Newsletter | April 1, 2020

04.01.20 -- COVID-19 Crisis: ISVs Focus On Rescuing Merchants, Protecting Staff, Stimulating Creativity

Software Insights
3 Keys To A Winning Digital Platform Strategy
Article | By Dan Saks, AppDirect

Digital technology has become so ingrained in almost everything we do that it's hard to imagine life without it. In fact, consulting firm Accenture argues that we are already in a "post-digital era" where "digital-born companies and those completing their [digital] transformations have showered consumers with digital products and services."

ISV Third-Party Integration Best Practices
Q&A | A conversation with Dan Viscount, IPOS Division at EVO

Integration with vendors and third-party applications is crucial to an ISV’s success and scalability. Every sales and development team wants these integrations to be fast and efficient, and hardware providers can help ensure that is the case. Dan Viscount — SVP and co-general manager, IPOS Division at EVO — recently spoke with The Business Solutions Network about this and more.

How To Ensure You Are Building And Managing A Strong Sales Pipeline Process
  Guest Column | By Gavin Gamber, ConnectWise

Any organization can have a strong sales team that understands market needs and how the product can help meet the needs of a potential buyer. However, it is difficult to close sales if your sales team is not able to visualize where prospects are in the buyers’ journey. To do that, you need an effective pipeline process.

Leadership Lessons
Overcoming The Skill Gap Between IoT Developers And Designers
Q&A | A conversation with Ongan Mordeniz, COO, Octonion

Octonion’s founders noticed a “skill gap” in the marketplace between developers and integrators who accommodate IoT connectivity (but can’t design devices) and designers who create IoT devices but can’t facilitate their connectivity in the field. In this Q&A, Octonion COO Ongan Mordeniz discusses that “skill gap” and what Octonion did to overcome it.

Value Stream Mapping Isn't Needed If You're Doing Scrum Well
Guest Column | By Allison Grappone

Through mapping, you can fully visualize your processes to ensure you’re working as efficiently as possible and delivering the most value in the shortest amount of time.

Delivering Next-Gen Innovations Depends On 3 Key Enablers
Guest Column | By Kailash Narayanan, Keysight Technologies

Our future lives will consist of pervasive technology that relies on mobile connectivity, such as 5G and 6G, to deliver personalized experiences and a plethora of use cases for vertical industries. Auxiliary technologies such as AI, quantum computing, and blockchain will enable us to seamlessly and securely interact with our technology-dense surroundings.

Why Nobody Makes Quota: Sell Stuff That Matters
  Guest Column | By Jay Valentine,

Nothing works anymore! Nobody is making quota. We turn over sales VPs every 18 months. Our leads suck! Prospects won’t return our calls! Sound familiar? It certainly does to the sales reps inhabiting B2B berths today and to the CEO’s paying their salaries.

How To Harness Influencers: 3 Best Practices For Tapping Into The Power Of Communities
Guest Column | By Andrew Z. Brown, Bridgemaker Referral Programs

Whether you rely on resellers, alliance partners, employees, or customer advocates, we’ve outlined how to recruit influencers, how to build trusted relationships, and how to structure influencer programs.

Crisis Management Advice
COVID-19 Crisis: ISVs Focus On Rescuing Merchants, Protecting Staff, Stimulating Creativity
  Guest Column | By Jim Roddy, RSPA

In this article, software developer executives from the RSPA Niche & Startup ISV Community offer guidance for addressing customer issues, VAR issues, staff issues, and general business issues during the pandemic.