Newsletter | December 23, 2020

12.23.20 -- What ISVs Need To Know About Changing Payment Processors
 
Software Insights
End Of Silicon Era Is At Hand — Software About To Change In Big Way
 
By Jay Valentine, ContingencySales.com

Moore’s Law means hardware gets about twice as fast every 24 months as chips can have smaller footprints. We are reaching the end of silicon-based efficiency because the laws of physics mean the etching on chips cannot get all that much smaller.
How Practice Management Software Can Solve Healthcare's Cash Flow Problems
 
By Ashley Jones, Global Payments Integrated

The healthcare space is rapidly changing. It is an industry that has not been immune from the need for digital transformation, especially as telehealth options have become more prevalent.
Did You Hear The One About? Using Stories To Build Trust And Purpose
 
By Andrew Brown and Elizabeth Williams

How many stories have you told today? Chances are you’ve told more than a few. From talking about your weekend to sharing a video conference fail, most executives tell stories all day long, and for good reason.
Managing Subscription Revenue Recognition Through Uncertainty
 
By David Appel, Sage Intacct

Sage Intacct’s virtual Modern SaaS Finance Summit gathered a panel of experts to share their key insights on subscription revenue recognition, especially in light of rapid business changes like we face today from the COVID-19 pandemic.
What ISVs Need To Know About Changing Payment Processors
 
A conversation with Dan Viscount, IPOS Division at EVO

If an ISV is considering changing payment providers, there are up-front actions that can be taken to alleviate the stress of the process and ensure a seamless transition for your software’s customers. Dan Viscount recently spoke with The Business Solutions Network about this and more.
Knowledge Nuggets
 

Brought to you by Dede Haas, Channel Sales Strategist, Practitioner, and Coach

 

When a vendor is recruiting you, be aware of and prepared for the specific characteristics they want in a partner. Does your company fit the profile the vendor is looking for? Vendors are looking for business stability; financial security, soundness, and structure; market focus; clear-cut target markets and verticals when recruiting for their channel. When recruiting for their channel, vendors are looking for skills and experience in sales and marketing; technical expertise; processes and practices that fit with theirs; a partnership mentality; and the ability to work together as business partners. Be prepared for the questions the vendor will ask to determine if you are a good fit for a channel partnership, such as:

  • "What is the potential for the partner to drive business for us?"
  • "Is the partner open to letting us help them build their business?" (Vendors who employ good channel practices help their partners build their businesses.)
  • "What is the partner's financial status? Do they have a solid and functional business practice?"
  • "Does the partner have expertise in my product or service area, trained and qualified sales, and technical teams? Do they value investing in training and certification?"
  • "Can the partner introduce my products and services to new industries or geographies?"
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