RSPA Trusted Advisor Ep. 90: Your Sales Pipeline and the Retail IT Channel Timeline

In 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,, 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 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

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Jim Roddy is the President and CEO of the Retail Solutions Providers Association (RSPA). He has been active in the retail IT 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 has been recognized as one of the world’s Top Retail Influencers by RETHINK Retail, a Leading CannaTech Influencer by The CannaTech Group, and is regularly requested to speak at industry conferences on SMB best practices. He is author of two books – The Walk-On Method To Career & Business Success and Hire Like You Just Beat Cancer – and is host of the award-winning RSPA Trusted Advisor podcast. For more information, contact