For Jim and Kelli Stewart of Advanced Data Systems (ADS), it was a perfect storm: the 2008 recession, a family-owned VAR wresting with founder retirement, and highly disruptive technology forcing business model changes. Turning to industry colleagues, vendor partners and long-standing mentors, the Stewarts were able to gather the guidance, financing and courage they needed to put one foot in front of the other to find a way through. Five years later, the full-line restaurant solution provider has an increasingly subscription-based revenue model and big plans to take the business to the next level.
Last month’s VARTECH brought together 1,600+ channel executives from 30 countries, more than 120 vendor sponsors, and even a pair of pachyderms marching down Bourbon Street. VSR’s own Abby Lorden participated in a media panel on channel challenges and opportunities and shares a few highlights from that discussion.
Half of small- and medium-sized businesses have plans to increase their technology investment in 2015. In this feature story, VSR examines the markets that have the most planned growth, the types of technology SMBs are buying, and how the sales conversation must shift for solution providers. One key tip: your customers are seeking new influencers — including non-technical sources — for input on the types of functionality they need, and why. Your move: focus on their business needs, not just the tech.
Vend anticipates significant growth in cloud-based tech, for POS in particular POS, and advises VARs to seek market-specific solutions. (Sponsored)
In this Q&A, ScanSource’s Brenda McCurry, VP of merchandising for ScanSource POS and Barcode, talks about opportunities to sell electronic medical records, barcoding, RFID and more. (Sponsored)
VSR measures the current state of mobile installations across the channel. Results show that four out of five VARs sell mobile, and many are focusing on employee-facing solutions in the year ahead.