Retail Tech Sales 2014: It's All About The Consumer
By Matt Pillar, editor-in-chief, Integrated Solutions For Retailers
Retailers’ 2014 retail technology budgets will be won by solutions providers who understand the new influence of the consumer.
For the past several years, we’ve been chronicling the ongoing success of retail technology resellers and solutions providers who have made the transition from traditional POS hardware sales to enablers of mobile and cross-channel retailing. Demand for mobile and cross-channel infrastructure — the devices and software that enable both the new in-store customer experience expectation and buy anywhere/fulfill anywhere consumerism — has been growing steadily across virtually every segment. Progressive resellers are capitalizing, and these sales opportunities haven’t even peaked yet. Results of the annual Integrated Solutions For Retailers (ISR) Technology Spending Survey point to a clear trend that spells even more good news for future-forward, consultative retail VARs and ISVs (independent software vendors). With the tech infrastructure necessary to enable mobile customer engagement and cross-channel retailing falling into place, retailers are beginning to invest more time and money in the applications that infrastructure will carry and the systems they’ll use to manage them. In short, the hot opportunity to sell devices and networks is opening up an equally hot opportunity to sell applications and expertise.