The RSPA hosts online Retail IT Community Roundtables to provide VAR and ISV members with insights to accelerate their businesses. Roundtable participants receive business tools and templates designed by RSPA members and staff, plus one lucky Roundtable participant win a best-selling business book. Use this page to register at no charge for the next Roundtable or to access on-demand Roundtables.
On-Demand Roundtables
- Hosted by RSPA Canadian Community
- Effective sales and marketing tactics for VARs
- Updated customer service best practices
- Technologies on the horizon VARs should investigate
This is a member-only benefit, please login to access this on-demand recording.
- Hosted by RSPA Niche & Startup ISV Community
- The landscape for ISV acquisitions for the rest of 2021 and beyond
- Best practices for growing your VAR network and managing your channel
- Biggest opportunities and challenges for ISVs in 2021
Find additional resources here.
- Hosted by RSPA W2W Community
- What the retail IT channel will look like in five years
- How professional development helps your team adapt to an ever-changing landscape
Find additional resources here.
- Hosted by RSPA Cannabis Community
- Revenue forecasts for the cannabis vertical, including insights into growth rates for the B2B dispensary market and the retail IT channel
- Effective tactics for securing attention from dispensary decision makers
- Cannabis IT pitfalls, hurdles, and challenges
Find additional resources here.
- Hosted by RSPA NextGEN Community
- Biggest challenges when coordinating sales and marketing
- Effective actions and tools to integrate sales and marketing efforts
Find additional resources here.
- Hosted by RSPA Canadian Community
- How VARs/ISVs can help retailers face challenges and create opportunities
Find additional resources here.
- Hosted by RSPA Canadian Community
- How VARs and ISVs can open new doors and grow sales
Find additional resources here.
- insights on actions vendors can take to benefit their software developer partners
Find additional resources here.
- The importance of vendors providing reliable products, education on new technologies, and marketing assistance
- Vendor commitment to channel partners
Find additional resources here.
- Hosted by RSPA Canadian Community
- Services VARs should offer their merchants
- How VARs and ISVs are adjusting their sales approach
Find additional resources here.
- CARES Act and PPP (Paycheck Protection Program) resources
- Sales/marketing adjustments during the COVID-19 crisis
Find additional resources here.
- Firsthand experiences applying for a PPP (Paycheck Protection Program) loan
Find additional resources here.
- Protecting your employees and merchant during the COVID-19 crisis
- Introducing new products like e-commerce solutions
- Enabling employees to work from home
Find additional resources here.
- Loans and grants for solution providers
- Managing your finances during a period of extreme uncertainty
Find additional resources here.
Paul has been in the business since 1996, starting as a grocer in a small town close to Ottawa, Ontario. He then joined Logivision, a software development house as a technical support person. In 1999, Paul moved to Toronto, Canada to work as a support technician for Armagh Cash and AM/PM. In 2008, Paul joined Logivision as a technical sales representative. Paul travelled the US and Canada working with resellers of all sizes that sold Logivision point of sale systems. Paul helped Toshiba TEC at the time to create the alliance with the TEC network of the product Called Symphony on TEC hardware.
In 2009, Paul acquired a dealership in Toronto called Globe POS systems, a dealership that was reselling Logivision’s products. Today Globe POS is one of the biggest resellers of this product in Canada and top 5 across the world.
Paul has been active with the RSPA since 2008 and serves as Co-chair to the RSPA Canadian Committee.
Jordan Statt is the Senior Director of Dealer Sales at Heartland, managing the largest VAR channel in the Retail and Hospitality technology industry with more than 250 Dealer partners across six different Point of Sale solutions. Since joining Heartland in 2019, Jordan has led the integration of new Cloud POS products and partners, and works to enable Dealer partners through innovative programs that pair Dealers’ local expertise with scalable software, hardware, and payment solutions.
Prior to joining Heartland, Jordan was the Vice President of Business Development at MobileBytes, a cutting-edge Cloud Hospitality Point of Sale ISV, and spent more than five years with the company from launch to acquisition.
