By Jordan Statt
When I started at Heartland back in early 2019, one of the top dealers in our channel asked me very directly, “What do I need to do to be successful with selling this product?” The product he was referring to was Heartland Restaurant, our brand new cloud product at the time, and one I was quite familiar with, having been part of the product’s history in my past life.
My response was simple: learn to implement it well.
The truth about any cloud POS system worth its tablet weight is that the challenge should not be the selling part. After all, even in 2019, the market was already demanding cloud technology and all the wonderful benefits that come with it. Logically speaking, a good VAR would end up running into a bottleneck for the growth of their business, primarily around how well they can implement these recently-sold solutions for their new merchant customers in an efficient and timely manner. Here we are now, more than two years removed from this initial conversation, and the case still holds true now just as much as it did then.
Pressure from some of our directly-sold competitors remains extremely high, and with the state of the retail and hospitality SMB spaces, merchants literally cannot afford to wait to get their businesses up and running again. I should clarify that my statement about implementing efficiently and rapidly does not mean to encourage haphazard work or skipping the white-glove service that VARs pride themselves on. Rather, it is critical that VARs know their capacity to install on a monthly basis and plan accordingly.
For some VARs, balancing implementation cadence with sales is already in place. If you are in that category, kudos! If you find yourself riding the sales/implementation rollercoaster, however, there is an opportunity to think critically about the pieces of your business that may be holding you back from the flywheel we all look to achieve. Ask yourself the following:
How many net new sites can I install in a single week or month today if the support workload stayed the same?
Am I capable of more?
Does the product I sell lend itself to repeatable, rapid, and successful implementations?
Does my vendor partner have tools, training, and programs to help me succeed?
If you struggle to answer any of these questions, the good news is that you are part of an organization that cares deeply about helping you achieve success in all aspects of your business, and I urge you to leverage all the resources available through the RSPA. I know that I am fortunate to work with a wonderful group of dealer partners who have shared with me how they view implementation and who are always willing to be a resource. I recommend looking to your fellow VARs for their best practices as well. Ultimately, in the recurring revenue game, the winners are those who can get complex systems sold and installed in a quick, repeatable fashion.
To become a Heartland dealer, go to heartland.us/become-a-dealer/rspa.