In this episode of the Rising Stars Podcast, “Choosing the Right Channel Partner Program for POS Success,” host Kate Orara provides key insights for value-added resellers (VARs) and independent software vendors (ISVs) looking to join effective partnership programs with POS hardware manufacturers. Drawing from her expertise as Star Micronics’ Partner Development Manager, Kate highlights what to look for in a channel partner program to maximize growth and long-term success.
This episode covers crucial elements, including straightforward onboarding processes, cost-saving partner discounts on POS hardware, and the value of a dedicated support specialist. Kate also discusses the importance of access to a comprehensive partner portal, making it easier for VARs and ISVs to stay competitive.
Maximize Your Success with the Right Partner Program
Kate explains how aligning with a supportive POS hardware provider can empower VARs and ISVs to deliver better solutions to their clients. Whether you’re focusing on retail, hospitality, cannabis, or other industries, having a partner who offers reliable resources, marketing support, and technical assistance can make a significant difference.
Tune in to learn how selecting the right partner program can support your business, while fostering your growth through industry-leading support and tools.
The Rising Stars Podcast
Immerse yourself in the world of point-of-sale (POS) with the Rising Stars Podcast by Star Micronics, hosted by industry pro, Kate Orara. Twice a month, we explore the fascinating journeys of innovators and businesses navigating the challenges of POS technology’s rapid pace.
In every episode, Kate Orara, Star Micronics’ Partner Development Manager, discusses emerging retail technology trends and strategies with global industry giants. She’s spent her entire career meeting all the right people, and now listeners everywhere can benefit from this vast network of channel gurus.
Always leading and always innovating, Star Micronics, a pioneer in POS and customer experience technology for over 60 years, welcomes you to join us in shaping a brighter future in the retail, hospitality, and cannabis industries.
Episode Transcript
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Kate Orara: Hey there, retail tech enthusiasts! Welcome to the Rising Stars podcast, your go-to for all things retail tech and point of sale. I’m Kate Orara, Partner Development Manager at Star Micronics, and I’m excited to guide you through this journey. Here, we dive into the latest innovations shaping the retail, hospitality, and cannabis industries. So, whether you’re a techie or a business owner, this is your backstage pass to insider knowledge. Join me and the Star Micronics team as we innovate and rise together.
Welcome to another episode of the Rising Stars podcast brought to you by Star Micronics. I’m your host, Kate Orara, Partner Development Manager at Star, and today we’re going to talk about something I’m very passionate about—partnerships. Whether you’re a reseller or an independent software vendor, choosing your partnerships with a hardware manufacturer is a critical process. And why shouldn’t it be like dating a potential life partner? You’re looking for something similar in the professional space, and you really want to make the best decision for your business.
I have previously recorded my tips for ISVs and resellers, which we’ll link in the show notes. But in a nutshell, you want a hardware partner who provides support, creates opportunities, and continues to provide innovative solutions for you and your customers. One of the key things that resellers and ISVs undervalue or overlook are the partner programs their potential hardware partner offers, if any. The right partner program through a hardware manufacturer can make all the difference in your business’s success.
Today, we’re diving into the essential qualities to look for when considering a partner program. I’ll be sharing my tips on identifying a program that fits your needs, helps you stay competitive, and ultimately boosts your bottom line.
The first thing I want to cover is the easy onboarding and accessibility. A standout partner program will have a seamless onboarding process. The best programs should allow you to get up and running quickly with minimal paperwork. Look for programs that keep registration straightforward—no commitments, no minimum orders, no upfront costs. Programs like this enable you to start accessing benefits immediately without the hurdles.
Another crucial element is generous discounts. A partner program that values its partners will provide immediate cost savings to its resellers and ISVs. This could include discounts on hardware purchases or exclusive deals from authorized distributors. The financial flexibility allows you to scale with fewer risks and better margins.
Next on the list is marketing and integration support. This goes beyond the discounts. An effective partner program should provide marketing materials, integration support, and even offer demo units to help you sell effectively. This kind of support is key to positioning your business as a trusted provider of top-tier solutions. It’s about giving you the tools to stand out, showcase products with confidence, and address your customer needs more effectively.
Training is another big one. I think people overlook this so drastically. Training resources and access to a portal with self-service options can be game changers. Programs that prioritize training and provide partners with hands-on demo units foster deeper knowledge of the hardware. You’ll also want priority access to new products, so you’re always equipped with the latest technology for your clients.
Now, let’s talk about support. Look for programs with dedicated support teams. A specialist who can help you familiarize yourself with your dashboard and guide you through the partner portal can save you time and prevent issues down the line. This is especially helpful for those first few weeks when you’re learning the ropes. Also, having somebody to go to whenever there is an issue—maybe there’s a glitch in the portal, or you have a question about a product, and you just need that trusted advisor—you need to have a dedicated specialist to work with.
Finally, let’s talk about long-term profitability. A quality partner program should support you for long-term growth. For instance, some programs offer the ability to register special projects or access new revenue streams through trade show sponsorships or special projects. The goal is a program that evolves with your business rather than one that only meets short-term needs.
To recap, when evaluating a hardware manufacturer’s partner program, prioritize the ease of onboarding, immediate financial benefits, strong marketing and integration support, hands-on training, dedicated support, and long-term profitability. These are all the hallmarks of a program that can provide true value to your business.
If you’re considering partnering with a new hardware manufacturer, remember to evaluate these factors carefully. The right program can truly empower your business to thrive in today’s competitive market.
Furthermore, if you’re interested in learning more about what it’s like to partner with the Star team and me, hit us up. Go ahead and send me a message on LinkedIn, go to our website and send a chat, or you can email me directly at korara@starmicronics.com.
Thanks for tuning in. Don’t forget to subscribe, rate, and leave a review. Your feedback fuels our journey to bring you the best in retail tech. Stay connected with us on social media for updates and behind-the-scenes content. As we sign off, remember, the future of retail technology is in our hands, and together, we are shaping it. Keep innovating, keep rising, and until next time, this is Kate Orara signing off. Together we rise.
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