RSPA INSPIRE 2016: First Impressions From San Diego
By Jim Roddy, VP of Marketing, RSPA
RSPA INSPIRE is one of my favorite events of the year because of the relaxed and candid atmosphere. Leading executives in the retail IT channel gather in a gorgeous locale (this year at the Park Hyatt Aviara Resort in San Diego Jan. 31 to Feb. 3) and engage with each other across four days of education, networking, and excursions.
Making this year’s event even better is the positive buzz from the VAR, ISV, and vendor execs I talked with — unless the conversation steers towards ongoing EMV and PCI compliance headaches. Business is strong for those who have adapted their business.
Here are highlights from the conversations I had (and overheard) during initial meetings and receptions:
- One VAR I talked with who is having a resurgence in sales and profits said constant innovation in his business is what helps him thrive. He said lifestyle resellers who had protected territories haven’t adapted. “Many of the dealers who were successful 10 years ago are now losing money, losing relevance, and losing customers,” he said. The VAR said executives today need hunger and curiosity to win. “You have to want a challenge, not sales handed to you on a silver platter,” he said.
- The theme of VARs becoming a trusted advisor and total solutions provider is loud at INSPIRE. Technologies I’m hearing successful VARs mention include cloud, loyalty, credit cards, video surveillance, digital signage, e-commerce, mobility, and managed services. “The POS systems are all essentially the same,” one VAR said. “Integrating additional technologies with the POS makes the difference.”
- As we highlighted on BSMinfo.com last week, the association recently launched a great new website. You have to check out the web page titled “Explore the Ecosystem.” It does an excellent job detailing the complimentary technologies today’s successful retail VARs are offering their customers.
- I heard a great quote about the current state of the retail IT channel — which gave me even more hope for the future. “Big companies are screwing up. It’s like a forest fire. The big pines are burning and afterward new ones will sprout.”
- Here’s an interesting technique hospitality and retail VARs might want to implement. A VAR told me that instead of fighting tablet requests from customers he asks them key questions and then engages them in a test. “I ask, ‘How does a tablet fit within your process? And how does it fit within your customer experience?’ Usually I get blank stares.” The VAR said he’s always willing to run a two-week test with a tablet system even if he strongly recommends a more traditional POS system. “Maybe 30 percent keep the tablet,” he said.
- In her remarks to open Monday’s general session, association CEO Kelly Funk highlighted the RSPA Professional Development Program, which includes PCI QIR (Qualified Integrator and Reseller) certification, the ETA’s Certified Payments Professional (CPP) certification, and the CompTIA Managed Services Trustmark. “We’ve seen progress in all three, especially around QIR. We’ve seen a big uptick there,” Funk told the 100+ executives in attendance.
- Funk also announced updates related to future RSPA events. Speakers at RetailNOW 2016, slated for July 31 to Aug. 3 at the Gaylord Texan Resort & Convention Center outside Dallas, include former Dallas Cowboys great turned entrepreneur Emmitt Smith and former Trader Joe’s president Doug Rauch.
- Funk revealed the locations for the next two INSPIRE events. INSPIRE 2017 will be held on the island of St. Kitts at the St. Kitts Marriott Resort from Jan. 29 to Feb. 1. In 2018, INSPIRE returns to Hawaii and a resort on the big island.
INSPIRE 2016, the Retail Solutions Providers Association (RSPA) conference for thought leaders in retail technology, is being held January 31to February 3, 2016, at the Park Hyatt Aviara Resort in San Diego, CA. For more information, go to www.BSMinfo.com/go/InsideRSPA.
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