“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.
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RSPA Trusted Advisor Ep. 118: Cash Discounting & Surcharging Update from Atty. Jill Miller
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In Episode 118 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA General Counsel Atty. Jill Miller about the latest on cash discounting and surcharging sparked by her RetailNOW 2024 presentation “Legally Speaking: Cash Discounting and Surcharging.” RetailNOW, the retail IT channel’s #1 trade show, education conference, and networking eve…
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RSPA Trusted Advisor Ep. 117: 2024 RSPA State of the Industry Report
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In Episode 117 of “The Trusted Advisor,” RSPA CEO Jim Roddy delivers the 2024 RSPA State of the Industry Report. The report features eight retail IT channel macro trends and our industry’s top two competitive advantages over non-channel organizations. The State of the Industry Report was first delivered July 29 on the main stage at RetailNOW 2024 i…
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RSPA Trusted Advisor Ep. 116: Expanding Your Tech Offering and Leadership Skills with ScanSource’s Heather Philpott
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In Episode 116 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Heather Philpott, the Director of Supplier Services at ScanSource, about her leadership journey and her upcoming RetailNOW 2024 panel “Elevate & Innovate: Essential Tools for Empowering Your Retail Technology Solution Business.” Philpott details VAR and ISV best practices for te…
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RSPA Trusted Advisor Ep. 115: Visionary Leadership with Rod Plus Solutions President Kevin Spencer
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In Episode 115 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Kevin Spencer, President of VAR Rod Plus Solutions, to discuss his leadership journey and his upcoming RetailNOW 2024 presentation “Dynamic Leadership: Igniting Growth, Navigating Change & Empowering Teams.” Spencer shares how embracing visionary leadership has impacted his …
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RSPA Trusted Advisor Ep. 114: The Secret to Leadership Longevity
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In Episode 114 of “The Trusted Advisor,” RSPA CEO Jim Roddy draws business leadership lessons from the world of college athletics through an interview with Brian Streeter, the Director of Athletics for 27 years at Penn State-Behrend, and Dave Niland, Behrend’s head men’s basketball coach for 29 years. Streeter and Niland share the keys to their lon…
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RSPA Trusted Advisor Ep. 113: Selling to and Leading a New Generation with BlueStar’s Michel Sirois
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In Episode 113 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Michel Sirois, President of BlueStar Canada and Past Board Chair of the RSPA, about his leadership journey and his upcoming RetailNOW 2024 panel “Unlocking the Secrets of Selling to a New Generation of Customer.” Sirois shares one of his sales secrets, how he developed his leade…
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RSPA Trusted Advisor Ep. 112: Tonic POS, BOLD Co-Founders Talk Leadership Amid Rapid Growth
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In Episode 112 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with the co-founders of VersiTech, the parent company of Tonic POS and BOLD Integrated Payments, CEO Tyler Young and Chief Revenue Officer Gary Liu. Young, Liu, and Roddy discuss how to successfully integrate three companies into one culture, how to effectively hire and onboard new e…
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RSPA Trusted Advisor Ep. 111: Emotional Agility with POS Supply CEO Stephen Enfield
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In Episode 111 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with Stephen Enfield, the CEO of POS Supply Solutions. Enfield and Roddy discuss how to integrate company values throughout an organization, how to successfully onboard new hires and newly acquired companies, how successful leaders embrace “emotional agility,” and more. “T…
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RSPA Trusted Advisor Ep. 110: Brad & Owen Lucas Find Sweet Spot of Brotherhood, VAR Leadership
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In Episode 110 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks leadership with brothers Brad Lucas and Owen Lucas of VAR Lucas Systems, named one of the Best Places to Work in South Carolina. Brad, the company President, and Owen, Vice President of Operations, discuss what drives them to improve their family business, what activities have expand…
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RSPA Trusted Advisor Ep. 109: Document Retention Best Practices with Atty. Jill Miller
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In Episode 109 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA General Counsel Atty. Jill Miller about VAR and ISV best practices related to document retention. Additionally, Miller, one of the retail IT channel’s top experts in payments, provides an update on surcharging and cash discounting. “The Trusted Advisor,” powered by the Reta…
