POS Executive Commentary

41. 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...

42. 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.

43. 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.

44. 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. 

45. 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).

46. 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.

47. Leadership Lessons Learned By A Systems Integrator On A 7,500-Mile Rally To Mongolia 7/22/2015

    The most important leadership lessons come from the least likely scenarios. I’ve found this to be true throughout my career as an entrepreneur and executive, and it’s part of the reason I’ll spend a few weeks this summer driving thousands of miles across Europe in a tiny car I rescued from the scrap heap.

48. The Transition From Entrepreneur To Leader (Part 2): Multiply Influence by Maximizing Engagement 7/13/2015

    In a previous blog post entitled “The Transition from Entrepreneur to Leader,” I wrote that without a doubt the biggest challenges most small businesses face revolve around people in the key areas of leadership (the people at the top) and employees (the people who do the work).  In this installment I want to write about people and what we as leaders need to do to ensure we maximize engagement for the people on our teams.

49. 5 Reasons There Will Always Be A Market For Fixed POS 6/29/2015

    The following observations are based on fixed point of sale (POS) terminals, or cash registers. They do not include payment terminals or other devices that may be grouped under the POS umbrella. 

50. 3 Things IT Solutions Providers Should Include In A Successful Email Marketing Campaign 6/26/2015

    When it comes to building an effective email marketing campaign, it’s been my experience that it’s best to first ensure that you develop a plan and campaign that’s not only unique enough to grab the user, but will also effectively accomplish what you are trying to promote.