RSPA Trusted Advisor Ep. 3: VAR and ISV Business Development with Spark’s Jason Cowan and Vend’s Jake West

In Episode 3 of “The Trusted Advisor,” the RSPA’s Jim Roddy discusses VAR and ISV business development best practices with Jason Cowan, Principal of Business Development at VAR Spark Solutions Group, and Jake West, Director of Business Development for ISV Vend. Jim, Jason, and Jake talk through the most effective lead gen tactics, how to secure referrals, key elements of a successful business development program, and internal sales systems SMB channel companies should embrace.

“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is a content series designed specifically for point of sale resellers 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

Watch Episode 3 on YouTube now:

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Jim Roddy is the Vice President of 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