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RSPA Trusted Advisor Ep. 108: Next Gen Leadership with Alpha’s Truman Meecham and BMC’s Bobby Bauer
46:27
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In Episode 108 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Truman Meecham, President at hospitality POS solution provider Alpha, and Bobby Bauer, President & CEO at VAR Business Machines Company (BMC), about their leadership journeys. Meecham and Bauer discuss the nuances of leading your family business, the experiences that shaped them…
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RSPA Trusted Advisor Ep. 107: Analyzing the 2024 RSPA Retail IT Channel KPI Study
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In Episode 107 of “The Trusted Advisor,” POS Nation VP of Customer Experience Will Atkinson, BlueStar VP of Marketing Dean Reverman, and RSPA CEO Jim Roddy analyze the 2024 RSPA Retail IT Channel KPI Study. Atkinson, Reverman, and Roddy discuss how niche strategies are boosting VAR and ISV profits, the continued expansion of the as-a-Service recurr…
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RSPA Trusted Advisor Ep. 106: New BlueStar CEO Ryan Girvin Talks Leadership
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In Episode 106 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Ryan Girvin, CEO of value-added distributor BlueStar, to discuss his leadership journey. Girvin details how he was mentored by the late Steve Cuntz, the challenge of following in the footsteps of an industry legend, actions he’s taking to ensure a smooth leadership transitio…
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RSPA Trusted Advisor Ep. 105: Creating and Maintaining a Candid Culture with PAR’s Savneet Singh
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In Episode 105 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Savneet Singh, CEO of billion-dollar RSPA member PAR, about his unique leadership journey. Much of the discussion focuses on the importance of creating a culture of candor – and the challenge of maintaining one long-term. Singh also talks about identifying and testing your next …
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RSPA Trusted Advisor Ep. 104: Leadership with Jon Decker of BlockChyp and Tom Bronson of Mastery Partners
53:05
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In Episode 104 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Jon Decker, CEO of BlockChyp, and Tom Bronson, President of Mastery Partners, to kick off a series of interviews focusing on leadership. Decker and Bronson discuss their time together at ISV Granbury Solutions, which key trait all future leaders must possess, their most impa…
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RSPA Trusted Advisor Ep. 103: Retail IT Channel 2024 Outlook
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In Episode 103 of “The Trusted Advisor,” RSPA CEO Jim Roddy shares his 2024 outlook for the retail IT channel based on a recent RSPA Focus Group discussion and the association’s annual review of member company profiles. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed s…
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RSPA Trusted Advisor Ep. 102: How Trusted Advisors Embrace Content Marketing with ScanSource’s Wendy Thacker
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In Episode 102 of “The Trusted Advisor,” RSPA CEO Jim Roddy sits down with Wendy Thacker, the Vice President of North American Channel Marketing for ScanSource, to discuss how trusted advisors embrace content marketing. Thacker, who has over 27 years of channel marketing experience, shares how VARs can launch an ongoing content marketing program, h…
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RSPA Trusted Advisor Ep. 101: Transitioning Your VAR/ISV Business with RSPA Atty. Jill Miller
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In Episode 101 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to discuss transitioning your business through either an outside sale or handing it off to a family member or employee. Miller discusses due diligence, non-compete agreements, the importance of having a written plan, the role of your CPA, and…
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RSPA Trusted Advisor Ep. 100: BlueStar’s Rob Dorsey on Building Relationships and Making Sales
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In Episode 100 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Rob Dorsey, the Vice President of Sales for BlueStar, about building relationships and making sales in the retail IT channel. Dorsey, who has worked in channel sales for over 25 years, shares his insights on the importance of passion, sincerity, and mindset to build long-term re…
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RSPA Trusted Advisor Ep. 99: Tech Trends in Label Printing with Jon Levin and Kate Orara of Star Micronics
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In Episode 99 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks technology trends in label printing with Jon Levin, Director of Product Management at Star Micronics, and Kate Orara, Star’s Partner Development Manager. Levin and Orara share how VARs and ISVs can take advantage of new delivery avenues requiring new labeling solutions, increased cons…
