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EDITOR'S DESK

  • Being Successful At Customer Success
    Being Successful At Customer Success

    If you ask two different software leaders to define “customer success,” you’re likely to get two different responses. We sat down with Allison Pickens, Chief Customer Officer at Gainsight, to clarify the converssation and pick her brain on all-things-CS — from pitfalls and best practices to structuring a CS team.

Why A Small Software Company Was Flooded With 575 Job Applications

Wildbit has been building development workflow, email delivery, and code deployment software for more than 16 years. The company was recently flooded with 575 applicants for a content strategist position. That’s right: 575 applications that didn’t require hiring a staffing firm or even heavily investing in promoting the job posting.

 

Quick Tips From A SaaS Marketing Expert

Andrus Purde knows firsthand how to scale SaaS marketing teams. Purde is the founder of Outfunnel, and was previously the head of marketing at Pipedrive and a product marketing manager at Skype. During his tenure at Pipedrive, he built a marketing team of more than 20 people and was along for the ride as the company grew from zero to more than 50,000 paying customers.

SaaS Funding Lessons From A Brewing Startup

The CEO of a brewery POS software company shares insights from raising a seed round that can apply to software companies at any stage.

9 Hacks For Successful Software User/Partner Conferences

If you’re one of the 80 percent of B2B companies with marketing dollars allocated to events, keep reading – especially if you’re a software company that hosts its own partner/user conference. If you’re not part of the event world, you should know Forrester ranks trade shows and events as the second most effective marketing investment behind your company’s website (but convincing you to enter the events business is another article for another day). When done right, partner/user conferences are a proven way to reduce churn, generate revenue, increase engagement, gather feedback, and create excitement about new products or features.

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GUEST CONTRIBUTORS

  • PCI's Not Enough: Breach Prevention Needs Chips And Tokens
    PCI's Not Enough: Breach Prevention Needs Chips And Tokens

    Many of the worst data breaches in history had nothing to do with a failure to be PCI compliant; they resulted from weaknesses in the payment security infrastructure.

  • How Do Processor-Owned ISVs impact The Point Of Sale Industry?
    How Do Processor-Owned ISVs impact The Point Of Sale Industry?

    Over the past few years, certain bank card acquirers/processors have purchased independent software vendors (ISV) in an effort to vertically integrate the delivery of integrated payments. This is effectively the same market verticalization that processors had traditionally executed for stand-beside terminals.  That said, there is a significant difference between delivering a stand-beside terminal for handling payments versus a full blown POS system for operating an entire enterprise. More important, the target merchant markets are substantially different for those respective products.

  • 10 Warning Signs You’re Using The Wrong Channel Management Solution
    10 Warning Signs You’re Using The Wrong Channel Management Solution

    Dreading your company’s annual kick-off because you can’t really show how your channel is performing – and suffering from a lack of ideas on how to truly accelerate your indirect revenue?  You’re not alone.  These are common symptoms of having selected the wrong channel management solution.

  • Project Cycles, Patience And Productivity

    Have you ever been responsible for taking a new complex project from inception to completion when time is scarce, you are already responsible for multiple projects and your new project is considered high priority and urgent? If you are like most people, your anxiety level increased after reading the prior sentence. In addition, you might be feeling the urge to speed up to fulfill the challenge of your additional responsibility. Paradoxically, this is the exact opposite of what is called for. When you experience the pressure to speed up, what is actually called for is patience and intentionally slowing down to optimally address six interconnected project stages.

  • The Stories You Haven’t Heard: POS Resellers React To ISV Acquisitions

    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.

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SOFTWARE WHITE PAPERS

  • The Software Vendor’s Guide To Faster EMV

    ‘Slow’ Is a Thing of the Past. As the use of chip cards becomes more prevalent across industries, consumers are able to pay more securely but not necessarily more quickly (or conveniently) — and that’s what consumers want when they're ready to make a purchase.

  • Embracing New POS technology Expands ISVs' Marketing Opportunities

    As a new, lighter POS approach emerges, Point of Sale (POS) solutions no longer have to depend on PCs to operate. Depending on a system’s configuration, the new POS model can leverage thin clients such as tablets and handhelds, giving the cashier the freedom to transact business at the point of decision.