Jordan holds an MBA from Chapman University in Orange County, California, and has a passion for technology, partnerships, and strategic planning and execution. He resides in Phoenix, Arizona with his wife and son.
Jeff has 19 years of experience growing B to B software businesses through value added reseller channels to provide solutions for the retail and hospitality markets on an international basis.
In the early 2000’s Jeff was General Manager of Microsoft Retail Solutions where he had global P&L responsibility for Microsoft RMS. Under Jeff’s leadership the RMS partner community grew to over 1500 resellers serving a customer base of 55,000 retail store locations. Jeff also served as integration lead for Microsoft’s acquisition of Great Plains Software in 2002.
In 2004, Jeff left Microsoft to became CEO of Dinerware, a small restaurant software startup with 20 resellers and 600 restaurant customers. Under his leadership Dinerware grew rapidly being listed on the Inc 5000 list of fastest growing private companies for four years in a row and attracting over 30,000 customers. In 2015 Jeff led the successful sale of the company to Heartland Payment Systems which was acquired by Global Payments one year later.
After taking a sabbatical in 2016, Jeff joined The Corum Group (a boutique M&A advisory firm) serving tech entrepreneurs through the sale of their businesses. Based on his experience Jeff was invited to present the keynote session at RSPA’s Inspire event in 2018 sharing M&A trends and best practices in the retail technology industry.
In May of 2018 Jeff joined Retail Management Hero as CEO and became Chairman in 2019 where he remains presently. In the past and present Jeff has been active as an angel investor and served on numerous advisory boards and as director for payment startups, loyalty software, and even an engine design company. Jeff has been a member of the RSPA since 2004, participated in several RSPA Board strategic planning meetings, and served as Co-Chairman of the Education and Certification committee during the early 2010’s.
Jeff is eager to contribute at a higher level for the RSPA in 2021 by serving on the board and hopes to earn your vote!
Brianna Moriarty is the Partner Development Manager at Star Micronics where she works with channel-partners to grow their business and develop new markets. Brianna has a background in marketing and uses this to help VARs and ISVs to establish a go-to-market strategy and create co-marketing campaigns. She enjoys following the latest social media marketing trends and creating content for retailers and SMBs.
Kate Orara, Marketing Engagement Manager at SpacePole, Inc., has been working in the AIDC/POS industry since 2005. Over the last 16 years, she has worked for 3 different companies that work with channel partners as well as end-users providing services such as staging/integration, installations, and ongoing maintenance support and hardware manufacturers consulting on the appropriate solutions to meet the needs of customers. Kate has held roles in sales, management, marketing, and even overseeing an entire business unit carrying responsibility for controlling internal costs while improving variable margin.
With Kate’s experience assisting both VARs and directly with end-users, she has adopted the philosophy that the channel is the best way to support the end customer. Kate believes it is important to work closely with resellers and their end-users to better understand challenges to provide the most optimal solutions and ongoing communication for successful implementation of products. Through the RSPA community, Kate has expanded her network to connect with various hardware manufacturers, ISVs, distribution partners, and VARs which has allowed her to learn how to best provide “outside of the box” ideas from sales, marketing, and service perspectives.
Kate is a very enthusiastic and energetic person who also believes in actively listening to uncover true challenges to put together proper and creative solutions. Kate resides in Greenville, SC with her husband of 15 years and 2 children.
With over 25 years of product management experience with brands such as, AOL, Verizon and SAP, this product guru lives and breathes “When restaurants speak, we listen”. He is an accomplished and results-oriented product strategist with a decisive, solutions- focused approach that strengthens internal operations, improves organizational effectiveness, and produces efficiency. He has significant hospitality pain point understanding and experience, having founded the first ever 3rd party delivery platform in 1993 and having worked in numerous roles at restaurants for years.