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RSPA Trusted Advisor Ep. 98: SMB Marketing Best Practices with Heartland’s Chris Allen
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In Episode 98 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Chris Allen, the Senior Vice President of Marketing at Heartland, about SMB marketing best practices for VARs and ISVs. Allen shares his secrets to developing core messages, utilizing a B2B website to generate leads, executing effective email campaigns, and engaging on social med…
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RSPA Trusted Advisor Ep. 97: Sales Messaging Best Practices with COCARD’s Dan Brattland
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In Episode 97 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Dan Brattland, the President and Chair of COCARD Marketing Group, about sales messaging best practices for VARs and ISVs. Brattland shares how you can create presentations that best capture your value proposition, how to tailor that narrative to specific audiences or specific nee…
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RSPA Trusted Advisor Ep. 96: Analysis of PayIQ’s Exclusive ISV Study
39:13
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In Episode 96 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with Tom Byrnes, Senior Vice President of Global Payments Marketing at PayIQ, about his company’s study “How ISVs are Staying Competitive in an Evolving Market.” The report addresses ISV business model changes, integration challenges, payments strategies, the shift to the cloud, and m…
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RSPA Trusted Advisor Ep. 95: Atty. Jill Miller Talks Privacy Policy Best Practices
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In Episode 95 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to discuss VAR and ISV best practices related to privacy policies. Miller also recaps her RetailNOW 2023 surcharging and cash discounting panel and shares what issues she heard about most at the show. “The Trusted Advisor,” powered by the Reta…
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RSPA Trusted Advisor “Quick Take” Ep. 94: Retail Trends & Embracing Innovation
33:45
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In Episode 94 of “The Trusted Advisor,” James Frank, an Innovations Consultant at Toshiba, previews his RetailNOW 2023 education session “Future Trends in Retail & Hospitality.” Frank and the RSPA’s Jim Roddy discuss the challenges and opportunities personalization presents, innovation best practices VARs need to know, and how retail will change to…
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RSPA Trusted Advisor “Quick Take” Ep. 93: PayFac-as-a-Service for ISVs & VARs
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In Episode 93 of “The Trusted Advisor,” Blake Rouse, the Sr. Director of Business Development at payments provider Cardknox, previews his RetailNOW 2023 education session “Why PayFac-as-a-Service? Benefits of the PFaaS Model for ISVs & VARs.” Rouse and the RSPA’s Jim Roddy discuss the challenges, risks, and benefits of the payment facilitator (PayF…
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RSPA Trusted Advisor “Quick Take” Ep. 92: How VARs/ISVs Can Use KPIs to Drive Results
46:29
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In Episode 92 of “The Trusted Advisor,” Tom Bronson, the Founder and President of consulting firm Mastery Partners, previews his RetailNOW 2023 education session “Using KPIs to Drive Results in Your Business.” Bronson and the RSPA’s Jim Roddy discuss how KPIs keep your business on course, why VARs need to track their recurring revenue, and what’s t…
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RSPA Trusted Advisor “Quick Take” Ep. 91: Leadership Cheat Codes for VAR/ISV CEOs
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In Episode 91 of “The Trusted Advisor,” Rick Feuling, the CEO of VAR/ISV RITE Enterprises and Cloud Retailer, previews his RetailNOW 2023 education session “Five Cheat Codes on How to Lead: From One VAR/ISV CEO to Another.” Feuling and the RSPA’s Jim Roddy discuss the ethics of persuasion, how to talk pay changes with your employees, and how to tra…
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RSPA Trusted Advisor Ep. 90: Your Sales Pipeline and the Retail IT Channel Timeline
1:04:01
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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, M…
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RSPA Trusted Advisor Ep. 89: Surcharging & Cash Discounting with RSPA General Counsel Jill Miller
30:42
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In Episode 89 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to discuss what VARs and ISVs need to know about surcharging and cash discounting. Miller shares her insights on updated mandates, which land mines solution providers need to be aware of, and consequences of ignoring guidelines and best practi…
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RSPA Trusted Advisor Ep. 88: Retail Strategists Carl Boutet and Michael LeBlanc
