ISV/Software Developer Guest Commentary

  1. EMV October 1 Is Past: Now What? 10/28/2015

    We are now a couple of weeks past the October 1 EMV liability shift, and VARs and ISVs are starting to realize that there is action they have to take. The community is continuing to hear about EMV from the media, and increasingly from payment providers. EMV technology is here to stay, and delays in adopting compatible solutions could result in liability to businesses long term. With EMV in effect, the time is now to implement the necessary solutions and technology to protect your business.

  2. Managed Services: Helping Companies Make The Right Choice 9/24/2015

    The IT services industry continues to see a shift from the reactive break-fix model to the proactive managed services provider (MSP) approach. And for good reason; while businesses might feel secure with their current break-fix “solution,” they largely lack the knowledgebase required to foresee the ease of doing business with MSPs.

  3. Leadership Lessons For IT Solutions Providers From The Boundary Waters Canoe Wilderness Area 9/16/2015

    In the still, cool early morning air, two bald eagles soar over the slate-gray lake encircled by a dense, dark green pine forest. A blue-gray heron drops to the safety of the middle of the lake. A few moments after the eagles disappear into the distant trees, the heron flies toward the lake’s edge for its morning fishing.

  4. Watermarks Flow Naturally From Digital Video Innovations 8/26/2015

    It’s rare that something invisible can become a tool powerful enough to change an industry, but that’s precisely the case with digital watermarks. This technology is rooted in digital video innovations and poised to take a giant leap forward, providing a sophisticated way for advertisers to reach a targeted audience.

  5. What SMBs Are Looking For From Their IT Solutions Providers 8/20/2015

    I do coaching for one of our member’s sales executives. Their owner asked for some feedback on a blog we were reviewing. One of the sales executives replied with the following...

  6. MSP Sales Teams Are Not Just From IT Backgrounds Anymore 8/20/2015

    I read an interesting interview by Jill Konrath of Brent Adamson, coauthor of “The Challenger Sale.” In the interview, Mr. Adamson talks about some of the research they have done around the point in the sale when the purchaser engages with the supplier.

  7. What To Consider When Planning Your Business Exit Strategy (Part II) 8/20/2015

    In the first post of this series, I talked about the financial preparation required to maximize your outcome when you exit your business. Of course, that assumes you will sell or value the company at exit.

  8. Ask The Consultant: How To Have One-To-One Meetings That Matter To Your IT Solutions Provider Team 7/30/2015

    In business, we often talk about mission, vision, and values to our teams and the importance of ongoing discussions and communications around those major themes. 

  9. The Changing Landscape Of Software And Payments 7/29/2015

    Over the past 10 years we have seen the merging of two previously distinct businesses ‐‐‐ payment processing and retail software. Organizations such as Mercury Payments, Accelerated Payments and PayPros (now openedge), Braintree and Stripe have not only captured attention with major headlines but also massive financial valuations. Interestingly, much of the heavy lifting associated with the success of these organizations was performed by technology providers, software vendors and value added resellers (VARs).

  10. What To Consider When Planning Your Business Exit Strategy, Part I 7/24/2015

    One of the areas I spend considerable time on is helping business owners prepare for and then complete an exit from the business they often founded and have worked in for decades. Let’s get one thing straight:  It is a big deal for an entrepreneurial owner to exit his or her business. In fact, it is a very big deal. The saddest call I receive comes from a small business owner that has worked in their company for decades. It was their creation, and they have poured sweat and blood into building it to where it is today.