Tactical Starts In The C-Suite

By Matt Pillar, chief editor

This supplement to Channel Executive and Software Executive magazines is loaded with tactics. Editorially, we’re offering 1:1 insight from the VAR/ISV executive juggernaut Mike Nicholson, principal and COO at POSitive Technology. On page 4, Nicholson details some of the tactical approaches his company took on its path to managing POS installations in 50 states and 16 countries. On page 6, aggressively growing MSP executives Tom Clancy (president, Valiant Technology) and Gary Power (cofounder and director of client services, Power Consulting Group) reveal the intimate details of their tactical approaches to nabbing retail clients away from unsuspecting, business-as-usual POS VARs. And on page 8 we offer some fresh context in the form of a Q&A with Jim Thompson, CFO at 76-store-and-growing lifestyle retailer Cavender’s, on the tactics his company uses to find, contract, and retain solutions providers. Thompson also shares some tactical insight into the solutions his company is after.