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Episode 88 of “The Trusted Advisor” features a discussion between retail strategists Carl Boutet and Michael LeBlanc conducted live on stage during the RSPA Canadian Community Networking Event April 11 at the Hockey Hall of Fame in Toronto. Boutet is a Montreal-based business strategist and executive advisor with over 25 years of operational, marke…
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RSPA Trusted Advisor Ep. 87: Marketing Myths, Mistakes & Mastery
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n Episode 87 of “The Trusted Advisor,” the RSPA marketing team of Chris Arnold (Director of Marketing & Strategic Partnerships), Ayana Scriven (Marketing Communications Manager), and Jim Roddy (President & CEO) discuss marketing myths, mistakes, and mastery. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an …
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RSPA Trusted Advisor Ep. 86: Industry Insiders Analyze 2023 Retail IT Channel KPI Study
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In Episode 86 of “The Trusted Advisor,” Cervion Systems founder Hunter Allen, BlueStar VP of Marketing Dean Reverman, and RSPA CEO Jim Roddy analyze the 2023 RSPA Retail IT Channel KPI Study. Allen, Reverman, and Roddy discuss how VARs and ISVs have successfully converted disruption into opportunity, solution provider progress with the as-a-Service…
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RSPA Trusted Advisor Ep. 85: Changing Opportunities for Women in the Retail Technology Channel
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In Episode 85 of “The Trusted Advisor,” RSPA CEO Jim Roddy talks with RSPA members Ekta Iyer of Alliance Bancard Systems and Linda Sudderth of Epson about changing opportunities for women in the retail technology channel. Iyer and Sudderth share their personal stories about ascending to leadership positions in a male-dominated industry, outline new…
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RSPA Trusted Advisor Ep. 84: RSPA General Counsel Jill Miller Shares Her Master Agreement Checklist
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In Episode 84 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to share best practices related to her Master Agreement Checklist. Miller walks through how to utilize the checklist prior to signing any agreement plus she shares why a data retention policy is a must-have for VARs and ISVs of all sizes. “The…
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RSPA Trusted Advisor Ep. 83: ScanSource CEO Mike Baur on the Channel’s Intertwined History and Future
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In Episode 83 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with ScanSource CEO Mike Baur to discuss the history and the future of the retail IT channel. Baur details his company’s transition to the “new ScanSource,” describes his vision of the VAR of the future, and offers his perspective on actions VARs, ISVs, vendors, and distributors…
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RSPA Trusted Advisor Ep. 82: Datacap’s McNamara, Met Sales’ Gribbin Share Sales Success Secrets
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In Episode 82 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks sales best practices with Darcie McNamara, Strategic Partner Specialist at Datacap Systems, and James Gribbin, Account Manager with Metropolitan Sales. McNamara and Gribbin offer advice and anecdotes about accelerating a sales cycle, how to persist during a long sales cycle, and how…
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RSPA Trusted Advisor Ep. 81: What VAR Acquisitions Actually Mean for the Retail IT Channel
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In Episode 81 of “The Trusted Advisor,” the RSPA’s Jim Roddy shares his observations on the changing retail IT channel after the announcements of several VARs being acquired in the second half of 2022. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for re…
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RSPA Trusted Advisor Ep. 80: Ron Thurston’s Front Row Seat to Retail’s Transformation
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In Episode 80 of “The Trusted Advisor,” the RSPA’s Jim Roddy catches up with executive, board advisor, author, and podcaster Ron Thurston about his firsthand view of the changing retail landscape. Thurston is in the midst of a year-long tour called “Retail in America,” driving across the United States in an Airstream trailer to discover unsung reta…
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RSPA Trusted Advisor Ep. 79: Personal Growth, Company Culture Guidance for Aspiring Channel Leaders
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In Episode 79 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Lora Coggins of Toshiba and Travis Hare of DCR Point of Sale Systems about what it takes to become a leader in today’s (and tomorrow’s) retail IT industry. Coggins and Hare discuss how their companies have created a pro-development culture, the importance of a servant leadershi…
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RSPA Trusted Advisor Ep. 78: Non-Solicitation Advice for VARs from RSPA General Counsel Jill Miller