  • SMARTtill™: An Automated Cash Management Technology

    Cash Still Rules. It takes money to make money. This old adage certainly holds true for businesses that process cash transactions. Cash costs U.S. businesses $55 billion yearly. While most of that is due to theft, the figure also includes time spent on processing, counting and transporting bills and coins.

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FEATURED SUPPLIERS

  • Clearent
    Clearent

    At our core, we’re a credit card processing company that takes a hard stand against hidden fees and pricing tricks. Since our very beginnings, our commitment to quality, transparency and unwavering customer service are the basis for everything that we do. We are a payment processor committed to doing the right thing.

  • APG Cash Drawer, LLC
    APG Cash Drawer, LLC

    For more than 30 years, APG Cash Drawer has been designing and delivering cash drawers with a variety of size, color, interface, and integration options. An APG cash drawer will provide years of smooth, trouble free service with virtually no downtime, no service required, and no headaches. Our cash drawers are so well constructed and so reliable that our customers install them and forget them - even in the most demanding environments.

  • CompTIA
    CompTIA

    CompTIA is the voice of the world's information technology (IT) industry.

  • First American Payment Systems
    First American Payment Systems

    First American Payment Systems is the integrated payments expert for simple, customized payment solutions. We provide payment solutions ISV’s need - focusing on EMV, mobile, PCI Compliance, and Security. Our expertise spans across multiple verticals and business types. In addition, we have a hands-on technical integration team to support partners through the integration process and get it done as quickly as possible. With over 210,000 merchants and our award-winning customer service, First American is a leading payment technology provider.

  • Datacap Systems, Inc.
    Datacap Systems, Inc.

    Datacap Systems develops processor and hardware agnostic innovative integrated payment solutions for any Point of Sale, regardless of system architecture.

  • RSPA
    RSPA
    RSPA stands for Retail Solutions Providers Association. We are the only association dedicated to the retail technology industry.  

     

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SOFTWARE INDUSTRY INSIGHTS

  • Does Your Vendor Deliver Partner Value? 7 Ways To Check
    Does Your Vendor Deliver Partner Value? 7 Ways To Check

    POS resellers are essential to a vendor’s strategy to target its products to the right market. Without the benefit of channel partnerships, vendors would be hard-pressed to gain brand mindshare.

  • Key Facts About EMV
    Key Facts About EMV

    EMV (“Europay International, MasterCard, and Visa”) is a set of standards for interactions between chip cards and point-of-sale (POS) devices. Essentially, EMV, chip cards, and smart cards all mean the same thing. EMV helps prevent payment card fraud via an additional layer of security provided by an embedded microchip.

  • Tokenization Vs Encryption
    Tokenization Vs Encryption

    When used together, tokenization and encryption provide a layered security approach to protect sensitive card data at rest and in transit.

  • The Basics Of Next Day Funding
    The Basics Of Next Day Funding

    Next day funding continues to be a hot topic in merchant services. Despite the popularity of next day funding, merchant account providers often still ask us questions about how it works. To appreciate the benefits of next day funding, it’s helpful to understand the normal funding cycle for credit card processing. I will walk through a simple example to illustrate the difference.

  • Tips For Successful ISV Relationships With Resellers
    Tips For Successful ISV Relationships With Resellers

    Partnerships between POS ISVs and resellers provide mutual benefits: They help ISVs scale the distribution of their software solutions while opening opportunities for VARs to add value for their customers.

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SoftwareBusinessGrowth.com seeks to inform and advise the software community on the best opportunities for business success, where developing killer code simply isn’t enough. At SoftwareBusinessGrowth.com, software companies learn the management, sales, marketing, HR, operations, support, finance, customer success, product, and partner development strategies that will take their solutions out of the testing and into the hands of more users. Through a daily stream of news and exclusive insight served up by winners in the software community, our multimedia newsletter, webinar, event, and site content helps readers build value for their software businesses.