ISV Guest Contributors

  1. Six Tips For Scaling Your Sales And Service Team
    5/30/2018

    What works for six people can become a mess when applied to 60, 600 or 6,000. From the technology you use, the people you employ and the business processes you set in motion, everything has to be scalable.

  2. The Secret To Customer Satisfaction
    5/16/2018

    It’s simply understood: When your partner is happy, chances are you feel good, too. The same holds true in the relationship between your employees and customers. Workers provide the best service when they’re satisfied and supported by their employers.

  3. Agility And Flexibility: The Key Elements In A Profitable Partnership
    4/25/2018

    When it comes to a relationship between an independent software vendor and a tech developer, agility is not just a basic quality to look for in a partner — it’s an essential one.

  4. PCI's Not Enough: Breach Prevention Needs Chips And Tokens
    4/23/2018

    PCI compliance is not always sufficient to be fully secure. ISVs must adopt a layered security approach that uses EMV, encryption technology, and tokenization in addition to keeping up with PCI compliance requirements. This is the only way for ISVs to ensure complete protection for themselves and their clients.

  5. How Do Processor-Owned ISVs impact The Point Of Sale Industry?
    4/6/2018

    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.

  6. 10 Warning Signs You’re Using The Wrong Channel Management Solution
    2/26/2018

    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.

  7. Project Cycles, Patience And Productivity
    1/30/2018

    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.

  8. The Stories You Haven’t Heard: POS Resellers React To ISV Acquisitions
    12/11/2017

    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.

  9. High Impact Communication: A Three Tier Approach
    11/12/2017

    High Impact communication is essentially a dance that flows between participants. As in most dances, there might be awkward moments, as one develops a sense of their partner’s style, and more elegant graceful moments, when partners are in the flow of the dance. The inherent skills and mindsets of high impact communication are developed over time through intention, practice and embracing a three tier approach. This approach includes essential skills and mindsets to embody BEFORE, DURING and AFTER the communication.

  10. Channel Program Best Practices: Tips For Onboarding, Training, And Retaining Resellers
    9/6/2017

    Altaro Software develops backup solutions for small and mid-market businesses. The company was founded in 2009 and has already onboarded more than 5,000 channel partners in its reseller program. Eric Krauss, VP of Sales for The Americas at Altaro, shares advice for other ISVs who are considering starting a channel program. Krauss discusses why Altaro decided to launch a channel program, onboarding and training best practices, and balancing channel and direct sales.