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ISV Insights Philadelphia Agenda


Thursday, October 12, 2017


Registration & Networking Breakfast

8:00AM - 9:00AM


Welcome and Conference Chair Opening Remarks

9:00AM - 9:10AM


Spotlight: Building A Software Company With The End In Mind

9:10AM - 10:00AM

There’s no easy way to build a valuable software company, but there are specific things executives can do to maximize that value when preparing for an exit, whether that exit is this year or farther down the road.

- Ivan Ruzic, Vice President | Corum Group


Networking Refreshment Break

10:00AM - 10:30AM


What Is The Ideal Software Pricing Strategy?

10:30AM - 11:20AM

Getting the price right is a key challenge for software companies. A panel of software executives will discuss KPIs, adjusting prices, contracts and billing, discounting, tiered pricing models, and SaaS.

- John Alarcon, CFO | LoanLogics
- Patrick Campbell, Co-Founder & CEO | Price Intelligently
- Sunir Shah, President | The Small Business Web
- Abby Sorensen, Executive Editor | Software Executive magazine (Moderator)


Exhibitor Introductions

11:20AM - 11:30PM


Everything You Need To Know About ISV Connect

11:30AM - 11:45AM

Blue Star’s ISV Connect Program benefits and how to get involved.

- Jason Firment, Marketing Director, POS Solutions and Varcom | BlueStar
- Tim Ulrich, Publisher | Software Executive Magazine (Moderator)


Exhibitor Introductions & Networking Lunch

11:45AM - 12:30PM


Overcoming The Tech Talent Shortage

12:30PM - 1:15PM

A keyword search on Indeed.com for “Software Engineer” jobs within 25 miles of Philadelphia shows 3,000+ open positions. Hiring, training, compensating, and retaining tech talent is crucial to the success of any software company, but it’s far from easy in today’s labor market.

- Jeff Harvey, Talent Acquisition | Harvey Consulting Group
- Krishna Nair, CTO | 1Rivet
- Matt Ozvat, Head of Developer Integrations | Vantiv
- Jason Tate, Partner | Simple Search
- Matt Pillar, Chief Editor | Software Executive Magazine (Moderator)


Spotlight: Benchmarking Churn Across The SaaS Ecosystem

1:15PM - 2:00PM

How does your software company’s customer retention stack up compared to the rest of the industry?

- Todd Gardner, Founder and Managing Director | SaaS Capital


Networking Refreshment Break

2:00PM - 2:30PM



2:30PM - 2:45PM

Discovering the innovative VARCOM program and ISV success stories.

- Jason Firment, Director, POS Solutions and Varcom | BlueStar


How to Build a Successful Reseller Program

2:45PM - 3:30PM

Discussing the factors an ISV needs to consider when deciding if a reseller program makes sense for them, including recruiting VARs, onboarding and training, balancing direct versus channel sales, reseller agreements, and pricing your software for the channel.

- Jim Brennan, As-a-Service Leader | Accenture
- Mike Frank, President, Head, Strategic Relationships | Worldpay
- Jerry Moy, Business Development Manager | Epson
- Greg Plum, VP - Channels | OBT Anywhere
- Dean Reverman Global Marketing Manager | BlueStar
- Matt Pillar, Chief Editor | Software Executive Magazine (Moderator)


Surefire Strategies For Raising Capital

3:30PM - 4:10PM

You’ve decided it’s time to raise capital, what’s next? Investors and ISVs who have successfully raised capital discuss formulating your elevator pitch, which parts of the business will be put under the most scrutiny by investors, and how to keep investors happy.

- Bill Butler, CEO | Journey Sales
- You Mon Tsang, CEO | ChumZero
- Abby Sorensen, Executive Editor | Software Executive (Moderator)


Conference Chair Closing Remarks

4:10PM - 4:15PM


Networking Reception

4:15PM - 6:00PM