When acquisitions occur in the point of sale channel, we read the vendor press releases and hear the aspirational statements promising a better tomorrow. But often left without a public voice is the POS reseller who is also significantly impacted by the deal. To remedy that, in November 2017 Vantiv’s PaymentsEdge Advisory Services surveyed resellers who resold or still resell Digital Dining, Dinerware, and PC America – three ISVs who were acquired by Heartland in 2015. We believed their experiences over the past two-plus years would be more insightful than extrapolating possible scenarios for more recent ISV acquisitions.
High Impact communication is essentially a dance that flows between participants. As in most dances, there might be awkward moments, as one develops a sense of their partner’s style, and more elegant graceful moments, when partners are in the flow of the dance. The inherent skills and mindsets of high impact communication are developed over time through intention, practice and embracing a three tier approach. This approach includes essential skills and mindsets to embody BEFORE, DURING and AFTER the communication.
Altaro Software develops backup solutions for small and mid-market businesses. The company was founded in 2009 and has already onboarded more than 5,000 channel partners in its reseller program. Eric Krauss, VP of Sales for The Americas at Altaro, shares advice for other ISVs who are considering starting a channel program. Krauss discusses why Altaro decided to launch a channel program, onboarding and training best practices, and balancing channel and direct sales.
A strategic inflection point is a moment when the familiar rules that govern how your business runs change. This could be because of technology, of course, but also because of societal, regulatory, competitive or other actions. Get an inflection point right, and your business can enjoy a growth surge. Get it wrong, and it can lead to rapid decline.
Establishing a marketing plan can be tricky – and even more so for new ISVs, who are dependent on partnerships, consistent leads, and a unique strategy. Keeping up with the shifting technological trends and available marketing models within the Channel can be a tough task, but it’s important to weather the difficulties and push forward to create a solid go-to-market strategy.
Given the crowded tech economy, it’s no surprise software publishers are looking to launch abroad to expand revenue. After all, how hard could releasing your software in another country be? People are people, right? Sure, preferences and styles may change from region to region, or country to country -- but ultimately, we all need the same things.
As you plan for growth of your SaaS company in 2017 and beyond, it’s important to consider how to improve your direct and indirect sales channels. Based on industry research within the SaaS sector by Softletter.
As technology begins to connect the world in ways previously unimaginable, ISV partnerships become increasingly important. Providing solutions across a broader spectrum is tantamount for survival. And yet, so many businesses excitedly enter into partnerships that never amount to anything more than what is affectionately known as a “Barney” relationship. Remember that big old purple dinosaur who gleefully (some might say annoyingly, depending on how many times your kids or grandkids watched the show with you) sang, “I love you, you love me, we’re a happy family”?
Information technology hasn’t stopped continuing to transform the way businesses are conducted. Not only is there increased competition in a rapidly evolving market, but the new capabilities technology keeps churning out makes this competition even more complicated and cutthroat.
There are infinite solutions to every problem. Every solution isn’t an option though because of our available resources (time, money, and resources). Sounds obvious. Sounds easy. So, why do we consider and explore options that are obviously not options? These are our company’s elephants. The elephants are lurking around our office.