Reseller Channel

ISVs often associate payment processing with the retail and hospitality verticals, but there are opportunities beyond these markets for software companies to make money from payment residuals. Dan Viscount — SVP and Co-General Manager, IPOS Division at EVO — recently spoke with The Business Solutions Network this and more.

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 this and more.

ISVs are viewed as trusted providers by their customers and are therefore in a prime position to sell payment processing. In a competitive landscape where merchants face endless options for payment providers, ISV sales teams are looking for ways to expedite sales cycles and offer differentiated solutions to customers. Dan Viscount — SVP and Co-General Manager, IPOS Division at EVO — recently spoke with The Business Solutions Network this and more.

Payment processing offers value beyond recurring revenue, it also can help ISVs build stickier relationships with their customers. Dan Viscount — SVP and Co-General Manager, IPOS Division at EVO — recently spoke with The Business Solutions Network this and more.

A positive support experience is crucial for any ISVs customer retention rate. This can be tricky when an ISV has a wide range of integration partners. Dan Viscount — SVP and Co-General Manager, IPOS Division at EVO — recently spoke with The Business Solutions Network this and more.

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.

Ask executives at the world’s leading software companies the secrets to their company’s success and they’ll offer up the usual answers: value, simplicity, the right offerings, a tough interview process leading to the hiring of the right people … the list goes on and you’re most likely already familiar with it. Notice, however, these answers focus on what can be done internally — those things the company has control over.

If you want to talk about growth strategies, it’s hard to find a better source than Tiffani Bova. Tiffani is the growth and innovation evangelist at Salesforce and one of the top 50 management thinkers in the world.

Every software vendor or provider has three common goals: increase product adoption, grow your customer base, and bolster revenue. One of the best ways to achieve every one of these goals is through a channel partner program, where you have a network of partners that sell, distribute, and support your product among clients with whom they have relationships—thereby far extending your market reach. Notably, in 2019, Microsoft attributed 95 percent of its commercial revenue flow to its partner ecosystem.

Building a successful channel marketing program that drives a strong return on investment is no easy feat. One of the biggest challenges is the lack of partner marketing skills and resources in the channel. Many partners don’t have the time or the know-how to execute even the best campaigns.

The sale of software products often happens through a channel of resellers. Selling through a channel of resellers, especially resellers that may be larger than you or associated with a major brand, can give your company the scale and your products the credibility that you otherwise could not. Furthermore, it can provide resellers with expertise in certain vertical markets and local expertise outside of your home market.

As a technology vendor using the Channel for productivity and market reach, have you ever asked, “How do I know if my channel partners are the right ones for my company, the absolute best partners? What should I be doing to strengthen loyalty with my channel partners, loyalty that results in better revenue growth and improvements in end-customer satisfaction? How do I improve technical resource sharing with my channel partners so that we are in close alignment and leverage our critical human assets?”

In this age of exponential growth and innovation, there will always be the disruptor or the disrupted. The difference between the two is those who anticipated the change will disrupt, and those who watched it pass by will be disrupted. Looking to the future has become more important than ever. Using an anticipatory mindset will help you determine which trends and changes you can capitalize on.

A boatload of partners have made the switch to the Managed Service Provider (MSP) model. They have transformed their one-off break-fix sales model to a full-blown recurring-revenue contract-based services business. Now the MSP is the one that is selling the product. They want to white labeling it and maintain control of the actual end user for the entire relationship. That means getting comfortable with the fact that you may never know who your end customer is.

Before you invest time, money and team resources in recruiting partner contacts, make sure they work for the right partner companies that align with your products.