Article | March 2, 2020

Advice For Working With Resellers

Source: EVO Payments

A conversation with Dan Viscount, SVP and Co-General Manager, IPOS Division at EVO

handshake partnership working together

Working with resellers can be an effective way for ISVs to scale the distribution of their software. The vendors that play a role in the channel ecosystem can help ISVs build more sustainable and profitable relationships with resellers. Dan Viscount — SVP and Co-General Manager, IPOS Division at EVO — recently spoke with The Business Solutions Network this and more.

Q: How can ISVs leverage a vendor’s VAR and/or distributor network to grow its channel program?

Viscount: ISVs have three paths to effective distribution: online marketing; the card processor’s ISO/sales divisions; and tapping into the existing POS reseller community. All are difficult for an upstart ISV. An ISV needs to have a reciprocal value to the partners. That can be in the form of leads, value added solutions, and/or penetration in a vertical that corners the market. Entrance into an existing POS reseller channel depends on support, economics to the reseller, and the market it addresses.

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