Will has been around retail POS literally all his life, growing up in the family business with CAP Software, with roles in shipping/receiving, equipment staging, sales, marketing, product development and partnership management. He took over the company in 2008 and recently managed the acquisition by POS Nation in 2020. He has been closely involved with the RSPA since 2002 and has extensive experience as a VAR and an ISV. He looks forward to bringing his experience successfully meeting these challenges to the RSPA membership at large. Away from the office Will is a father of two and enjoys spending his hours outdoors hunting and fishing with the kids, driving race cars at the track, and traveling with the family.
Mark has been working for over 15 years with many restaurant/retail businesses to shape their network security and PCI DSS compliance strategies and deliver solutions that enable them to innovate and grow their businesses while protecting their brand and customers’ data. Mark understands how vital business continuity, productivity, and customer experience is for multi-unit restaurants/retail locations and how success in today’s digital world is impossible without a secure and reliable network foundation. He is currently the Senior Vice President with Netsurion where he manages direct and partnership relationships for Netsurion’s Secure Edge Networking business line of products and services.
| 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 |
Leadership in You -If You Don’t Prioritize Your Development No One WillDownload VideoDownload 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 |
Base Track Sessions (Duration = 90 Minutes):
Sales Management: Fundamentals of managing sales deployment, process, forecasting and compensation.
Levers of Success: Strong knowledge of the levers that drive healthy VAR & Vendor businesses.
Data Security: Key management practices that protect data across all applications and platforms.
Market Analytics: Practical experience and tools that enable businesses.
Recurring Revenue: Proven track record in generating recurring revenue streams outside of traditional POS.
Marketing: Content Marketing, Voice search, Gen Z, Effective use of Social Media, Location based marketing.
Branch Track Sessions (Duration = 40 Minutes):
MSP Automation: Tools that aid in transitioning to a Managed Servicer Provider.
Organizational Strength: Recruiting, interviewing, selecting, hiring, and developing.
SMB Innovation: New offerings that impact business.
Sales Process: Deep dive into refining approach to stages of sales process.
Customer Experience: Organizing customer interaction for optimal business outcomes.
Business Operations & Valuation: Methods for measuring and building value in your business.
Each applicant is required to submit a Scholarship Application Essay. This is a two-page, double-spaced paper, which cannot be handwritten. Type the essay on white, 8.5” x 11” paper and upload it with your other materials at the end of this application.
Please choose one of the following topics below for your essay:
- 2020–what a year! Although it may seem hard to believe, we will get through this and life will return to a new normal. Someday you will probably be asked by your children or someone else to describe this year. When historians write about the past, they rely on published documents that delineate events and personal accounts that are based on emotional recollections. What would you say? In a well-organized essay, recount your experience with this year. You may discuss 2020 in general or focus on one or two aspects, ie. Covid, masks, education, politics, etc. You may write this as a fact-based article or a personal account of how this affected you.
- This year also called into question how we teach and how we learn. We know that some people learn best by reading, others need to hear or even experience some elements of the material. E-learning became a necessity in many cases and may or may not become a feature of education in the future. How do you learn best? What was your experience with E-learning? How do you feel educators should proceed in the future? In a well-organized essay, explain your model for an education system that benefits the most students. Use your own experiences to support your ideas.
TIPS FOR CREATING YOUR ESSAY SUBMISSION: The essay should show original and serious thinking on the part of the applicant and should demonstrate the applicant’s ability to express those thoughts clearly and accurately. A third page may be added to cite sources if quotes, purported facts, etc. are used. The essay should be coherent; it should have a clear beginning, middle and end. Begin by introducing the topic and set forth the boundaries of the subject. Do not be vague or too expansive. Instead, be specific and well-disciplined. You may want to follow these steps in preparing your essay:
Outline your essay. Write a rough draft and review it by asking yourself such questions as: Is it clear? Are questions raised by this essay left unanswered? Is the topic clearly defined? Are the ideas well developed? Are the ideas concrete?
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?
Recaptcha Test
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.
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.
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.
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.
| 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