Jeff Riley on Navigating POS Industry Shifts, Reseller Realities, and RSPA’s Vision | Talk Tonic

In a candid conversation at RetailNOW 2024, Tonic POS’s Rick sat down with Jeff Riley. A respected voice in the retail technology space, former CEO of Dinerware, principal at RMH Advisors, and incoming RSPA Chair. This Talk Tonic episode dives into the powerful forces shaping our industry. It offers crucial POS industry insights for anyone involved in the channel, from established VARs to entrepreneurs.

The “Ocean Tide” of Investment & Its Impact

Jeff shares his perspective on the waves of venture capital and private equity chasing opportunities in hospitality tech. He discussed how this investment fuels innovation but also drives industry consolidation, often leading to challenging shifts in service levels and partner dynamics – the “rug being pulled out” experience familiar to many resellers.

The Entrepreneur’s Journey: Passion, Control & Acquisitions

What happens when a founder’s “special creation” gets acquired? Jeff offered insights into the founder’s dilemma, balancing financial outcomes with the passion for their product and customers, and the realities of “change of control.” This segment is a must-watch for any entrepreneur in the retail tech space.

RSPA’s Evolving Role & Future Direction

As incoming RSPA Chair, Jeff outlined his commitment to representing member interests and fostering consensus. He also touched on the RSPA’s adaptation under leaders like Jim Roddy, broadening its embrace from traditional POS VARs to a wider ecosystem that includes Managed Service Providers (MSPs) and other technology players. This part of the discussion offers valuable RSPA future insights.

The Enduring Value of the Local Expert

Despite industry changes, Jeff underscored the continuing importance of knowledgeable local partners who can provide trusted advice and essential support, especially when larger, consolidated entities falter on service.

This Talk Tonic with Jeff Riley is packed with strategic takeaways for understanding the currents of the POS industry consolidation and the opportunities that still exist for dedicated channel partners.

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