By Jim Roddy, VP of Marketing, RSPA
The recent rise of PSA (Professional Services Automation) and RMM (Remote Monitoring and Management) software in the point of sale channel has generated some interesting conversations. Unfortunately, most of those discussions happened off the record — until now.
I recently connected with 12 channel experts to hear their perspective on this important topic and compiled their feedback in two posts on my “On the Edge with Jim Roddy” reseller and ISV blog:
This group of experts — which included resellers, MSPs, PSA/RMM software developers, distributors, and channel analysts — gave me their take on Vantiv’s recently conducted study on automation software. Among my favorite quotes from the experts are these four gems:
- Greg Dixon, Chief Technology Officer, ScanSource: “Managed services is the next logical step … even for an ‘if it ain’t broke, don’t fix it’ industry like point of sale. POS resellers — all of them — will have to include managed services as a service offering either now or in the future. Otherwise, they may have no real future.”
- Mark Fraker, Vice President of Marketing, BlueStar: “PSA and RMM software solutions are going to become mandatory tools in the successful VAR’s business bag, as more merchants utilize M2M (machine-to-machine) and IoT solutions.”
- Brady Nash, Owner/CEO, BNG Team: “I honestly feel that it’s irresponsible for a POS reseller to not have a professional services automation software and RMM tool to help run their business.”
- Chris Rumpf, President/CEO/Founder, Rumpf Computer Solutions: “This whole trend toward recurring revenue is all well and good, but without utilizing a managed service approach to automate your solutions, offer more solutions, and reduce overhead while increasing customer engagement and satisfaction, I don't believe a provider in the retail solutions space gets ahead. In fact, I think they continue to wither away and die, just as they would if they don't offer recurring options.”
To review details of the PSA/RMM software study, follow this link: Special report: Automation software reshaping the POS channel.
Jim Roddy is a Reseller & ISV Business Advisor for Vantiv’s PaymentsEdge Advisory Services. He has been active in the POS channel since 1998, including 11 years as the President of Business Solutions Magazine, six years as a Retail Solutions Providers Association (RSPA) board member, and one term as RSPA Chairman of the Board. Jim is regularly requested to speak at industry conferences and he is author of the book Hire Like You Just Beat Cancer.