	Open Networking & Tabletops Hockey Hall of Fame Games
8:55pm – 9:00pm	Closing RSPA Canadian Committee Chair: Paul Leduc

7am-8am

Hunter Allen
Tom Bronson
Jeff Riley
Nathan Sweaney

1pm-3pm

Hunter Allen
Troy Leach
Nathan Sweaney

7am-8am

Hunter Allen
Tom Bronson
Jeremy Julian
Jeff Riley
Nathan Sweaney

1pm-3pm

Hunter Allen
Tom Bronson
Jeremy Julian
Jeff Riley
Chris Rumpf
Dave Sobel
Nathan Sweaney

1pm-3pm

Hunter Allen
Tom Bronson
Jeff Riley
Nathan Sweaney

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Course 7: Recommended Paperwork to Complete a PCI Compliant Installation

Course 6: Providing Ongoing Support

Course 5: How to Administer & Maintain a PCI Compliant System & Environment

Course 4: Installing a Compliant System

Course 2: Security Regulations

Course 1: Payment Industry Overview