connecting the Point of Sale technology ecosystem
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DESTINATION:
SECURE PROVIDER

    Providing your customer with the information and tools they need to thwart compromises to their POS assets has become a business imperative. RSPA wants you to be equipped with what you need to know to be the trusted security solution provider to your customer. Set a course to be a Secure Provider, and use this resource library to reach that destination.
     
    PCI Qualified Integrator & Reseller (QIR):
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    connecting the Point of Sale technology ecosystem
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    Paul Leduc

    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

    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 Riley

    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!

    Kate Orara

    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.

    Brianna Moriarty

    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.

    Shane Gau

    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.

    Mark Cline

    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.

    Will Atkinson

    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.

    LMS Pilot Program
    • Contact Information

    • Please use the address you have associated with RSPA.
    • Other Information (Optional)

    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 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
    Pacesetter Awards
    • Winners for the current year will be selected in mid-June and recognized at at the 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.

    • Nominator Information

    • Nominee Information

    • Include as many details as possible about accomplishments over the past 12 months. Answers can include: significant innovation(s), unique installation(s), new product development, significant company growth, contributions to community and award recognition.
    Topics for 2019

    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.

    Recaptcha Test

    Job Match Profile
    Essay Instructions

    Each applicant is required to submit a Scholarship Application Essay. The essay should be approximately 500 words, typed and uploaded at the end of the application, along with your other materials.


    Please choose one of the following topics below for your essay:

    1. There is so much sadness, anger, and dissension in the country that it would be good to share some happiness and optimism. Please write about an idea, event, or feeling that makes you happy. Include a detailed account of your topic. Explain why it affected you, what you learned from it, and how it bodes for the future. If you cannot think of a single happy thought, go on to the next topic!
    2. Let’s talk about clothing. Choose any approach to this topic. What do you like to wear? How do you choose your wardrobe? Has it changed since the lock down? Do you prefer comfort or style? Whose clothing do you admire and why? Include any or all of these questions in your essay or take your own spin on the subject.



    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?

    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

    Step 1 of 2

    50%
    • Faculty Application

    • (Board positions, committee experience, conference speaker etc.)
    • Choose all that apply. Hold CTRL to select multiple answers.
    • Drop files here or
      Max. file size: 300 MB, Max. files: 3.
      • Max. file size: 300 MB.
      • Canadian: Responsible for identifying new members in the Canadian market and assisting with annual Community networking events (one in-country).

        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.
      NextGEN Community at RetailNOW

      NextGEN Community at RN18

      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.

      • Nominator Information

      • Nominee Information

      • Minimum of 150 words
      W2W Community at RetailNOW

      W2W Community at RN18

      Canadian Community at RetailNOW

      Canadian Community at RN18

      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.

      • Nominator Information

      • Nominee Information

      • Minimum of 150 words
      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
      NextGEN Email List Sign Up Form
      NextGEN Scholarship Nomination Form
      Become a NextGEN sponsor

      • Please select an option from the dropdown menu

      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