Winning Without Discounting: Strategic Selling for Long-Term Growth

The retail IT market is increasingly driven by price wars and commoditized solutions. How can VARs and ISVs break the cycle and build lasting customer loyalty? This roundtable discussion   brings together leading channel voices to tackle the critical strategies that elevate value, deepen relationships, and slow the race to the bottom. Moderated by Stephen Bergeron, President of Mountain Ties Consulting, this session features insights from Kelli Stewart (

POS.com), Rick Malthaner (Tonic POS), and Bobby Bauer (BMC), each bringing real-world examples of how   aligning internal teams and shifting from transactional to strategic selling has helped their organizations thrive.  Attendees will walk away with: Best  practices for increasing customer retention and loyalty Proven methods for internal alignment that drives external results Tools and strategies to boost close rates while protecting margins If  you're looking to grow smarter, sell stronger, and stand out in a crowded channel, this is a conversation you won't want to miss.