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In Episode 78 of “The Trusted Advisor,” RSPA General Counsel Jill Miller sits down with RSPA CEO Jim Roddy to provide non-solicitation advice for retail IT VARs. Miller talks non-solicitation related to employees, partners, and merchants, plus she offers guidance for VARs and ISVs on business disputes. “The Trusted Advisor,” powered by the Retail S…
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RSPA Trusted Advisor Ep. 77: ISV Growth Strategies and Go-To-Market Plans featuring Bookkeep and Acadia POS
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In Episode 77 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks software developer growth strategies and go-to-market plans with ISV executives Jason Richelson, the Co-Founder and CEO of Bookkeep, and Ben Leviton, the Co-Founder and Director of Business Development at Acadia Point of Sale. Richelson and Leviton discuss the changing retail IT cha…
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RSPA Trusted Advisor Ep. 76: The New-and-Improved Retail IT Ecosystem
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In Episode 76 of “The Trusted Advisor,” the RSPA’s Jim Roddy shares observations on the changing retail IT channel which was evident at RetailNOW 2022 in Orlando. “The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is an award-winning content series designed specifically for retail IT resellers and software develope…
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RSPA Trusted Advisor “Quick Take” Ep. 75: Social Media Strategies for VARs and ISVs
29:58
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In Episode 75 of “The Trusted Advisor,” Karen Licker, the Director of Marketing for the United States and Canada for EVO Payments, and Dorian Sandi, the Marketing Director for RSPA VAR member OSS Data, preview their RetailNOW 2022 session “RetailNOW Live Lab: Social Media Strategies that Work.” Licker, Sandi, and the RSPA’s Jim Roddy discuss what V…
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RSPA Trusted Advisor “Quick Take” Ep. 74: Organic Leadership with Cervion’s Alejandro Swaby
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In Episode 74 of “The Trusted Advisor,” Alejandro Swaby, the Director of Sales for RSPA VAR member Cervion Systems, previews his RetailNOW 2022 panel “Organically Grown Leadership.” Swaby and the RSPA’s Jim Roddy discuss leadership from several angles including how metrics accelerate leadership development and why initiative is a required character…
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RSPA Trusted Advisor “Quick Take” Ep. 73: Alternative Cannabis Payments with EMC’s Kirsten Trusko
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In Episode 73 of “The Trusted Advisor,” Kirsten Trusko, CEO and Co-Founder of RSPA member Emerging Markets Coalition (EMC), previews her RetailNOW 2022 panel “What's a ‘Cashless ATM’? And Other Alternative Payment Methods in Cannabis.” Trusko and the RSPA’s Jim Roddy discuss “good guys” and “bad guys” in cannabis payments, opportunities and pitfall…
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RSPA Trusted Advisor “Quick Take” Ep. 72: COCARD’s Brattland Talks Sales Strategies for VARs and ISVs
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In Episode 72 of “The Trusted Advisor,” Dan Brattland, President and Chair of RSPA member COCARD Marketing Group, previews his RetailNOW 2022 presentation “VAR and ISV Sales and Customer Strategies for the New Normal.” Brattland and the RSPA’s Jim Roddy discuss sales myths, sales best practices, and why growth-oriented solution providers need to em…
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RSPA Trusted Advisor “Quick Take” Ep. 71: Enroll & Pay’s Brian Booth on ISV Innovation
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In Episode 71 of “The Trusted Advisor,” Brian Booth, founder and CEO of software developer Enroll & Pay, previews his RetailNOW 2022 presentation “Innovating for the Payments Space: An ISV’s Perspective.” Booth and the RSPA’s Jim Roddy discuss how to establish a culture of innovation, the role of AI in product development, and mistakes ISVs make wi…
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RSPA Trusted Advisor Ep. 70: How to Leverage the Unconventional to Recruit Talent
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In Episode 70 of “The Trusted Advisor,” the RSPA’s Jim Roddy talks with Tracey Lande, Vice President of Strategy and Growth/Business Development Lead at VAULT, about her unconventional – and highly successful – employee recruiting strategies. Lande shares how her personal journey back to the retail IT channel is influencing her hiring plans at VAUL…
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RSPA Trusted Advisor Ep. 69: The Changing Retail IT Channel
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In Episode 69 of “The Trusted Advisor,” the RSPA’s Jim Roddy sits down with Mike Monocello, the co-founder of DevPro Journal and XaaS Journal, about his perspective on the ever-changing retail technology channel – both the past 15 years and what’s ahead. Monocello and Roddy also break down an RSPA-exclusive chart analyzing current and emerging busi…
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